These Three Things

Hosted by Shona Grundy

Business Entrepreneurship

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Apr 2024

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About the show

A podcast aimed at building a thriving and more inclusive startup ecosystem, through sharing real lessons from people doing the hard work. We focus on the three strategically critical aspects of the startup journey: raising capital, finding product-market-fit and expanding offshore (internationally). If you find this useful, please subscribe and recommend the podcast to at least 3 other people. We appreciate you lending your ears and joining us in this series.

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12 recent

April 9, 2024Episode 111 hr 0 min

AI Revolution in Cultural Data "You can be ambitious and efficient at the same time" : Angie Judge

Tune in to an enlightening conversation with Angie Judge, the dynamic tech entrepreneur at the helm of Dexibit. Angie narrates her inspiring journey of integrating cutting-edge artificial intelligence into global cultural institutions. Since founding Dexibit in 2016, Angie has been a driving force in utilizing data science to revolutionize visitor experiences in museums, galleries, and similar spaces. In this episode, she recounts the pivotal moments from her decade in the tech industry to pioneering Dexibit's transformative journey. Angie delves deep into her strategic approaches to conquering the U.S. market, shares invaluable insights on capital raising, and highlights the importance of precise product market fit in a niche sector. She also discusses the challenges and triumphs of implementing AI solutions and fostering trust in technology within the cultural sector. Whether you're an emerging entrepreneur, a tech aficionado, or simply intrigued by the intersection of technology and culture, this episode offers a wealth of knowledge, experience, and motivation. -------------------------------------- 00:00 In this episode 00:39 Intro 01:11 Today's guest 01:47 Angie's transition: tech career to cultural innovation trailblazer 03:26 Solving data management challenges in visitor attractions 07:12 The birth of a SaaS model for cultural institutions 10:42 Our Sponsor 11:22 Finding your niche: building a business strategy around what matters most 12:46 Angie's startup journey from incubator to fast funding 14:42 Accelerating product discovery: lessons learned from early mistakes 16:30 Going straight to the U.S. market 18:14 How can startups optimize capital efficiency through strategic fundraising? 21:16 Balancing investor expectations and entrepreneurial vision 24:06 The ever-evolving nature of product market fit in the data space 27:38 Understanding data processes and customer insights in product management 30:32 Democratizing data across departments: challenges and strategies 33:17 Fueling business growth - love the problem you're solving 36:25 Expanding globally: the decision to target the US market 40:22 Why choose customer proximity over silicon valley trendiness? 44:00 Navigating challenges in establishing international offices 47:01 The value of targeted market expansion 49:51 Cultural nuances in global business strategy 51:48 Could anything be done differently when entering the market? 55:58 Three Learned Things 01:00:01 Outro --------------------------------------

April 2, 2024Episode 1050 min

Beyond the Build Trap "It's not about feature parity but creating value" : Andrea Saez & Dave Martin

Delve into the essence of the product function in startups, uncovering its pivotal role in boosting customer value and achieving sustained product-market fit. With the guidance of seasoned experts Andrea Saez and Dave Martin, we peel back the layers of strategic product marketing and development. Andrea brings over a decade of experience, having made significant strides in startups and scale-ups like Prodpad, Airfocus, and Trent with her strategic prowess and ability to foster cross-team collaboration. On the other side, Dave, with two decades of experience, shares his journey through innovative product developments and his instrumental role in scaling high-growth products, navigating through mergers, acquisitions, and supporting successful SaaS exits. This episode is more than just an interview; it's a masterclass where Andrea and Dave, authors of the bestselling book "The Product Momentum Gap," share the origin story of their collaboration, the pressing problems their book aims to solve, and invaluable insights into maintaining product-market fit. They elaborate on why product-market fit is not a one-time achievement but a continuous pursuit, emphasizing the importance of user behavior understanding and innovation. -------------------------------------- 00:00 In this episode 00:36 Intro 01:07 Today's guests 02:34 Origins of collaboration: from idea to book 05:04 The essence of product-market fit explained 07:14 What are the identifying signs of losing product-market fit? 12:00 Importance of visible data metrics for product teams 13:04 Value creation plan - aligning teams for growth 14:46 The crucial collaboration of Product & Marketing 19:02 Our Sponsor 19:42 Understanding the pillars: Technology vs. Product 22:39 Strategic pitfalls - Andrea's example 25:31 Navigating product management pitfalls - are you solving the right problems? 30:32 Empowering product teams: avoiding common mistakes and frustration 33:40 Are toxic dynamics harming psychological safety? Exploring leadership solutions 38:31 The Build Trap: prioritizing customer value over commercial deals 39:58 B2B product-market fit: the danger of tactical over strategy 43:49 Where to get a copy of The Product Momentum Gap? 44:47 Three Learned Things 49:17 Outro --------------------------------------

March 26, 2024Episode 942 min

Align Startups with Corporate Giants "this is what disruptive innovation is all about" : Dara Cook

In this insightful episode, we explore Dara Cook's journey as the founder and CEO of Expect, a groundbreaking platform in prenatal and postnatal fitness. Dara's unique approach, which leverages her two decades of experience at Viacom MTV Group, led to the creation of a platform that significantly impacts maternal and child health. We dive deep into how Expect not only innovated in fitness programming but also strategically aligned with corporate giants in the healthcare industry. Dara shares her experiences working with Techstars Healthcare and major insurers like UnitedHealthcare, discussing the crucial role of industry partnerships in scaling a startup. This episode is a masterclass for entrepreneurs on leveraging corporate partnerships, understanding healthcare ecosystems, and navigating the challenges of expanding into new markets such as the UK, India, and Nigeria. Join us to gain valuable insights from Dara's entrepreneurial journey and learn how strategic collaborations can propel startup success. -------------------------------------- 00:00 In this episode 00:30 Intro 01:01 Today's guest 02:08 Dara's journey: from kid entrepreneur to maternal health advocate 07:36 The trifecta of opportunity - finding passion in problem solving 09:10 The importance of prenatal fitness in maternal health 12:20 Our Sponsor 13:00 Are accelerator programs helpful? Dara's experience with TechStars 17:50 Strategic partnerships: are corporates boosting startup innovation? 21:49 Harnessing identity as strength in entrepreneurship 25:24 Dara's tactics for ensuring product-market fit 29:32 Exploring international markets: from UK NHS to Bollywood & Nollywood 32:56 International expansion plans - navigating privacy laws & production costs 35:13 Three Learned Things 41:23 Outro --------------------------------------

March 19, 2024Episode 856 min

From Lab to Market: "communicate hard and complex ideas" Peter Chen's creative journey in Deep Tech

Delve into the remarkable journey of Peter Chen, whose expertise lies at the heart of demystifying the complexities of deep tech for the broader public. Serving as the creative director at Eden Brew and collaborating closely with the Australian venture capital firm Main Sequence, Peter stands at the forefront of bridging innovative ideas with societal needs. Deep tech, characterized by its focus on tackling some of the most pressing global issues such as environmental sustainability and healthcare, demands a unique blend of scientific ingenuity and commercial acumen. Peter's role is instrumental in this landscape, offering guidance and support to entrepreneurs who are at the cutting edge of technology. His ability to communicate the intricate details and the overarching value of these innovations is critical in making them accessible and understandable to investors, stakeholders, and the general public alike. Through this episode, we explore how professionals like Peter effectively translates the complex language of science and technology into compelling narratives that highlight the significant benefits these advancements bring to society. His work with Eden Brew and Main Sequence is a testament to the power of strategic communication in the deep tech sector, enabling groundbreaking innovations to transition from lab-based concepts to market-ready solutions with tangible societal impact. Join us as we discuss the pivotal role Peter plays in the deep tech ecosystem, his approach to storytelling in science, and how his efforts are paving the way for a future where technology is not only advanced but also widely appreciated for its contribution to global betterment. -------------------------------------- 00:00 In this episode 00:33 Intro 01:05 Today's guest 02:29 Peter's startup journey & design strategies 06:55 Finding motivation in helping other innovators 11:08 Crafting compelling investment narratives 18:22 Common mistakes of founders & solutions for success 20:42 Our Sponsor 21:23 Understanding the power of lean UX 24:54 Can prototyping speed up development? 28:04 Prioritizing customer needs: a path to sustainable growth 29:26 Peter's philosophies around getting to the problem with the customer 32:54 Bridging deep tech with real-world problems 36:57 How do we inspire consumer change towards sustainability 39:20 Who are your early adopters? Crafting compelling messaging 42:14 Simplicity in complexity: crafting clear messages 46:40 Peter's aspirations on career impact and deep tech innovation 48:48 Three Learned Things 55:25 Outro --------------------------------------

March 12, 2024Episode 71 hr 2 min

Mastering the PR Game "there's so much in getting Cinderella ready for the ball" : Nicole Rodrigues

on the podcast "These Three Things." Nicole's dynamic career trajectory, blending over two decades of expertise in communications and marketing with her experience as an NFL cheerleader, showcases her unique approach to business challenges. With a top-tier MBA from UCLA Anderson and a career that includes collaborations with giants like Sony Pictures Entertainment, Hulu, and PlayStation, Nicole embodies a blend of passion, discipline, and strategic acumen. In this episode, we explore how Nicole leverages narrative strategy and marketing to aid tech startups in finding product-market fit and achieving international expansion. Dive deep into her insights on the significance of understanding your 'why,' the art of storytelling in business, and the importance of readiness and strategic PR in penetrating new markets like the U.S. Discover how Nicole's infectious energy and commitment to her clients have grounded and transformed many entrepreneurial journeys. -------------------------------------- 00:00 In this episode 00:31 Intro 01:03 Today's guest 02:30 Nicole's Journey: PR, passion, and pioneering tech in LA 10:15 About Nicole's decision to launch her PR business 15:40 Entrepreneurial essentials: planning, team, and financial IQ 19:48 Our Sponsor 20:28 Impact of PR on capital raising strategies 24:42 The rule of three - Nicole's storytelling advice 27:09 Success tip: break your bubble, do primary research 31:32 Why your 'Why' matters in business - the importance of purpose 39:03 Identifying Winners vs. Chaos in entrepreneurship 41:41 How to engage in U.S. marketing for offshore expansion 45:42 The path to popularity - breaking business visibility myths 52:08 Collaboration in PR and leadership 55:39 Three Learned Things 01:01:52 Outro --------------------------------------

March 5, 2024Episode 651 min

Inside the Tech Trenches "Every problem is a sales problem" with Selwyn Pellett

Join us for an illuminating episode of "These Three Things" where we explore the tech startup landscape with Selwyn Pellett, an experienced entrepreneur and investor. Selwyn, known for co-founding Endace and Prolifix, delves into his extensive journey in the tech sector. He recounts starting with a modest fund of $250,000 and progressing to generate over half a billion in exports through the various companies he has established since 2001. Discover his unique journey through various sectors like broadcasting, oil refineries, and high-tech, and learn how he pivoted Endace from test equipment to surveillance technology post-9/11. Gain insights into the art of capital raising, particularly his strategic move to list on AIM for growth. Selwyn unravels the essence of product-market fit, emphasizing customer-led innovation and the significance of understanding competitors, even those in adjacent markets. This episode is not just about entrepreneurial success but also the gritty realities of startup life, including the challenges of international expansion and the demanding travel schedules involved. It's a masterclass for aspiring entrepreneurs, offering valuable lessons on sales strategy, forming effective founding teams, and the relentless pursuit of market opportunities. -------------------------------------- 00:00 In this episode 00:31 Intro 01:02 Today's guest 01:39 Selwyn's pathway to becoming a tech entrepreneur 03:30 Managing two companies at the same time 05:07 Selwyn's input on the process of capital raising 08:18 Insights into understanding product market fit 10:52 How do you know your business is ready to scale? 12:35 Selwyn's key metrics in a business 14:24 The part of competitors in shaping business strategy 16:45 Why do investors love niche markets? 18:31 Our sponsor 19:11 Benefits of customer-led innovation 21:50 How to efficiently use customer's feedback in product development? 25:42 Expansion offshore - how to build trust with customers? 27:26 Finding a good work-life balance while going global 30:18 Importance of a strong founding team in achieving success 32:57 The art of selling from Selwyn's perspective as a CEO 36:33 Success is a very poor teacher 38:32 How can your business be saved? 41:17 The role of mentors in shaping entrepreneur's journey 47:14 Three Learned Things 50:33 Outro --------------------------------------

February 27, 2024Episode 544 min

Decoding User Psychology within product "Human thinking is not rational" : Mike Ambinder

Dive into an enlightening conversation with Mike Ambinder, a pioneering psychologist in the gaming industry with over 15 years at Valve Corporation; gaming giant out of Seattle. In this episode, we explore the intersection of human psychology and product design, unraveling how deep understanding of user behavior can revolutionize product development. Mike shares his journey from academia to the gaming world, discussing the nuances of applying psychological principles to enhance user engagement across diverse industries, not just gaming. This episode is a treasure trove for anyone in the realm of product creation, offering profound insights into designing and building products that resonate deeply with users. Whether you're developing games, tech products, or consumer apps, Mike's expertise in user psychology will provide you with the tools to achieve exceptional product-market fit and engage users on a deeper, more scientifically designed, human level. -------------------------------------- 00:00 In This Episode 00:27 Intro 00:58 Today's guest 02:20 Mike's background 05:28 Psychology of games - Mike's observations and learnings 08:04 Experimentation in product design and game development 12:45 Crafting intrinsically motivating products: beyond Maslow's basics 15:42 Mike's insights on human agency and intrinsic motivation 17:02 Unleashing intrinsic drive in UX: choice, progress, and social bonds 19:24 Our Sponsor 20:03 Unleashing intrinsic drive in UX - continued 23:17 Mike breaks down how we think in games and life 25:35 Why introducing or removing features impacts UX 26:29 Understanding user biases in game design and product interaction 31:46 International expansion - making games for the world 36:34 Mike's journey to consulting and exploring adaptive interfaces in psychology 40:37 The Three Learned Things 44:05 Outro --------------------------------------

February 20, 2024Episode 41 hr 6 min

Mastering Market Shifts: "we had to stay close to the truth" : Knight Hou's Journey to Startup Triumph

In this invigorating episode of our podcast, we explore the fascinating journey of Knight Hou, a visionary entrepreneur who transitioned from a successful corporate career at Air New Zealand and key roles in Spark and Datacom to co-founding the innovative property technology startup, Relab. Discover how Relab, under Knight's leadership, rapidly captured a 30% market share and adeptly pivoted from a B2C to a B2B model in response to market changes. Knight's story is a masterclass in adapting to market dynamics, leveraging corporate experience in a startup environment, and strategically expanding into new markets like Australia. Tune in to gain insights into the challenges and triumphs of scaling a startup, the importance of understanding customer needs, and the art of effective capital raising. Whether you're an aspiring entrepreneur or a seasoned business professional, this episode offers valuable lessons in resilience, innovation, and strategic growth. -------------------------------------- 00:00 In This Episode 00:30 Intro 01:02 Today's guest 02:07 Knight's journey from corporate skies to entrepreneurial horizons 04:04 Elevating ambitions with Linda Jenkinson's mentorship 06:36 Knight's capital raise experience 08:30 The three metrics that investors are looking for 09:46 Overcoming investment challenges - risk and belief 11:17 Relab's ARR tactics and pricing strategies 14:30 Why do investors prefer subscription-based success? 16:06 Our Sponsor 16:46 Continued: Why do investors prefer subscription-based success? 18:53 How long should your capital raise take? 20:35 Knight's learning path: mentors, resources, and entrepreneurial education 23:44 Why does asking customers matter? 28:41 How to craft a beautiful product amidst diverse customer desires? 30:25 How did key metrics drive Relab's strategic pivot? 35:10 Are big customers worth the wait? 36:18 Decisions behind Relab's offshore expansion 39:33 Addressing the concept of competitors when going offshore 41:56 Strategic expansion - channel partnerships and risk mitigation 46:55 Knight’s aspirations and values 49:45 Inclusive startup ecosystem - what's missing? 52:06 Cap raising tips - what factors into an investor's decision? 54:36 The formula for getting investors on board 01:01:00 The Three Learned Things 01:05:18 Outro --------------------------------------

February 13, 2024Episode 31 hr 5 min

Navigate Startups Legal Maze "You soon learn you need experience in the room" : Ed Lim & Calvin Luo

Join us in this compelling episode of "These Three Things" as we explore the essential legal dimensions of startup success and expansion. Our guests, Edwin Lim and Calvin Luo, experienced corporate and commercial lawyers from Hudson Gavin Martin, offer their deep insights and expertise. This episode sheds light on vital areas such as intellectual property protection, the dynamics of capital raising, and strategic risk management. Discover the significant value that legal professionals bring to founders on their journey toward commercial and international success. Whether you're at the helm of a startup or dreaming of entrepreneurial achievement, this discussion is packed with practical advice on navigating the complex legal landscape of the tech and startup world. Tune in to gain invaluable knowledge and understand the importance of pragmatic legal guidance in shaping your startup's future. -------------------------------------- 00:00 In This Episode 00:33 Intro 01:04 Today's guests 03:05 Edwin's background 05:52 Calvin's background 07:27 About the role of lawyers 10:36 The process of working with founders 14:22 About mitigating the risks 20:48 Our Sponsor 21:28 Discussing potential risks with your lawyer 22:03 Do lawyers make decisions for a business? 23:22 Why is it better to have a pragmatic commercial lawyer? 26:09 Reasons why companies consider raising capital 30:15 What are the definitions of each investment round? 34:22 Match funding programs explained 37:05 Can expectations of investors and founders mismatch? 40:13 How can founders lower the risks? 43:14 Investors & founders - examples of mismatched expectations 45:10 Founder's investment expectations - what to watch out for? 50:39 What's the smartest way to engage with a legal firm? 55:32 What do their clients ask them about? 57:43 Why law is a creative subject 59:14 The Tree Learned Things 01:04:48 Outro --------------------------------------

February 6, 2024Episode 21 hr 5 min

Global Aspirations: "You cannot underestimate the culture of a business" : Lisa Miles-Heal

Dive into the world of high-tech business with Lisa Miles-Heal (or as she is called 'LMH'), a seasoned leader in technology and business, in this episode of "These Three Things." LMH shares her remarkable journey from COO at Black Bay, Christchurch, New Zealand to CEO of the innovative accounting SaaS company, Silverfin (headquartered in Belgium). Her rich experience includes pivotal roles as VP of Product at Fiserv and CTO at Inventory Management Software Unleashed. Now at the helm of Silverfin, LMH propels the company to new heights in accounting technology, including a succesful exit / acquisition. Discover LMH's insights on global expansion, capital raising, achieving product-market fit, and the importance of data-driven decision-making in scaling up businesses. Whether you're a startup enthusiast or a business veteran, LMH's compelling narrative and expertise offer invaluable lessons in navigating the complex tech landscape and the significance of maintaining a global vision right from the start. -------------------------------------- 00:00 In This Episode 00:34 Intro 01:04 Today's guest 01:49 Lisa's global work life 04:08 Lisa's journey from working class roots to tech leadership 11:34 Insights on capital raising and sustainable growth 14:17 Rule of 40: a crucial metric for scaling success 19:0 9 Navigating B,C,D rounds: private equity investments 25:11 Selecting strategic investors for late-stage success 26:57 Founder Transitions & Scaling Strategies 30:16 Our Sponsor 30:55 How to gauge product-market fit: NPS Tools 33:26 Understanding referent Markets 34:54 About being product and customer-centered 35:53 Build what ou can sell, sell what you can build 36:49 Focusing on value proposition 39:26 Metrics for growth - Acquisition, Retention, Expansion 43:31 Going offshore - global mindset from day one 47:43 Navigating global expansion: On Market vs. In Market approach 55:29 Considering alternatives to U.S. expansion 59:12 The Three Learned Things 01:04:16 Outro --------------------------------------