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The Customer Vortex: How to Make Growth Repeatable
In this conversation, we sit down with Jim Darragh, five-time exit leader and former CEO of Totalmobile, to unpack how simple differentiation, coachable teams, and predictable go-to-market motion drive repeatable growth.
Filled with humour, Jim shares how clarity was the through-line from his rugby start in IT distribution to leading a £100m SaaS transformation.
We unpack how alignment turns strategy into scale, tracking Jim’s path from hands-on sales to five exits, and Totalmobile's transformation. Clear differentiation, coachable teams, and a predictable go-to-market form a simple system that wins on purpose.
You’ll hear:
How to create a “customer vortex” that pulls in the next buyer
Why Predictability x Repeatability = Scalability
How to hire for coachability, not just experience
Why culture powers the engine
And why simplicity matters
The conversation lands with three crisp takeaways:
Define your differentiators and say no to everything else
Assemble the right people and make them a real team
Build operating rhythms that make growth forecastable
If you’re scaling a B2B tech company or sharpening your GTM focus, this one’s a field guide to clarity and growth.
Subscribe and why not share with an aspiring leader who needs clarity (don't we all!)
Forget the hype cycle, this conversation gets into how AI actually lands inside a company: purpose first, people next, technology last. We sit down with returning guest Darren Thayre from Google to unpack how a 180,000 person organisation moved from siloed product areas to a shared AI language, and why a calm, purpose‑driven message aligned everyone faster than any dashboard or revenue goal could.
We talk through the real mechanics of change: aligning OKRs across ads, YouTube, payments, cloud, and workspace around Gemini; replacing jargon with a common vocabulary that lets teams collaborate without translation; and setting a one‑way‑door commitment so the organisation stops hedging and starts learning.
Darren shares insights from interviewing 150 Googlers; what worked, what didn’t: treat AI as a decade‑long capability you embed, not a three‑year “program” you complete.
If you’re a leader wondering where to start, you’ll get a playbook you can use tomorrow. Run a one‑day purpose workshop to set ethics and vision. Ask every department for three use cases in three weeks:
1) An easy win
2) A six‑month stretch
3) A moonshot
Let teams become CEOs of their own journey. Put an AI assistant in every brainstorm to check feasibility, legality, and past art in the moment. Keep incentives and measures honest, communicate in plain English, and resist over‑engineering your transformation.
Subscribe for more practical conversations on culture, leadership, and the real work of making AI useful. If this episode helped you reframe your approach, share it with a colleague and leave a short revieaw. What’s the first small bet your team will try?
What happens when a former operations leader takes the leap into the role of Chief Revenue Officer?
We had an insightful discussion with Karen Gallantry. Her story illuminates the power of balancing operational demands with understanding human dynamics. Karen shares her unique perspective on how diverse experiences across technology and operations can pave the way for leadership success.
The episode uncovers the intricacies of maintaining a well-aligned sales organisation in the throes of business scaling.
Karen helps us explore the evolving responsibilities of a CRO, especially within subscription models that prioritise long-term success and customer loyalty as much as immediate sales.
We debate different organisational structures, making a compelling case for integrating sales, pre-sales, and customer success under unified strategy and execution.
Our conversation takes a deeper dive into the psychological aspects of team performance and operations scaling. We discuss the importance of transparency and feedback loops in building trust and ensuring psychological safety within teams.
Can a passion-driven business approach redefine an entire industry? Managing Director of Add Some Zest, Calum Lyle, believes so.
We loved speaking to Calum and hearing about his refreshing approach to recruitment. We feel Calum's values and our values at the Amplified Group are naturally aligned. It definitely feels like a match!
Calum shares how prioritising customer experience over profit can lead to a staggering +94 Net Promoter Score and an impressive candidate retention rate.
Calum has built an agency that truly enhances the recruitment process, focusing on authenticity and energy in every interaction. They choose passion and customer-centricity over mere financial gain.
We discover some practical tips on navigating the evolving job market, including strategies for bypassing AI filters and crafting personalised communication.
This episode is a wonderful example of breaking free of established ways of working, thinking creatively and executing on it.
Whilst this conversation is focused on a recruitment, it's a must listen for job seekers and hiring managers alike.
We're delighted to welcome back AI pioneer, Reddy Mallidi. Reddy has been busy since we last spoke, channelling his knowledge and passion into writing a book, AI Unleashed.
The true power of AI is not in replacing humans, but in creating super humans.
Reddy shares with us how he has numerous conversations that start with ‘We need AI’ to which his immediate response is ‘Yes, but what for? What is the use case?’
We'll hear first-hand accounts from his early days experimenting with neural networks in the 1990s to a standout achievement at Autodesk, where AI helped him tackle the colossal task of screening 50 million accounts. This episode illuminates the immense power of AI and the technological strides in computing power, data availability, and algorithm development that have brought us to this transformative point in history.
We explore how AI is reshaping the landscape of sales and HR, offering strategic benefits that enhance business efficiency. Discover how AI can sift through mountains of unstructured data, providing sales teams with pivotal insights to close high-probability deals and improve forecasting. We also dive into the ethical considerations of AI in HR, with cautionary tales like Amazon's early machine learning tool that inadvertently reinforced gender biases.
As Reddy highlights, when harnessed thoughtfully, AI serves as a powerful tool to augment human capabilities across various sectors, from finance to winemaking, all while ensuring data security and a positive organisational impact.
As the days get shorter and the weather becomes gloomy Sam and Vic are joined by the legendary Joe Baguley to brighten your day on a podcast filled with humour and insight.
Joe, Chief Technology Officer at Broadcom openly shares his motivations, driven by a lifelong curiosity and the knack for simplifying the complex. Known for his memorable "kittens and chickens" analogy to introduce Cloud, Joe's unique approach to technology intertwines with his ability to make intricate concepts simple.
Embracing the strength of neurodiversity, we venture into how diverse thinking enhances problem-solving and teaming, offering fresh perspectives even in traditional settings like the military.
We were thoroughly entertained as Joe shared how influencing without authority can be achieved through genuine conviction and emotional resonance. This philosophy has guided his leadership style, notably during his time at VMware, where he inspired an entire community to embrace change and innovation. Our conversation highlights the art of connecting people with technology, emphasizing the importance of translating technical jargon into language everyone can relate to.
Ever wonder how internal operations can actually support and supercharge your sales efforts rather than hinder them?
Join us on Get Amplified with special guest Dr. Mark Baker, visiting fellow at MK:U Cranfield University. With a rich background in engineering, finance, and risk management, Mark shares compelling stories from his time at Unilever and his pivotal role in the London 2012 Speedo project! Discover the untapped potential of effective teaming and learn how bridging the gap between front office and back office can create a formidable competitive edge.
Reflecting on the 2003 Rugby World Cup and England’s T-C-U-P (Think Clearly Under Pressure) strategy, we explore how preparation and resilience can turn high-pressure situations into opportunities for success.
By integrating systematic approaches and digitalization, we uncover strategies that enhance decision-making processes and client outcomes, emphasising the importance of continuous improvement.
In our discussions on strategic leadership and vision planning, we tackle the necessity of stepping back from daily operations to focus on long-term goals. Learn valuable insights into effective delegation, the dangers of "organisational constipation," and the benefits of pre-mortem analyses.
A big thank you to Dr. Mark Baker for his insights on effective teaming and strategic leadership.
What better way to launch Season 6 of Get Amplified than with the experienced and innovative GTM leader, Ross Brown.
This episode is jam packed with stories and nuggets of partnering strategy. You’ll need your fast listening ears as it is a wild ride with some brilliant metaphors and stories that had us leaning in for more!
With an impressive career that spans over three decades, including senior leadership roles at Citrix, Microsoft, VMware, and Oracle, we delve into the topic of teaming at scale. Ross shares his vast experience and insights into how strategic partnerships can drive efficiency and success.
We discuss how businesses can thrive by focusing on their core competencies and outsourcing the rest. Through relatable examples like the UK's wine industry and the metaphor of house building, we hear how specialization leads to greater value creation.
Getting into the nitty gritty, we discuss driving behavioural change through well-designed incentives, using Microsoft's transition to a rateable revenue model as a case study.
Ross shares riveting stories of deep tech partnerships, such as those between Oracle, Accenture, and Quantify, that showcase the transformative power of clear role alignment and expertise sharing.
This episode offers a compelling take on how effective teaming and trust-building are crucial in today’s competitive landscape.
Brace yourself for leadership lessons that are as impactful as they are practical. We're joined by Jason Tooley, EMEA Sales Leader and Board Member of techUK, who shares what he has learnt from his 35 years of experience in the tech industry.
Strap in for a journey through the challenges and strategies of leading transformations, especially within the backdrop of EMEA. We'll dissect the importance of adaptability and the courage it takes to make tough calls on prioritization, ensuring your vision doesn't get lost in the noise of competing tasks.
Discover why supporting your team is the cornerstone of success and how clear communication channels are the glue that holds your strategic plans together.
You'll learn how to cut through the clutter of everyday tasks and prioritize with precision, fostering an environment that thrives on trust and simplicity.
Our conversation with Jason dives into the importance of emotional intelligence, empathy, and engaging leadership styles that resonate across different cultural contexts. We discuss the art of breaking down silos, integrating business models, and motivating teams beyond just financial incentives, ensuring a seamless approach and a team that's in sync with the corporate vision.
Discover the ripple effects of interest rates on the tech industry as we sit down with Paul Wiefels from the Chasm Group. Our enlightening conversation traverses the current challenges faced by tech firms, especially in the bustling hub of the San Francisco Bay Area. From the precarious dance of hiring to the tough decisions on layoffs, Paul unpacks the ways companies are striving to adapt to a "normal economy." His insights on the criticality of speed of execution provide valuable lessons for maintaining momentum in the industry, even as headcounts shrink and efficiency becomes the watchword.
Platforms are the buzzword of the day, but what truly makes a platform successful? We crack open the evolving definition, distinguishing between transaction platforms like Airbnb and innovation powerhouses such as AWS. Through candid anecdotes—including one from Splunk's former CEO—we underscore the importance of a customer-centric approach in tech leadership. It's not about the label 'platform' but the utility and customer adoption that truly cements a platform's place in the tech pantheon.
Wrapping up this deep-dive, the discussion shifts to the nuanced dance between vendors and customers. Paul emphasizes the need for tech companies to hone in on the outcomes and benefits that customers genuinely seek, rather than merely pushing the platform label. We dissect how Splunk's journey from a single-application offering to a comprehensive platform exemplifies the organic growth and alignment with customer aspirations that's crucial for success.
So tune in for a fresh angle on platforms and the critical importance of having a customer centric approach in the tech world.
If steering a sales team to greatness has ever felt like herding cats, you're in for a treat.
In this episode, we chat with Andy Wills, EMEA Sales Enablement Director at Dynatrace. Andy tells us when a business has all the ingredients to be successful it is the people that will make the difference, yet businesses very often neglect to invest in leadership skills.
We share laughs and learn about the grit it takes to face rejection head-on and convert it into a stepping stone for success. We uncover the secret sauce that turns a high-performing salesperson into an impactful manager.
We dissect the art of leadership with Andy, where management is not merely about oversight but about vision. Listen to tales of inspiring teams to rally behind a common goal, the transition from sales leadership to enablement, and the joy of crafting a culture where leaders breed more leaders. The Dynatrace story will leave you itching to redefine your own approach to leadership and team motivation.
To cap things off, we get a peek into the framework that moulds sales leaders at Dynatrace. It's a thrilling insight into the company's nine-month leadership curriculum, now going global, that does more than just impart skills—it instils a way of being that's synonymous with the company's forward march.
We hear about the program's inception and the collaborative spirit that drives organizational growth. It's a masterclass in nurturing your most valuable assets—your people—and preparing them to conquer the tech world's ever-evolving landscape.
Ever wondered what propels a high-performance team? Vic is on this special Amplified only podcast, with co-host Pippa Hutchinson to give you an insider's view.
We dig deep into the dynamics of highly productive teams, who are not just aligned and collaborative, but also exhibit a strong sense of belonging.
If you’re struggling with team productivity, being asked to do more with less or even flat headcount. Then we have some answers.
We explore how the tech industry measures speed of execution, the new metric for differentiation and introduce you to a tool that's revolutionizing team dynamics: the Speed Check.
This tool measures your team's execution prowess across four key pillars: purpose, trust, clarity, and simplicity. We also dissect common red flags like high clarity and low trust, and the deceptive phenomenon of artificial harmony. Prepare to shift your perspective as we underscore the importance of simplicity as a mindset and the power of every voice being heard. Buckle up for an enlightening ride into the heart of team performance.
What happens when a leader embraces the role of team coach?
In this episode, we sit down with Harvey Smith, VP Partners, who shares his experience leading partner teams across EMEA through his natural team coaching approach.
Harvey opens up about the delicate balance between authority and humility that defines great team coaching leadership. Drawing on his extensive experience at DocuSign, Salesforce, Tableau, and VMware, Harvey reveals how he transformed disparate teams into cohesive units through simple but powerful approaches.
His mantra? “If you’ve got 27 priorities, you haven’t got any.” By focusing on no more than three clearly ranked objectives, Harvey empowered his team to stay aligned, and say no to distractions. The phrase “Harvey says no” became a cultural shorthand for protecting priorities and staying on mission.
We delve into how genuine trust is built within teams. Harvey shares his belief in vulnerability and accessibility, implementing skip-level meetings where team members could speak freely and career development sessions that demonstrated his commitment to their growth. This created psychological safety that allowed honest communication to flourish.
Harvey's innovative approaches to breaking down silos include his "pod model" for cross-functional collaboration and strategic use of "stretch projects" that deliberately positioned team members to connect teams.
When it comes to conflict, Harvey doesn’t shy away. His take? “Partners are like a car accident – everyone slows down to look but no one wants to get involved.” His solution? Proactive education, clear communication channels, and shared understanding of roles and responsibilities.
Book Picks
Rebel Ideas by Matthew Syed – on the power of diverse thinking
The Culture Map by Erin Meyer – a must-read for navigating global teams.
Whether you're managing partners, leading through change, or simply trying to create more effective teams, this episode offers practical wisdom for balancing the human element with unwavering focus on business outcomes.
What a thought provoking session Sam and I had with the highly engaging and incredibly energising Ben Pearce.
Ben has two decades of tech go to market under his belt with Microsoft. The later 10 years, as a leader he realised he didn’t need to coach his team on the tech stuff, but the critical human skills needed to influence both internal stakeholders and customers.
Packed with practical tips on key point retention, next step strategies, and the art of storytelling. Ben walks us through his super simple AOREN framework (which btw we are now putting into practice already at Amplified Group 😃)
This episode is a treasure trove of insights for anyone looking to master communication and leadership in the tech industry. If you're ready to take your tech skills to the next level, this is the episode for you.
How do we make space in our work life for everyone to have a voice? What better person to speak to than Mark Murphy, Director of Global Partner Marketing at Cisco.
Mark shares his experience of fostering and supporting a culture of inclusivity at Cisco. One of Mark’s many great roles involved co-leading the Cisco Pride and LGBTQ+ global community. His story is not just about leadership, but also about fostering respect, truth-telling, and positive intent in the workplace.
We love the analogy of using our elbows to make space – about using our voices and clearing space so that everyone can be heard and feel valued.
The conversation moves on to discuss how we all have to move fast in the tech industry, every single day. It’s a team sport – all the way to the customer. Mark shares how his experiences have shaped his approach to teamwork and collaboration. Inclusivity is the key to driving effectiveness in this fast-paced industry.
It’s a positivity fuelled episode. We hope you enjoy listening as much as we clearly did recording it!
How do you cope with stress in the workplace? Do you ever feel like your stress is managing you rather than the other way around?
We came across a wonderful sketchnote by Dr Hayley Lewis and knew we had to get her back for a chat on Get Amplified to delve into this some more.
Stress can affect all of us at different times. Hayley is quick to point out that not all stress is bad and that we should recognise sometimes it is good - it gives us adrenaline when we need it.
There isn't one size fits all when it comes to stress. Hayley highlights how we need to understand the root causes and to put interventions in place when needed.
One of the differentiators in high performance teams is that team members really know each other and have found ways to complement and compromise with each other.
If you do nothing else, be curious about your colleagues and your team. Ask questions – people don't have to share if they don't want to, but if someone knows you care, that means something. As human beings we are geared towards human connection and belonging.
Hayley leaves us with these key takeaways:
Stress is nothing to feel ashamed of. It shows you are human.
Reach out for help that feels safe to you. Might be a manager, coach, mentor, friend, colleague. ‘a problem shared is a problem halved. Get it out of your head.
Look for the root causes. Don’t deal with the symptoms. Put in interventions that deal with that.
Hayley references some great tools and information which we will share in an upcoming blog.
In this episode, Chris Woodward, a workforce transformation consultant, joins the conversation with Sam and Vic around moving from a resource-based view of managers to a talent-based view where everybody has potential.
We need to ensure the value of strategic HR is known. We need to think about how to maximise the potential of people. And that takes leadership.
Chris discusses that leadership is the game changing area to focus on. It's not just about those at the top - leadership is for everybody.
There is so much in this podcast. Here's a peek at the key takeaways:
Discretionary effort from your people and teams genuinely has potential for game changing results.
Talent. There’s an opportunity to support HR to support you. Help HR be more strategic. Be more innovative in how you attract and retain talent.
Really value the importance of trust and collaboration in your organisation. This underpins a high performing team and results for your organisation.
After a Get Amplified break we're back with a flurry of exciting new guests. We kick off September by looking outside of the tech industry to see what we can learn from the Pharma industry.
Not only are both industries affected by high attrition, particularly through Covid, but both share the same challenges of time to market – of people being pulled in different directions, with too much workload and less people to do it.
Ian shares with us his fascinating experience particularly around decision making and the importance of bringing together a cross functional team of people to successfully manage projects.
With only 1 in 100 drugs making it through to a successful registration process and 1 in 4 making back the investment, it's a 7-12 year investment timeframe. A fascinating contrast to the speed of technology development and expected return.
Ian tells us how projects involve 3 key constraints which have to be managed effectively if you want a successful outcome. These are: time, quality, cost. If you reduce time, you increase cost.
It's a fascinating insight into managing a triangle of competing needs.
We had such fun recording this podcast, it is relevant for everyone. Andy Hunt gives us a sneak peek into the conversations and insights he focuses on as a CEO coach. The lessons Andy shares are not just for CEOs, but for any leader or aspiring leader.
We touch on a wealth of topics such as:
1) How the best leaders are coaches. 2) Why culture is a vehicle for scale (it's a magnet). 3) The difference between a manager and a leader. 4) Be humble, be curious. You don't need to have all the answers. 5) Know your blind spots and what to do about them.
Andy talks passionately about the importance of having a coach. "Wherever you are in your career, get a coach. It was life changing for me."
We’re writing a book! We have the structure and contents – we just need some real-life stories to support each of the chapters to bring the book to life.
And that’s where you come in . . . we’d love you to be part of what we’re doing.
About the book
Title: Finding your TeamX™ - Why leave teamwork to chance when there is a proven process?
If only there was a way to take all the best bits of how we work together as a team and make it sustainable all the time – wouldn’t that be great? Read on…
You’ve just stepped up to lead a team. You’re going to be unstoppable together. You dream of great collaboration, of team members not hesitating to help each other. Your team members can’t imagine working anywhere else. Together you’re a leading light in your organisation.
So where do you start?
When we learn about business we are taught about organisational structure, finance, go-to-market strategy, and sales, but we are not taught the process of building a strong team.
Should it just be down to luck?
We don’t think so. We think this should be taught, which is why we’ve created this book about building great team experience (we call it TeamX™). We want you to know what we wish we’d known 20 years ago.
Discover a pragmatic operating system that can help any team work more effectively together.
When we enjoy what we do and feel supported, both the people and the business benefit. After all, you are the best asset your business has!
Chapter Contents
If you think you have a story that fits with any of the titles below, good, bad, or ugly, we would love to hear from you!
Part 1 – Purpose
Chapter 1: Find your purpose beyond the numbers
Chapter 2: Take off your functional hat - The importance of having a joint purpose
Chapter 3: Point to your North Star
Part 2 – Trust
Chapter 4: Understand your team dynamics
Chapter 5: Gain psychological safety
Chapter 6: Hire based on values
Part 3 – Clarity
Chapter 7: Build guard rails
Chapter 8: Gain alignment
Chapter 9: Enable accountability
Part 4 – Simplicity
Chapter 10: Order your priorities
Chapter 11: Agree what you are stopping
Chapter 12: Build simplicity as a habit
Book Recommendation
Here’s a link to the Steve Jobs eBook that Vic referenced:
Diversity - hot topic or over used word? Whatever your view on this, so many of us are guilty of hiring who we know. It’s hard to disagree with Lee when he says we all need to build more diverse networks.
Lee Higgins, Founder of Diverse Talent Networks, shares with us why we should think ‘culture add’ instead of ‘culture fit’ and why thinking value aligned will allow for more diversity of thought - a topic we are very passionate about at the Amplified Group.
Here’s the key takeaways and book recommendation:
Key takeaways
· Widen your circle and diversify your network
· Be proactive so when it is hiring time you are starting with a more diverse pool of talent
· Think about culture add – even if hiring through traditional means. Who’s adding to that culture?
· Recognise that you have more influence than you think
We like Lee’s comment, “Make change happen for good” with actions instead of window dressing.
We are constantly being asked if it is possible to build trust in teams that are not in the office together. The short answer is YES!
But don’t hear it from us, in this episode of Get Amplified, Sam and Vic are joined by Tony Roberts a Customer Success Leader at Okta who shares how investing in time to not only introduce his team to the Five Behaviours but how turning into team muscle has really paid off.
The conversation starts by asking why teams are struggling to build trust and why trust is so important. Tony tells us about finding the magic when realising he’d created a team of mentors. As people take the time to get to know each other, they are building bonds - people are much more willing to step in and help each other without being asked.
This is a great podcast to hear how by putting the foundations in place to build a healthy team, the results come more easily.
As many organisations try to figure out how and when to use their office space, we thought it would be great to hear from the experts!
Sam and Vic are delighted to be joined by Allison English, Deputy CEO at Leesman, to talk about the Leesman Index and super relevant work Leesman are doing to measure and analyse employees workplace experience.
This podcast is very timely as on the 21st March 2023 Leesman are about to announce fresh new insights from more than a million respondents, and we are lucky that Allison is able to give us a sneak peek.
Dan Waters brings decades of partnership expertise to this fascinating conversation about building effective tech ecosystems. Working from sales roles at distributors to VP of Partnerships at Snowflake EMEA, Dan shares unique perspectives from both sides of the vendor-partner relationship.
The conversation explores how truly successful partnerships require bilateral investment and commitment. "Partnerships are a two-way street," Dan emphasizes, explaining how Snowflake partners serve as extensions of the company, bringing specialized expertise and expanded reach to complex customer engagements.
Using a compelling car analogy, Dan illustrates how every component must work in harmony, just as every department and partner plays an essential role in business success.
The discussion culminates with Dan's three leadership principles:
Being present and accountable,
Developing trust through consistent execution
Practicing empathy by understanding partners' business challenges.
Dan also shares a fascinating "Zander letter" concept from Jake Humphrey and Damian Hughes' book on high performance, where teams envision success by writing from a future perspective of achievement.
Whether you're managing partnerships, leading teams, or simply interested in effective collaboration, Dan's insights offer a practical roadmap for creating "shared wins" in today's interconnected business landscape.
Welcome to Series 4 - What a treat we have for you here - Thank you Darren! We have been asked many times by clients to help them with change management.
Whilst it is a well known fact 70% of change initiatives are not successful and success rates can improve from 30% to 80% if you put an equal focus on the people as well as what you are trying to change, we knew we had part of the jigsaw …
What we had been missing is a change management framework. Welcome to another bit of magic!
When Darren was last on the podcast he recommended a book called Switch - this book shares many, many stories of successful change and the 9 elements needed, all summed up by an elephant, a rider and a road.
It is super simple, very memorable and pragmatic to implement - just what we love at the Amplified Group. We will be sharing more on this framework on LinkedIn - so please do follow us!
If this title doesn’t appeal to you because you have meetings nailed - we want to talk to you! There isn’t a person or company we speak to that isn’t feeling the pain of meeting gridlock in this post pandemic hybrid working world.
It is for this reason we were thrilled to have Dr Carrie Goucher join us and share what she has learnt during her PhD at Cambridge University on this juicy subject. Sam and I literally spent the time picking Carrie’s brain on all the things meetings. And it is all here for you to listen to!
We focussed on how to make a meeting successful - which, given we spend so much of our precious time in meetings, is pretty darn important to move a business forward at pace.
Carrie has also agreed to come back and talk about changing meeting culture in a company. We hope you learn as much as we did!
Additional Information:
You can find the link to the e-course mentioned by Carrie below. It is released on 31st January 2023 and is available now for pre-order:
Pre-orders already receive 50% discount, but Get Amplified podcast listeners can get a further 20% off with the code:
GETAMPLIFIED-MEETINGS
If you are interested in some of the other resources mentioned by Carrie such as the invitation template and the capture canvas (no sign in or email address needed), you can find them here: www.fewerfasterbolder.com/resources
We hope you enjoy this discussion as we look at the impact of the ‘great attrition’ on the tech industry. Organisations and sales leaders are under huge pressure to hit their quarterly revenue targets but in today’s economic climate, combined with a 30% employee turnover rate, we discuss how new hires faring. We explore how to quickly get new salespeople up to full productivity and the role ‘team’ plays in that.
Matt saw his career take off leading NEMEA sales organisations for VMware, then EMEA for ZScaler, and ThousandEyes. Matt shares his thoughts and what he put into practice around setting new hires up for success. Matt suggests starting by measuring objectives vs revenue (that is unrealistic in the first few months) is much more likely to get your new hires off to a strong start.
Lewis, (who promoted Matt into the NEMEA role at VMWare) brings so much experience on this topic, having held leadership positions in high-growth organisations ServiceNow, VMware and Citrix – all of which hit through a billion dollars during his time. Lewis shares the rigorous onboarding he experienced and we explore if this is now missing? We feel incredibly fortunate to have Lewis as one of our Amplifiers as we and our clients constantly benefit from his wisdom!
We hope you enjoy the conversation. We’d also love to hear if any of our listeners have stories or tips to share. You can reach us at team@amplifiedgroup.co.uk.
We are finding cross team collaboration is the new big headache organisations face since COVID impacted where we work. The challenge has now become so big for organisations, it is hard to know where to start.
Thanks to Paul Wiefels from the Chasm group we were introduced to Jamie Thomas from Cophi, which is a super simple diagnostics tool to help you measure and identify where to start. Cophi provides the data to support the feelings.
On this Podcast we chat to Jamie, one of the Co-Founders of Cophi to find out more about how they can help. We are excited to share this breakthrough solution 🚀
The image is an example of the collaboration network we spoke about.
The book talks about overcoming resistance and is a great personal development book for individual flourishing.
During this conversation, Vicky referenced the Team of Teams model by General Stanley McChrystal. You can listen to this topic in more detail in our podcast: Going 17x Faster by Building a Team of Teams
Wow what a conversation. It’s fascinating hearing former combat helicopter pilot & squadron leader, Sarah Furness, share her experience and learnings around how we can all fly higher. There are some great tips and reminders of how we can improve the way we work, starting with understanding our own minds.
Sarah tells us that we are never too old to learn, we can always train our brain. The conversation delves into some interesting topics including stress, focus, stretch and flow. Sarah tells us about Eustress which refers to positive stress, the opposite of distress. If we can stretch ourselves, we’re likely to find our flow to operate at our optimum state.
In a hectic work life of constant competing priorities, Sarah talks about the importance of unitask. We are not built to manage multiple tasks. Focus on one thing at a time and do it well.
We welcome back Andy Bryars Director of Customer Success EMEA at Okta to share the secrets of his team’s success and shine a spotlight on one of his brightest stars.
Moving from an individual contributor to manager role is one of the biggest changes we experience in our career. Jamie McDonnell from Okta’s EMEA Customer Success team shares his experience of the step up. We also get to hear about the comprehensive onboarding program that the Customer Success team have implemented to set all their new hires up for success.
This podcast is packed full of practical practices that all of the CS team embrace with extraordinary results.
What a treat it was for Sam and Vic to record this with Tim. It will be clear listening to this why Tim is such a great addition to the Amplified Group family. Tim is clearly a people and team first sales leader.
The real magic of this podcast is all the practical and pragmatic best practices that Tim shares about how he has learnt to set his teams up for success, recognising that Sales in the Tech Industry is a Team sport not an individual one!
We covered everything from planning your meeting capacity based on one large pizza and how to support your team at end of quarter to maximise their time with their customers, to being able to build a successful sales plan that has anticipated roadblocks and is prepared and set up for success.
We hope you enjoy listening as much as we did recording it!
Herve Renault Vice President of Cloud Sales for VMware EMEA joins Vic and Sam for as Sam delightfully wraps it up as 'a canter through the role of the sales specialist, value selling and the transition to the cloud. Herve talks from the heart on subjects he is clearly passionate about, and his passion is infectious!
He also moves us on from recommending a book to recommending a film - Glengarry Glen Ross -A film which he assures us is about how not to sell!
We hope you enjoy listening to this episode as much as we did recording it!
Denise Sangster is recognised in the top 10 most influential women in tech, working as CEO of Global Touch Denise consults with many leading tech companies on their partner strategy.
Denise joins Vic and Sam to talk about the future of partners in the era of consumption. Denise is a wonderful advocate of this critical route to market which often is the ‘under dog’ to enterprise sales which is where most of the recognition goes.
This podcast is great timing as Global Touch have just published their new Global Partner Outlook Survey, a must read but for a quick intro we touch on all the main challenges.
The Outlook covers the three markets of US and Canada, EMEA and APAC - the good news partners are bullish about the 2022 outlook
On the podcast we also discovered Global Touch and Amplified Group have measurement or telemetry as Denise calls it at the heart of what we do. Whether its the impact of partner go to market or speed of sales execution being able to measure it, is the key to unlocking it’s potential!
The Partner Outlook Survey results are available by subscription. For further details about this edition’s results or a subscription, please email us at PartnerOutlook@globaltouch.com.
What a treat you are in for! Darren joins Sam and Vic to share his vast experience and learnings through the transformations he advises on. The breadth of content on this podcast is everything from learning how to be the best version of yourself, through to implementing Geoffrey Moore’s Zones model. The underlying message throughout is no matter how much change technology drives, the human element is your critical success factor.
There was so much to take away from this Thank You 🙏 Darren!
What happens when a promising startup faces challenges that threaten its very existence? For Stephanie Windsor, CEO of Cloud Benefits, the answer lay in understanding the diverse strengths of her leadership team through DISC profiling.
Founded in 2021 as businesses emerged from the pandemic, Cloud Benefits offers a digital employee benefits platform with unique features like free financial advice and animated benefit explanations. But by mid-2023, despite positive market feedback, communication breakdowns threatened their progress. The leadership team—who remarkably had never met in person—struggled to collaborate effectively as summer targets loomed.
In this revealing conversation, Stephanie shares how she personally funded DISC profiling sessions with Amplified Group when company finances were tight, convinced this investment would transform team dynamics. The results were extraordinary: team members gained profound insights into their communication styles, working preferences, and natural strengths. Rather than forcing everyone into predetermined roles,
Stephanie's conviction paid off dramatically as the team exceeded their targets following the sessions. Now, as Cloud Benefits enters a new growth phase, they're scheduling follow-up workshops to maintain this momentum.
This conversation might just change how you think about team performance forever.
We miss Sam in this episode of Get Amplified, but instead Vic is joined by Lindsey Moore and Pippa Hutchinson to discuss the findings of our Tech Leaders Survey. As you will hear there are some real positives to how the Tech Industry has fared through the Pandemic, but we also believe we get to the heart of why everyone in tech is feeling the ‘heat’.
We hope you find it as insightful as we did, as the findings came to light for us!
Those looking for inspiration for how to drive successful digital transformation and how to pivot a global software business to a subscription model will know of the incredible success story of Autodesk
In this episode of #GetAmplified Vic and Sam are joined by Reddy Mallidi who shares his journey from India to Wall Street, to Pentium 3 Product Manager at Intel, to Head of Global Ops at Autodesk, automating 200,000 man hours.
Reddy shares his incredibly humbling people first approach and his experience of the close correlation between employee engagement and customer satisfaction. We hope you enjoy listening as much as we did recording. Thanks so much Reddy, you are an inspiration!
We are often asked what is the difference between a coach and a mentor. Yvonne Matzk, Leadership and Channel coach, joins Sam and Vic to share why she has become a coach and why everyone should have a mentor.
Yvonne shares how the new mentoring network she has brought to the channel in the UK is really gathering momentum and how you can get involved - maybe with the help of this podcast we can extend the scope outside of the UK?
If you are interested, we also found ourselves in a discussion about a potential podcast mini series - we left it in, but put it after the music at the end in case you are interested to listen - we would love to know what you think?
In conversations with clients, imposter syndrome has come up frequently. Because of this Vic wanted to share her experience and her ‘Aha’ moment that enabled her not to overcome imposter syndrome, but to take advantage of it.
We had such an incredible response to Vic's original article that we thought it made sense for Sam and Vic to cover it on a podcast.
We would love to hear your imposter syndrome stories. Please do get in touch: team@amplifiedgroup.co.uk
Customer Advocacy is the ultimate teaming between customer and vendor. Polly Lambert, an expert in advocacy in the Tech Industry joins Sam and Vic to share some thought provoking ideas on how to get the best from your Advocacy Program, whatever size company you are.
Vic apologises in advance for her whooping - but it is a great example of sub consciously doing the right thing, and learning for next time to make it conscious and deliberate! (This will make sense when you listen!)
Polly’s definition of Customer Advocacy:
“Using the voice of those who have, to earn the trust of those who could.”
In this inspiring conversation, Vicky and Sam chat with Dr Hayley Lewis, Chartered Psychologist and one of HR Magazine’s Most Influential Thinkers of 2021. Known for her ability to simplify complex psychology into practical, visual tools, Hayley shares frameworks and insights to help us start the year with kindness, balance, and realistic habits.
Key Themes & Insights
1. WOOP: A Framework for Achievable Goals
Hayley introduces WOOP, a science-backed method to improve goal setting, especially helpful when motivation fades:
Wish – What’s your goal or aspiration?
Outcome – What would achieving it look and feel like?
Obstacle – What might get in your way?
Plan – How can you overcome those barriers?
It’s a simple but powerful way to move from wishful thinking to action.
2. Be Kind to Yourself January
Instead of pushing for big resolutions in gloomy January, Hayley encourages gentleness and self-compassion. Inspired by “Wintering” by Katherine May, she reminds us that winter is a time to rest and recharge, to embrace the Danish concept of Hygge and focus on wellbeing rather than deprivation.
3. Rethinking Productivity: Manage Energy, Not Time
Drawing on Dr Devon Price’s book “Laziness Does Not Exist,” Hayley challenges our productivity-obsessed culture. She explains that taking rest isn’t lazy, it’s essential.
Instead of obsessing over time management, she suggests focusing on energy management, being mindful of what drains or fuels us. Hayley uses a sketchnote energy grid to help visualize where we spend our energy across work, home, and self-care.
4. Small, Sustainable Habits
Hayley promotes the idea of “little and often.” Her self-compassion bingo card is a fun, visual way to track small acts of self-kindness, like taking a short walk, pausing for tea, or stepping outside between meetings.
Key Takeaways
Prioritise sleep – it’s the foundation of good mental health.
Don’t overload yourself with too many goals.
Let go of guilt for taking time to rest.
Recommended Reading
Wintering by Katherine May
Laziness Does Not Exist by Dr Devon Price
When: The Science of Perfect Timing by Daniel Pink
Hayley also references Dr Magdalena Bak-Maier’s “Grid”, a practical tool to balance energy across four key life areas.
Final Thought
The episode is a reminder that success doesn’t come from doing more, it comes from caring for yourself, managing your energy, and setting realistic goals. Be kind, stay curious, and take small steps toward a balanced, fulfilling year.
All of the resources Hayley talks about are available here
Season 3 kicks off with Geoffrey Moore, Tech Industry Legend (we can say that!)
As you will hear Vic is even more excited than usual. Not only because let’s face it - this is Geoffrey Moore we have as a guest, but also because through our Tech Industry Leaders Survey, we appear to have identified the Tech Industry’s Biggest challenge: Competing Priorities - where 75% of Leaders agreed or strongly agreed they had competing priorities and this is also a topic Geoff is very passionate about.
The title comes from a previous talk Geoff made where he says it is only natural that Tech organisations do not want to put all their eggs in one basket, but they need to remember a Chicken only lays one egg at a time. Hence we dig into this some more and also learn about Geoffrey’s new book, The Infinite Staircase.
We had great fun recording this as our Christmas Special and hope you enjoy listening
Like many others, we first came across Hayley Lewis, on LinkedIn with her super simple sketch notes providing solutions for many of the human aspects we find challenging in our working lives. Hayley joins the GetAmplified Team to share her experience and we pick her brains on how to have difficult conversations, which we quickly learn we should think of important conversations! This is the first of many conversations we plan to have with Hayley - we hope you find it as insightful as we did!
Download The sketch note for getting in the right headspace for important conversations here
Title change!! We ALWAYS recommend this podcast to our clients. We listened to it again recently and realised its former title did not do it justice. The new title is something Scott Herren, CFO at Cisco, talks about passionately in the podcast and we believe is a better representation of the entire episode.
If you have listened to this podcast before - it is a great second listen 😃
Scott is the true humble leader, it is never about him, it is all about the team and the power of what the team can achieve together. With his vast experience, his authenticity and his transparent approach, it is no surprise Scott was approached by Cisco to be their CFO.
Scott shares how his career journey has unfolded, how he is settling into Cisco and why taking care of Cisco’s 75,000 employees is his number one priority.
We also get a great insight into AutoDesk’s transformation to the SAAS based company and it’s incredible market cap growth.
Our favourite quote from Scott ‘To be a leader, people have to want to follow you’
From flat sheets and fitted sheets to getting told off by Bill Gates, and everything in between. Alistair Wildman SVP&GM of Customer Experience EMEAR at Cisco shares why he is so passionate about Cisco’s emerging talent and we meet Rhiannon … A Cisco apprentice who oozes talent, who shares how her career has got off to a flying start.
In the fast-paced world of technology, career longevity often depends on finding your niche and building meaningful relationships within it.
Jim Moyle, Principal Product Manager at Microsoft, is a brilliant example of this with his two-decade journey through the EUC landscape, offering valuable insights for tech professionals at any career stage.
Jim shares how community engagement and knowledge sharing have been central to his career success. Through thoughtful boundary-setting and relationship building, he's found balance and purpose in a role spanning global time zones and competing priorities.
It was super interesting to hear how Jim, as Microsoft's first remote team member in his division, intentionally sets boundaries. He chooses one day of shifted hours per week and refuses recurring meetings outside core times—not just for himself, but to establish sustainable patterns for those who follow.
Join us for this thought-provoking conversation about setting healthy boundaries in global teams, reframing your value, and seeking better work-life integration.
Sam and Vic are joined again by Chris Collett former Army Major and Mental Health First Aid Trainer to talk about returning to the office. We certainly don’t have all the answers, but we hope this is food for thought!
Getting the right working balance between Corporate and Field is one of the critical success factors for tech organisations to scale at speed, but why is it so hard to achieve ? Lamia joins Sam and Vic to share her vast experience, sharing the importance of always being customer centric and how everyone is part of the value chain. If one part breaks, it all breaks.
We also talk through
How differences in GEO’s come into play driven by specific market characteristics i.e. market shape and size,
Why Corp and field should engage early in discussions
Why the Voice of the field is so important and success starts with trust
Steve Wilson and Tracy Reis from Syniti join Sam and I to record this episode of Get Amplified.
It is no wonder Syniti is enjoying such success and has attrition rates of <5%. This is a masterclass in building great culture. As you will hear - being kind - does not mean being ‘soft’ tough conversations and accountability are front and centre.
But it is about EVERYONE being kind and EVERYONE being the keeper of the culture.
Thank you Steve and Tracy for giving Sam and I such a thought provoking insight into Syniti. How you are scaling your culture is inspirational!
Jed Ayres joins Sam and Vic to cover 3 hot topics - all on transformation:
- hardware to software - CMO to CEO - successfully taking an EMEA built company into the US market
Three big topics covered beautifully through Jed's art of story telling. We also find out Jed, Sam and Vicky have more in common than they realise - as Sam put's it so articulately - from tech to spuds!
It's a wild ride not to be missed - we hope you enjoy listening as much as we did recording.