How to Scale Jens Düing

In the 5th episode of the second season of Frog’s How to Scale podcast, Operating Partner James Bagan speaks with John Lord, serial chair, investor and advisor to scale up businesses, about structuring processes to enable successful sales scale-up.
 
John is currently chair at Red Flag Alert, Tred and Engage PSG Search, focusing on steering these companies through their scale-up journeys. He previously founded TruNarrative in 2016 until their successful acquisition in 2021. Prior to that he was Group Managing Director at GBG Plc, helping to take the business from a valuation of £18M to a listing on AIM of £1Billion. 
 
In our conversation we cover:
The importance and value of processUnderstanding the difference between KPIs and Standard Operating ProceduresImplementing Minimum Standard Operating Procedures to enable effective salesAdopting a sales playbook to deliver Minimum Standard Operating ProceduresThe criticality of discovery in the sales processUtilising high gain and low gain questions to get closer to the customerNature versus nurture in sales people 
We cover these topics and many others extensively in How to Scale, Frog’s library of Scale-Up insights, including further episodes of the podcast and Scale-Up toolkits from our Frog Operating Partners. Subscribe to our podcast or follow us on Linkedin to ensure you never miss a new episode. We welcome all feedback, questions or topic suggestions for us to cover in future episodes, so please email us. We’d love to hear from you.

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In the 4th episode of the second season of Frog’s How to Scale podcast, Senior Partner Mike Reid speaks with Dawn Marriott, Partner at Hg Capital, about effectively developing the leadership team as you progress through the different stages of scale-up.
Dawn focuses on the CEO community at Hg Capital, driving growth and operational effectiveness within their portfolio. She acts as a serial Exec Chair with a particular emphasis on driving change, growth and C suite succession. Previously she headed up Hg’s Portfolio team and was CEO in Hg investments Kinapse and Azets. Prior to that she was Group COO at Capita plc; where she was part of the team for almost 20 years who grew the business to being one of the largest companies in the UK at that time.
In our conversation we cover:
The right skillsets for different stages of growth Confident leadership through difficult conversations The Scars and Stripes Brigade - Building an experienced network you can trust for guidanceBuilding out the right team by identifying blind spotsAsking for feedback to grow self-awareness in your teamAuthenticity and kindness when exiting peopleThe chair as a tool to help the CEO be successfulCommunicating your purpose effectively to find the right fit when recruiting
We cover these topics and many others extensively in How to Scale, Frog’s library of Scale-Up insights, including further episodes of the podcast and Scale-Up toolkits from our Frog Operating Partners. Subscribe to our podcast or follow us on Linkedin to ensure you never miss a new episode. We welcome all feedback, questions or topic suggestions for us to cover in future episodes, so please email us. We’d love to hear from you.

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In the 3rd episode of the second season of Frog’s How to Scale podcast, Senior Partner Steven Dunne speaks with Matthew Elson, CEO of Evotix, about how entrepreneurs can create a purposeful business that builds sustainable profitability through the scaling journey.
Matthew has been CEO at Evotix since buying the business for £1 in 2011 and has continuously grown 30-40% year-on-year under Matthew’s leadership, transforming how companies manage Health, Safety & Risk, and engaging with their employees to deliver safe, nurturing and compliant workplaces. Frog invested in Evotix in January 2020 when they had reached £6m ARR and were acquired in May 2023 by which time they had reached profitability and passed £20m ARR.
In our conversation we cover:
The use of unit economics and the ‘Rule of 40’ to monitor performanceTracking gross retention to ensure you are building a profitable customer baseSplitting the business in two, where the margins from the profitable customer base funds the growth of the loss-making part acquiring new customersUsing recurring revenue per full time employee as a key metric for driving long term sustainable profitabilityEntering new markets as a value creation strategyInvesting in operational capability to avoid bottlenecks and add valueFulfilling purpose in the business to drive long-term growthSelecting an acquisition partner with aligned values
We cover these topics and many others extensively in How to Scale, Frog’s library of Scale-Up insights, including further episodes of the podcast and Scale-Up toolkits from our Frog Operating Partners. Subscribe to our podcast or follow us on Linkedin to ensure you never miss a new episode. We welcome all feedback, questions or topic suggestions for us to cover in future episodes, so please email us. We’d love to hear from you.

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In the 2nd episode of the second season of Frog’s How to Scale podcast, Senior Partner Mike Reid speaks with Dale Murray CBE about how entrepreneurs can work as effectively as possible with their boards and how they can mentor and coach their own senior teams to collaborate at board level.
Dale is an experienced board director to global technology businesses and a successful tech entrepreneur. She is currently on the board for 6 companies, including Xero, the cloud accountancy software business. Earlier in her career, Dale co-founded Omega Logic which launched mobile phone “top-ups” in the UK in 2001. Within 5 years their gross transaction revenue reached £450m p.a. and she completed the sale of the company to First Data Corporation.
In our conversation we cover:
• How should entrepreneurs approach introducing and working with a board?
• Building relationships inside and outside the boardroom
• Shifting from ‘reporting’ to collaborating
• Utilising the board’s experience to spot weaknesses and threats
• Communicating effectively to ensure trust is built between all parties
• Using the chair as a bridge between the board and the management team
• Ensuring alignment of your company’s values with the board
Dale also shares some of her own boardroom experiences from her time as an entrepreneur.
We cover these topics and many others extensively in How to Scale, Frog’s library of Scale-Up insights, including further episodes of the podcast and Scale-Up toolkits from our Frog Operating Partners. Subscribe to our podcast or follow us on Linkedin to ensure you never miss a new episode. We welcome all feedback, questions or topic suggestions for us to cover in future episodes, so please email us. We'd love to hear from you.

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Welcome to Season 2 of the How to Scale podcast! In the 1st episode of the new season, host Mike Reid speaks to Martin Leuw about the role of purpose in software scale-ups.
Martin is a serial software entrepreneur with a 25-year track record of creating significant tangible value to PE and Founders through leading business growth. As Group CEO of IRIS Software Group, over a 10 year period, Martin led the scale-up growth from £2m to £50m EBITDA pa and Enterprise Value from £30m to $1bn, delivering a 90% IRR exit to the PE backers.
In our conversation we discuss how Martin used the role of purpose as a key catalyst to scale-up his businesses and discover tangible takeaways that can be applied to your scale-up journey.
We cover these topics extensively in Frog's library of Scale-Up toolkits, other episodes of the podcasts and many other Scale-Up insights from our Frog operating partners. Go to frogcapital.com/scale-up for more.

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In the twelth episode of 'How to Scale', we focus on ‘building a strong collaborative culture'. Host Jens Düing speaks with Frog's in-house psychologist, John Sutherland. 
 
John is one of Frog’s Operating Partners and is a specialist leadership team development consultant. He works with the companies Frog invests in to assess their senior teams, assist with new key hires and develop team culture.
In our conversation we dive deeper into topics including building team culture and language, the rules of belonging, fostering an environment for robust contention, nurturing, strong collaboration, teamwork, and dealing with difference.
You can find more content from John at https://frogcapital.com/profile/john-sutherland/ as well as many other Scale-Up insights and toolkits from our other Frog operating partners.

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