In this episode, Shahin talks with Danny Beck, Head of Marketing at Citrix, Rita Arrigo, Industry Digital Strategist at Microsoft and Dan Peters, Chief Revenue Officer at Limepay. The panel discusses the current challenges B2B sales and marketing teams are facing in Australia, and how we can re-group and reset for the remainder of 2020 and the future. Join the Slack channel: https://growthcolony.org/slack
Sep 02, 2020•1 hr•Ep. 25
In this episode, Shahin chats with Mitchell Mackey, the Marketing Director at Ansell Healthcare about marketing representation at the board level. They go deep into why it’s important to have marketing represented in the board room, and how can marketing get there in the first place. We’ll learn how marketing can interact with the C & B level people, and how marketers can learn to speak their language? Now, more than ever, as we reset for the post-pandemic ‘new normal’ organisations must rec...
Aug 26, 2020•35 min•Ep. 24
In this episode Shahin chats to David Mason, Director of Marketing Services at Experian about why you shouldn't try to sell everyone and how it can be counter-productive for your organisation and team. They go deep into why it's unwise to try to sell to everyone, how to find your prospects problems to qualify them, when to let go of a deal, how to use the 'strong man' qualification method and more. Read the show notes: https://xgrowth.com.au/blogs/stop-trying-sell-everyone/ Join the Slack channe...
Aug 19, 2020•29 min•Ep. 23
In this episode, Shahin speaks with David Nicholls, the Commercial Director from PPG Industries. They discuss how B2B companies perceive brand and why B2B organisations need to focus more on their brand particularly during the COVID-19 pandemic. Read the show notes: https://xgrowth.com.au/blogs/b2b-pay-attention-brand/ Join the Slack channel: https://growthcolony.org/slack...
Aug 12, 2020•25 min•Ep. 22
Shahin is joined by Natalie Mendes, Head of Account-Based Marketing at SAS. They discuss how Natalie and the SAS team's account-based marketing strategy has changed and transformed due to the COVID-19 pandemic over the past few months. With a background as a data science consultant (read her blogs), Natalie has been working in a sales and marketing pursuit role advising large strategic accounts for over 20 years. Progressing her journey as a Product Marketer and developing her career in Marketin...
Aug 05, 2020•26 min•Ep. 21
Pauline Grech, Head of Digital Strategy from Intermedia Group joins host Shahin Hoda to talk about how COVID-19 has impacted B2B advertising. They review the wins and misses of the industries that have been deeply affected, and how the lessons learned under a pandemic scenario can help reinvent the digital marketing strategies in B2B moving forward. Read the show notes: https://xgrowth.com.au/blogs/industries-pivioting-survive-covid/ Join the Slack channel: https://growthcolony.org/slack...
Jul 29, 2020•21 min•Ep. 20
Shahin chats to Steve Watt the VP of Marketing at Grapevine6 about Account-Based Marketing and about how to go about planning your first campaign. Steve Watt is VP Marketing at Grapevine6, the enterprise social engagement platform trusted by many of North America’s largest banks, wealth management firms, insurance companies, and technology providers. Steve believes that many sales and marketing mindsets, strategies, metrics and tactics are beyond their “best before date”, and that B2B leaders ne...
Jul 22, 2020•34 min•Ep. 19
Shahin chats with Danny Beck, Head of Marketing ANZ at Citrix . Messaging is always a challenging marketing topic, especially in the B2B technology world Sometimes, even while looking at the website of a company, the general consumer can't figure out what the company does. Sure, we might say that they are not the intended target market and persona. But more and more, technology companies and technology service providers are finding themselves selling to non-technical roles (think marketing, HR a...
Jul 15, 2020•37 min•Ep. 18
Shahin speaks with Ljubica Radoicic the Marketing Director (APAC) from Hexagon PPM. They go in-depth on how to build a sales development team and the role of Sales Development Representatives (SDR). They discuss what sales development is, why B2B organisations need it and how to go about setting up the process. Read the show notes: https://xgrowth.com.au/blogs/sales-development-team/ Join the Slack channel: https://growthcolony.org/slack...
Jul 08, 2020•42 min•Ep. 17
Shahin sits down with Mark Tanner, the Co-Founder of Qwlir, a document design and automation tool for sales teams, to better understand how can sales teams better design and present their proposals. We're all looking at ways that we can improve sales and sales processes. We try a little hack here, a bit of tweaking there, but one of the areas that can still be quite obsolete in businesses is the proposal. Shahin & Mark discuss proposal analytics, use of video, consistency in presentation and...
Jul 01, 2020•38 min•Ep. 16
In this episode, we sit down with Lemma Khalek, Head of Sales and Marketing at Uptick, to discuss how she leveraged LinkedIn to grow Uptick's inbound monthly leads. LinkedIn has become a game-changer when it comes to B2B marketing. You'll hear about the mistakes and successes, where you should start with LinkedIn Ads and how to optimise your campaigns over time. Lemma Khalek is B2B marketer helping startups grow and scale their sales and marketing efforts. Coincidentally Lemma spent the first fe...
Jun 24, 2020•17 min•Ep. 15
Understanding that your marketing should focus both on building a brand and driving sales through performance marketing is crucial. In this episode, we sit down with Boden Westover, Vice President of Brand and Communication at Catapult, to discuss why you should focus on both brand and performance marketing, how they do it at Catapult, and how should you measure the two. A lot of businesses are focused on bringing sales through the door as fast as possible, but Boden talks about why in the long ...
Jun 17, 2020•23 min•Ep. 14
Shahin Hoda chats to Nick Morgan, Co-Founder & Joint CEO of Vudoo, which specialises in pioneering interactive video. Shahin & Nick dive deep into the current state of video, and how the 2nd wave of digital video is emerging. They discuss how the fundamental ways organisations create video and how consumers interact with said video are changing. Nick is an entrepreneur, an experienced strategist, and a product guy, Nick believes in the power of technology to elevate business success and ...
Jun 10, 2020•25 min•Ep. 13
Customer Experience (CX) is impacting all aspects of business, marketing is no exception. Shahin Hoda, Founder of xGrowth is joined by Mark Cameron, CEO of W3.Digital, Lisa D'Amico, Founder of Differentiate & Lisa Stark, Director of Prophecy Marketing. They discuss how CX is impacting the marketing industry and what you should be doing to further align yourself with your customers. Join the Slack channel: https://growthcolony.org/slack...
Jun 03, 2020•1 hr 10 min•Ep. 12
Have you heard people talking about Account-Based Marketing (ABM) by the water-cooler? Maybe you read about it on a blog, or even heard about it on a podcast? You might know Account-Based Marketing is around but has anyone been able to give you a succinct definition of what it is, and more importantly, can it help me? In this episode the Australian Marketing Institute's Victorian State Chair, Nina Christian sits down with xGrowth Founder, Shahin Hoda, DocuSign's Marketing Director (APAC), Andrea...
May 27, 2020•1 hr 10 min•Ep. 11
Shahin Hoda talks to Catapult's Marketing Director Boden Westover, Pointer Remote Roles Founder Jo Palmer and Who Gives A Crap's Growth Manager Tim Baxter about managing remote teams and promoting remote work culture. We’re all working remotely now, and it made us wonder -- Is this going to be the new norm? Well, maybe not in all industries, but we’re seeing more and more companies taking the idea of working from home and remote work very seriously. Love it or hate it, it looks like a sizeable p...
May 20, 2020•1 hr•Ep. 10
In this episode, Shahin and Alex go through some of the Growth Colony community's questions regarding B2B. We tackle when revenue marketing clashes with sales, does every marketing dollar need to be tied to ROI and how to plan a B2B strategy during COVID-19. Join the Slack channel: https://growthcolony.org/slack
May 17, 2020•12 min•Ep. 9
Shahin Hoda talks with the CEO and Founder of Avaana, Rohan Pardasani, about how Avaana has managed to pivot from their core services because of coronavirus and develop new offerings for their customer base. Avaana helps everyday Aussies book health and well-being services with ease, but when COVID-19 hit (and customers stopped booking allied health services) they realised they needed to test something new. They were able to swiftly test new messaging and offer new services to allied health prac...
May 13, 2020•25 min•Ep. 8
At the start, the concept of going niche and servicing a smaller number of companies sound counterintuitive. The first thing that comes to a founder’s mind is “but we will be missing out on a lot of opportunities”. That was a challenge our guest for this episode overcame many years ago and the results have been amazing. In this episode, Steve Psaradellis, Founder and CEO of Teba, talks about how niching down their service offering allowed Teba to grow faster with stronger profit margins. Niching...
May 06, 2020•25 min•Ep. 7
Toilet paper has become one of the hottest topics of the year! So we decided it was about time to chat about toilet paper and what is happening in the health & hygiene space. Tim Baxter, Senior Growth Marketing Manager joins us for a fireside online chat about everyone’s favourite topic of the moment… Toilet paper. Join the Slack channel: https://growthcolony.org/slack
Apr 29, 2020•41 min•Ep. 6
What is the best way to set up and leverage your analytics for your SaaS business? And how do you even start to track these points of data? There are so many reasons why an effective analytics structure is essential for a SaaS business. It will help you refine your user activation, where the worst churn may be hiding, help segment your customers, highlight the most profitable ones and so much more. In this episode, xGrowth Founder, Shahin Hoda sits down with Drawboard’s Head of Marketing, Nathan...
Apr 22, 2020•41 min•Ep. 5
By now you've heard it over and over again, we're in strange and uncertain times. That's why we decided to sit down and speak to Martin Cooperwaite, Co-founder and Director of Kiandra, a software powerhouse in Melbourne, Australia. Martin's been running Kiandra since 1995 and has gone through two other downturns all while growing the company to almost 100 people strong. Join the Slack channel: https://growthcolony.org/slack In this episode we're going to talk about his experience running Kiandra...
Apr 15, 2020•34 min•Ep. 4
Are partnerships part of your growth engine? Shaun Sumaru, Founder & CEO of CarDeals2Me thinks they have to be! He has leveraged partnerships to grow from a small team in Melbourne with an MVP to a product that spans Australia, New Zealand and Canada with an international team. He's ready to share with Growth Colony community how he leverages partners to unlock exponential growth. Plus how he learnt and leverages marketing channels as a non-technical founder and how he's scaling his remote t...
Apr 08, 2020•1 hr 8 min•Ep. 3
In this episode Growth Colony host, Shahin Hoda speakers with three founders on their biggest mistakes growing and scaling their businesses. He sits down with Aaron Smith, Founder of KX Pilates, Fiona Boyd, Co-Founder & CEO OF EdSmart and Omer Molad, Co-Founder & CEO of Vervoe. They chat about their journeys and the multiple mistakes that have made while establishing successful international franchises, raising millions of dollars and creating multiple successful startups. In this episod...
Apr 01, 2020•1 hr 9 min•Ep. 2
When you're trying to put your B2B marketing budget together, some investments are very obvious. You can easily calculate how much you're going to spend on online ads, how much printing a banner is going to cost, or what will be the fees of an agency you've decided to work with. But there are a few other costs that are a bit harder to identify early on and could creep up on you in the middle of running a campaign. In this episode, we are going to sit down with Luke Marshall and point out what ar...
Mar 25, 2020•28 min•Ep. 1
