E4: How to achieve 3X Revenue Growth and Deloitte Fast 50 Honours with Tony Simonsen

Timestamps

00:46 Transitioning from global tech companies to Aussie startups
2:00 Challenges of working at the headquarters of an Australian startup
5:38 Balancing Product-Led Growth Vs Sales-Led Growth Mindsets
8:58 How did you build a Revenue Operations (RevOps) Framework
11:50 Key Metrics for a Successful RevOps
16:06 Tony’s best practices for new CEOs
23:19 How to have a work-life balance as a CEO

Tony Simonsen is an experienced COO who has built revenue and teams across global companies and rapidly growing Australian software firms. He led PayApps to 3x revenue growth and a place on the coveted Deloitte Fast 50 Growing Companies in the APAC region.

He discusses his insights of transitioning a start-up to a scale-up, working with company founders and leading teams to success.

Here's summary of actionable insights you can expect to hear in this conversation:

The Founder's Role in Transitioning from Startup to Scaleup

• Focus on doing what your love most, often it is with product or with customers

• Allow your executives (CEO/COO) to manage operations and grow your company

Aligning Your Team Around Scaleup Objectives

• Unify your leadership team around common goals, including revenue growth, customer satisfaction, and employee engagement

• Streamline sales, marketing, and customer success functions for improved collaboration 

Adapting Your Business Model: Product-led vs. Sales-led Growth

• Learn the distinctions between product-led and sales-led growth strategies

• Determine the right approach for your scaleup based on your target customers and market

Leveraging Key Metrics to Drive Scaleup Success

• Track and analyse essential performance indicators such as marketing qualified leads (MQL)
• Focus on speed, information flow, and velocity, volume, and value to accelerate growth

Enhancing Customer Experience and Retention During the Scaling Process

• Prioritise seamless and satisfying onboarding processes as your customer base expands
• Continuously measure and track progress to ensure an optimal customer journey

Implementing Best Practices for Sustainable Revenue Growth

• Utilise tools like dashboards and data-driven insights to make quick, informed decisions
• Adopt value and velocity principles to maintain momentum and avoid growth obstacles

Embracing the Art of Listening and Learning Before Leading

• Engage with employees, leaders, and customers to gain a comprehensive understanding of the business and its opportunities
• Identify areas for improvement and swift corrective actions by asking difficult questions

Fostering a High-Performance Culture Through Employee Engagement

• Recognise the impact of employee engagement on customer satisfaction and revenue growth
• Cultivate a positive work environment that encourages collaboration and innovation
• Promote self-awareness, self-care, and empathy among team members

Balancing Your Personal and Professional Life as a Scale Up Leader

• Allocate time for personal wellbeing, family commitments, and work responsibilities
• Pursue activities that bring joy and happiness, both individually and within your team
• Understand the importance of sleep, exercise, and personal wellbeing for long-term success

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