The Growth Focus Podcast

Gary Lafferty
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The Growth Focus Podcast Channel is your premier destination for insights into Tech business, with a special emphasis on Business Growth and Scalability. Each episode we dive deep into conversations with industry leaders to uncover the strategies, challenges, and innovations propelling tech companies forward. Whether you're a seasoned executive, founder or an up-and-coming entrepreneur, The Growth Focus Podcast offers actionable insights to help you navigate the complex world of tech business growth and partnerships.

  1. MSP Marketing: Spent $100K on SEO? STOP! Fix Positioning First | Holly Mack | Growth Focus Podcast

    3D AGO

    MSP Marketing: Spent $100K on SEO? STOP! Fix Positioning First | Holly Mack | Growth Focus Podcast

    In this episode of the Growth Focus podcast, host Gary Lafferty interviews Holly Mack, a fractional CMO and marketing leader for tech companies. They discuss the common marketing mistakes made by tech founders, the importance of having a clear marketing strategy, and the foundational work needed for successful marketing. Holly shares insights on effective marketing strategies, the significance of founder-led marketing, and hard truths about the marketing landscape. The conversation emphasizes the need for clarity, focus, and consistent execution in marketing efforts. Takeaways Holly Mack is a fractional CMO with 10 years of experience in tech marketing. Many tech companies struggle with unclear messaging and differentiation. Founder-led chaos often leads to inconsistent marketing execution. Chasing shiny new marketing trends can dilute focus and effectiveness. SEO and referrals are key channels for generating leads. Foundational work is essential before launching marketing campaigns. Outsourcing marketing without internal accountability often leads to failure. Consistency in marketing efforts is crucial for success. Engaging on LinkedIn can significantly enhance visibility and networking. Focusing on one or two marketing channels can yield better results than spreading efforts too thin. Connect with Holly https://www.linkedin.com/in/hollymack/ Titles Unlocking Marketing Success in Tech The Common Pitfalls of Tech Marketing Sound Bites "SEO is our highest ROI channel." "Start with foundational work." "Post something on LinkedIn." Chapters 00:00 Introduction to Growth Focus Podcast 12:25 The Importance of Founder-Led Marketing 21:18 Growth Focus YouTube Video Intro (1).mp4 Connect with me on LinkedIn: https://www.linkedin.com/in/growthfocus/ You already invest time and money getting prospects to the table. The real leverage is in what happens once they are on Zoom with your team. If you would like a clear view of how well your sales conversations are working today, the next step is a Conversion Audit. It is a focused twenty minute session where we plug in your real numbers, stress test a few recent “good calls” and identify the one or two changes that could lift your win rate. If there is a strong case for working together, I will show you what that could look like. If not, you leave with more clarity than you have now. Book your Conversion Audit here: https://calendly.com/growth-focus/conversion-audit Explore the Podcast Channel and other episodes - https://www.youtube.com/@TheGrowthFocus Chapters (00:00:00) - Interview(00:00:56) - How to Get to Know Your CMO(00:01:52) - The Most Common Marketing Mistakes in Tech and MSPs(00:05:08) - Have Tech Founders Tried This?(00:07:02) - Why Marketing Isn't Working For MSPs(00:08:41) - What Works to Generate Leads?(00:11:16) - What Makes Your Business Different?(00:12:59) - How to Remove the Founder from Marketing?(00:14:58) - No Agency Will Save You From Marketing(00:15:48) - 5 tips for getting out of your Rut(00:17:38) - What Would You Do If You Were Active on LinkedIn?(00:18:55) - Growth Focus: One takeaway for business owners

    22 min
  2. The Future of Hiring: AI, Human Insight, and Building Teams That Actually Scale | With Macie Fellows | Growth Focus Podcast

    12/02/2025

    The Future of Hiring: AI, Human Insight, and Building Teams That Actually Scale | With Macie Fellows | Growth Focus Podcast

    What if your hiring bottleneck isn’t a talent shortage but a decision-making problem? Macie Fellows unpacks the biggest hiring mistakes growth-focused companies make and explains how blending AI with human expertise creates faster, smarter, and more reliable hiring outcomes. Full Description In this episode, Gary sits down with Macie Fellows of Axiom Path and Cognified to explore the challenges companies face when trying to scale their teams. From over-automated workflows to inboxes flooded with resumes, Macie explains why so many leaders still waste time, money, and energy trying to solve hiring problems with the wrong tools. She shares how her team blends staffing, advisory services, and AI automation to streamline hiring and give companies real clarity. Instead of drowning in options, leaders get better insights, faster decisions, and stronger long-term team performance. We also dive into Macie’s transition from hospitality to tech, her passion for relationship-driven partnerships, and her predictions for how AI will reshape hiring in the next three years. If you lead a growing company, this conversation may change how you think about talent, tools, and the role of human connection in the AI era. Connect with Macie LinkedIn: https://www.linkedin.com/in/maciefellows/ Website: https://axiompath.com Connect with Gary LinkedIn: https://www.linkedin.com/in/growthfocus/ Email: gary@growthfocus.io Chapters 00:00 Opening 00:43 Who is Macie Fellows 01:33 Axiom Path + Cognified explained 02:51 Over-automation and the limits of AI tools 03:53 How hiring problems show up in fast-growth companies 04:47 Why leaders struggle to find the right people 05:21 The hidden cost of sifting through 400 resumes 06:47 The blend of AI + advisory that makes them different 07:49 Avoiding bad hiring decisions 08:33 Macie’s unexpected path into tech 09:32 What’s coming next in the industry 11:16 AI's role in hiring for 2026–2027 12:40 Why training and human oversight matter 13:23 One piece of advice for every founder Takeaways • Your next best hire comes from insight, not volume • AI accelerates the process but human judgment drives success • Over-automation creates blind spots that stall growth • Bad hiring decisions compound faster than leaders realise • Saying yes to expert help moves a company forward Check out more podcast episodes at Growthfocus Podcasts Thank you for tuning in! Hashtags #HiringStrategy #AIEnabledTeams #LeadershipGrowth #GrowthFocusPodcast Chapters (00:00:00) - Growth Focus Podcast(00:00:51) - In the Elevator With Cognified's Chief Innovation Officer(00:01:31) - In the Elevator With Axiom Path's CEO(00:02:40) - What is the biggest problem that your company solves?(00:03:28) - What Is Your Ideal Client?(00:05:43) - WSJD Live: What Makes Your Firm Different?(00:06:39) - In the Elevator With ROI(00:07:30) - Macy's Day in the Tech Industry(00:08:28) - How AI Is Affecting Your Clients' Business(00:11:36) - Growth Focus: On Leading With Passion

    13 min
  3. How a UX Leader 10X’d His Design Studio Using AI, Better Questions, and Smart Positioning | With KD Singharneja | Growth Focus Podcast

    11/25/2025

    How a UX Leader 10X’d His Design Studio Using AI, Better Questions, and Smart Positioning | With KD Singharneja | Growth Focus Podcast

    What does it really take to grow a tech consulting studio 10x in two years? KD reveals the strategy behind his rise and why most founders approach sales and UX completely wrong. Short Description This episode dives into KD’s journey from UX leader to founder, exploring how he built a fast-growing design studio through word-of-mouth, smart sales conversations, and AI-powered delivery. Full Description Gary sits down with KD Singharneja, founder of Neza Solutions, to explore the real story behind his rapid growth. KD grew his UX and design studio 10x in under two years by focusing on clarity of positioning, relationship-driven acquisition, and a high-speed delivery model powered by AI. They talk about the shift founders must make from practitioner to business owner, and why mastering buyer psychology is more important than mastering your product. KD outlines how he approaches discovery calls, how to lead conversations with questions instead of pitches, and how to close clients without feeling like you’re selling. Finally, KD explains how AI is reshaping the UX industry and why agencies must deliver at 10x speed to stay competitive. This conversation is packed with insights for tech founders, consultants, and anyone who wants to grow without adding complexity. Connect with KD LinkedIn: https://www.linkedin.com/in/kanwaldeep/ Website: https://www.nezasolutions.com/ Connect with Gary LinkedIn: https://www.linkedin.com/in/growthfocus/ Email: gary@growthfocus.io

    25 min
  4. How to Land Enterprise Deals Without a Sales Team | Rick Goff, Routemize | Growth Focus Podcast

    11/11/2025

    How to Land Enterprise Deals Without a Sales Team | Rick Goff, Routemize | Growth Focus Podcast

    In this episode of the Growth Focus podcast, host Gary Lafferty speaks with Rick Schott, an experienced executive in the SaaS and startup space. They discuss the challenges founders face when trying to grow their businesses, particularly when hitting growth plateaus. Rick shares insights on the importance of hiring the right team, creating a clear vision for the future, and leveraging AI to optimize business processes. The conversation also touches on customer acquisition strategies and the significance of reducing churn to ensure customer success. Rick emphasizes that founders must perceive the value of their product and be proactive in their approach to growth. ✅ Timestamps / Chapters 02:15 – Rick’s journey 05:12 – Why founder-led sales works (when it works) 09:34 – The real risk in enterprise buying 13:45 – Anatomy of a successful sales conversation 19:26 – Handling long sales cycles 23:14 – Signs of early product-market fit 26:41 – Positioning mistakes founders make 30:10 – Rick’s advice to new founders 32:00 – Final thoughts & wrap-up What You’ll Learn The sales playbook Rick used to win enterprise clients Why founder-led selling beats traditional outbound early on How to build credibility when you're still unknown The biggest mistake founders make when pricing enterprise services How to scale from scrappy startup to credible authority Key Takeaways Enterprise sales is not about charm. It’s about risk reduction and strategic framing. Most consultancies pitch too much and position too little. Selling $100K+ deals starts with one thing: authority. Chapters (00:00:00) - Growth Focus Podcast(00:00:54) - Startups and Early-Stage Growth(00:03:47) - What challenges have you faced as a founder?(00:05:00) - When do you think it's the right time to separate roles?(00:07:09) - When to Hire a First Hire?(00:08:23) - What Do SaaS Companies Need to Do to Grow?(00:10:20) - Bootstrapping: The Leapfrog Feature(00:13:57) - What Excites You About Drip Jobs and Route.ai(00:14:56) - How To Differentiate With AI in Your Company(00:18:45) - Will Google's Randomize Assist Companies' Schedules?(00:22:39) - How To Acquire Customers Through Digital Marketing(00:24:39) - Be the best kept secret in the business(00:27:04) - How to Stop SaaS Churn(00:31:09) - Steve Jobs on the Future of Software(00:32:43) - Rick Rickshaw on Breaking Through The Glass Ceiling(00:34:22) - Growth Focus: Episode 3

    35 min
  5. Building real relationships post-COVID | Will Mazola | Growth Focus Podcast

    09/24/2025

    Building real relationships post-COVID | Will Mazola | Growth Focus Podcast

    Summary In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Will Mazola, COO of Graytitude, about the importance of strategic partnerships in business growth, the nuances of mainframe modernization, and the launch of a new AI product. Will shares his journey from staffing and consulting to leading tech businesses, emphasizing the significance of relationships and the lessons learned from growth mistakes. The conversation also touches on the importance of founder-led visibility and the future goals of the company.   Takeaways Strategic partnerships are essential for business growth. Mainframe modernization is a niche but necessary service. AI can help small businesses manage missed opportunities. Building strong relationships is crucial in the tech industry. You can't rely solely on one strategic partner. Maintaining relationships requires effort and consistency. Staying lean is important for cash flow management. Founder-led visibility can enhance brand recognition. Learning from mistakes is key to sustainable growth. Entrepreneurs should act on their ideas without hesitation.   Titles Unlocking Growth Through Strategic Partnerships The Journey of Will Mazola in Tech Leadership   Sound Bites "Missed calls are truly missed opportunities." "If you're thinking of it, get in it." "Stay the course, if you're thinking of it."   Chapters 00:00 Introduction to Growth Focus Podcast 01:21 Will Mazzola's Entrepreneurial Journey 06:04 Understanding Mainframe Modernization 07:32 Innovating with AI Solutions 11:39 Growth Strategies and Sales Systems 16:13 The Importance of Relationships 19:48 Learning from Growth Mistakes 21:43 Founder-Led Visibility and Brand Growth 24:28 Future Goals and Priorities 26:46 Final Insights for Tech Founders 30:03 Growth Focus YouTube Video Intro (1).mp4 Chapters (00:00:00) - Growth Focus: Strategic Partnerships(00:01:13) - How I Went From Consulting to Co-Leading Three Tech Companies(00:06:04) - IBM's Mainframe Modernization(00:07:33) - WSJD Live: Our New AI Product(00:11:18) - WSJD Live: Lead Generation and Pipeline Growth(00:12:30) - Channel Partners: How Strategic Partners Drive Growth(00:13:57) - Are Strategic Partners Necessary?(00:15:57) - Exploring the Need for Relationships in the Industry(00:16:29) - Relationships in the Digital World(00:19:48) - Reasons to Stay Lean and Expensive(00:22:48) - Marathon Engineering: Standing Above the Noise(00:24:45) - Top Executives(00:26:30) - Growth Focus: One Insight that I Wish More Tech Founders Would

    30 min
  6. Why Time is a Founder’s Only Real Currency | Biju Ashokan of Radius Agent | Growth Focus Podcast

    09/24/2025

    Why Time is a Founder’s Only Real Currency | Biju Ashokan of Radius Agent | Growth Focus Podcast

    In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Biju Ashokan, founder and CEO of Radius Agent, about building a fast-growing tech company without relying on cold outreach. They discuss the importance of white labeling, the unique value proposition of Radius, and effective growth strategies. Biju shares insights on the significance of having the right team, the role of founders in sales, and how to build trust with clients. The conversation emphasizes the need for profitability, efficiency, and the continuous evolution of products in the tech space. Biju Ashokan is the founder and CEO of Radius Agent, focusing on empowering independent real estate brokerages. Radius Agent aims to provide tools for team leaders to grow their own brands and brokerages. Takeaways Biju Ashokan is the founder and CEO of Radius Agent, focusing on empowering independent real estate brokerages. Radius Agent aims to provide tools for team leaders to grow their own brands and brokerages. The real estate tech market is crowded, and Radius differentiates itself by helping entire brokerages, not just individual agents. White labeling allows clients to take ownership of the software, enhancing their brand and trust. Building a good product is essential for growth and requires the right team in place. Founders should be involved in sales, especially in enterprise sales, to build trust and credibility. Cold outreach is less effective in the real estate industry; referrals and word-of-mouth are more powerful. Client success stories are crucial for marketing and growth strategies. Profitability, efficiency, and time are key values that Radius emphasizes to its clients. Continuous product development is necessary; there should always be a 'next 30%' to work on. Titles Building a Tech Company Without Cold Outreach The Power of White Labeling in Tech Growth Sound Bites "Build a good product." "Your gut is always right." "You need to protect your idea." Chapters 00:00 Introduction to Growth Focus Podcast 01:15 Biju Ashokan's Journey in Tech and Real Estate 02:48 Understanding Radius and Its Unique Value Proposition 06:20 The Role of AI in Real Estate Tech 09:05 Building Trust and Credibility in Sales 13:21 Growth Strategies and Lessons Learned 17:59 The Importance of Founder-Led Sales 25:20 Future Goals and Vision for Radius 28:11 Final Insights for Founders Chapters (00:00:00) - Growing Your Tech Company(00:01:06) - In the Elevator With Radius Agent and AI(00:01:57) - In the Elevator With Radius CEO Adam Levine(00:02:48) - How Radius Helped Real Estate Agents Start Their Own Firm(00:06:24) - Gary Real Estate Tech: White Labeling(00:10:13) - How We Made Real Estate Companies Profitable(00:13:06) - What's Driving Tech's Growth?(00:15:14) - Hiring the Right Team(00:17:53) - Radius Real Estate's Growth Strategy(00:21:08) - In the Elevator: Founder Led Sales(00:25:11) - Excelerating Growth: What's Your Goal(00:26:15) - What's the Missing Piece to Get to Growth?(00:27:26) - White Label and the 30%(00:28:15) - Sustaining a Tech Startup(00:29:59) - Growth Focus: The Podcast

    31 min
  7. Why Time is a Founder’s Only Real Currency | Biju Ashokan of Radius Agent | Growth Focus Podcast

    09/16/2025

    Why Time is a Founder’s Only Real Currency | Biju Ashokan of Radius Agent | Growth Focus Podcast

    What happens when a former Uber engineering leader takes on real estate? You get Radius Agent - an AI-powered platform transforming how agents grow, close, and scale. In this episode of The Growth Focus Podcast, I sit down with Biju Ashokan, Co-Founder and CEO of Radius Agent, to talk about building a tech-driven real estate platform, leading through uncertainty, and why his team is betting big on community-powered growth. Biju previously led mobile engineering at Uber and has now raised over $19 million to reshape real estate for the modern agent. This is a candid, insight-rich conversation for tech founders, agency leaders, and startup execs looking to scale fast, without losing their soul. Chapters (00:00:00) - How to Build a Fast-Growing Tech Company(00:01:06) - Interviews with Radius Agent Bijou(00:01:57) - In the Elevator With Radius's Founder(00:02:48) - How Real Estate Team Leaders Got Involved at Radius(00:06:20) - Gary Real Estate Tech: White Labeling(00:10:13) - Bijou Real Estate: The Value of Our Solution(00:13:06) - What's the Growth Strategy for Your Company?(00:15:14) - Hiring the Right Team(00:17:53) - Radius Real Estate's Growth Strategy(00:21:08) - Reasons for Founder-Led Sales(00:25:11) - Excelerating Growth: What's Your Goal(00:26:15) - What's the Missing Piece to Our Growth Plan?(00:27:26) - On the 30% of Product Growth(00:28:15) - Sustaining a Tech Startup(00:29:59) - Growth Focus: The Podcast

    31 min
  8. How Biju Ashokan is Redesigning Homeownership | Growth Focus Podcast

    09/15/2025

    How Biju Ashokan is Redesigning Homeownership | Growth Focus Podcast

    In this episode, Gary Lafferty talks with Biju Ashokan, CEO of Radius Agent about scaling a platform business, leading in chaos, and building a mission that matters. Radius Agent is on a mission to empower real estate professionals by giving them the tools, support, and AI-driven systems they need to grow, without sacrificing independence. This episode is for any founder serious about team leadership, platform thinking, and tech-powered growth. Inside this episode: Lessons for startup founders Why building trust is harder than building features How Radius Agent blends SaaS, services, and community The psychology of early-stage scaling What startup CEOs really need to focus on Why time is the most overlooked startup asset Links: Gary Lafferty: growthfocus.io | LinkedIn Biju Ashokan: radiusagent.com | LinkedIn

    31 min
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The Growth Focus Podcast Channel is your premier destination for insights into Tech business, with a special emphasis on Business Growth and Scalability. Each episode we dive deep into conversations with industry leaders to uncover the strategies, challenges, and innovations propelling tech companies forward. Whether you're a seasoned executive, founder or an up-and-coming entrepreneur, The Growth Focus Podcast offers actionable insights to help you navigate the complex world of tech business growth and partnerships.

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