The G&T Sessions

In this episode of the G&T Sessions podcast, Andrew Turner speaks with Sangram Vajre about the evolution of go-to-market strategies, the importance of aligning marketing, sales, and customer success, and the role of net revenue retention in business success. They discuss the impact of AI on business operations, the significance of the Move framework, and the necessity of revenue operations in scaling companies. Sangram emphasises the need for clarity, alignment, and trust at the executive level and shares insights on how companies can adapt to the changing landscape of work and workflows. Takeaways - Go-to-market is a business problem, not just a marketing or sales issue. - The CEO should own the go-to-market strategy. - Net Revenue Retention (NRR) is crucial for business success. - AI is transforming how businesses operate and interact with customers. - Companies need to create their own operating systems for effective go-to-market strategies. - Clarity, alignment, and trust at the executive level are essential for success. - The Move framework helps companies identify where they can operate effectively. - Revenue operations should be implemented earlier in the business lifecycle. - Deep work and focused time are necessary for effective leadership. - The future of work will rely on workflows and the integration of AI. Chapters 00:00 Introduction and Context of Go-To-Market Evolution 02:53 The Importance of Customer Success and Retention 05:43 Defining Go-To-Market Ownership 08:27 The Role of Founders in Go-To-Market Strategy 11:26 Aligning Teams for Effective Go-To-Market Execution 14:13 The Impact of Net Revenue Retention 17:12 The Challenges of Pipeline Management 20:09 The Need for Clarity and Alignment in Leadership 22:53 The Future of Go-To-Market Strategies 24:38 Navigating Business Growth and Outliers 27:01 The Importance of Security in AI 30:40 Prioritising the MOVE Framework for Limited Resources 33:55 Integrating Revenue Operations into Business Strategy 37:39 Evolving Go-to-Market Strategies 39:44 The Future of Work and Business Operations 46:25 Key Moves Companies Should Make for Success Sangram's Linkedin profile https://www.linkedin.com/in/sangramvajre/ GTM Partners Website https://www.gtmpartners.com Enjoy 😉

In this conversation, Devon Krantz discusses her journey in the Web3 space, the evolution of blockchain technology, and the increasing institutional adoption of these innovations. She emphasises the importance of privacy in blockchain, the role of community building and education, and the mission of Linum Labs in developing new technologies. Devon also shares her experiences as a founder, the challenges she faced, and the lessons learned in transitioning leadership within her company. The discussion highlights the significance of curiosity, adaptability, and the future potential of Web3 in promoting financial inclusion and democratisation of access. Takeaways - Web3 has gained significant traction and is now recognised as a legitimate industry. - Institutional adoption is on the rise, with major players entering the space. - Privacy is becoming a critical component of blockchain technology. - Community building and education are essential for the growth of Web3. - Linum Labs is focused on developing innovative solutions in the blockchain space. - Financial inclusion is a key benefit of Web3 technologies. - The journey of a founder involves both euphoria and terror. - Transitioning leadership can empower innovation and growth within a company. - Curiosity and adaptability are vital traits for success in the tech industry. - The future of Web3 holds immense potential for democratising access to financial services. Chapters 00:00 Introduction and Background 02:43 The Evolution of Web3 and Institutional Adoption 05:35 The Role of Privacy in Blockchain 08:21 Community Building and Education in Web3 11:20 Linum Audit Labs and Product Development 13:57 Future Trends and Predictions in Web3 28:17 Navigating the Journey of a Founder 32:13 The Transition of Leadership 36:13 Innovating While Managing 41:20 The Future of Education in Web3 46:41 The Evolution of Financial Acumen Links Devon's Linkedin https://www.linkedin.com/in/devon-krantz-642b9495/ Linum Labs https://www.linumlabs.com/

In this engaging conversation, Andrew Turner interviews Benjamin Felt, the Founder and CEO of Strain Vaults, following his recent victory at the Cornwall Slush'D 2025 pitch competition. They discuss Benjamin's journey as a startup founder, the challenges he faced while pitching, and the innovative solutions his company offers in the microbial marketplace. The conversation also touches on the importance of feedback, the role of mentorship, and Benjamin's future plans for Strain Vaults as he navigates the startup landscape. Takeaways - Benjamin Felt won the SLUSHD pitch competition. - Strain Vaults aims to revolutionize the microbial marketplace. - Pitching can be a daunting experience for new founders. - Feedback from peers can significantly improve presentations. - Imposter syndrome is common among startup founders. - The importance of storytelling in pitching. - Building a strong network is crucial for startup success. - Mentorship plays a vital role in navigating challenges. - Future plans include attending major startup conferences. - Strain Vaults is focused on driving innovation in biotech. Chapters 00:00 Introduction and Background 02:59 The SLUSHD Experience 05:57 Understanding Strain Vaults 08:55 Pitching Challenges and Success 11:49 Feedback and Improvement 14:48 Future Plans and Opportunities Links https://www.strainvaults.com https://www.linkedin.com/in/benjamin-felt-63a32a243/

In this episode of the G&T Sessions podcast, Andrew Turner speaks with Hugo Farinha, co-founder and CTO of Virtuoso, about the evolution of technology, the role of AI in software testing, and the importance of embracing change in engineering teams. They discuss Hugo's journey as a CTO, the democratisation of software testing, and the future of work in an AI-driven world. The conversation highlights the need for continuous learning and adaptation in the face of technological advancements, as well as the importance of collaboration between technical and non-technical teams. Takeaways Hugo Farinha is a co-founder and CTO focused on autonomous testing.AI is transforming the role of testing in software development.Embracing AI can alleviate anxiety in engineering teams.Democratising testing allows more people to contribute to quality assurance.The shift left approach enables earlier testing in the development cycle.Human roles will evolve but remain essential in an AI-driven world.Feedback from customers is crucial for product development.The CTO role will adapt but remain important in the future.Technology is a tool that can empower humans to innovate.Continuous learning and adaptation are key to success in tech. Chapters 00:00 Introduction and Background 02:20 The Role of a CTO and the Impact of AI 05:41 Embracing Change in Engineering Teams 11:20 Revolutionising Software Testing 16:54 Democratising Software Testing 21:56 The Future of AI in Software Development 26:07 Overcoming Obstacles and Building Resilience 27:15 The Importance of Customer Feedback 29:55 Navigating Peaks and Valleys in Leadership 33:24 Evolving from Technical to People Leadership 36:10 The Future of the CTO Role 39:43 The Role of Agents in Software Development 43:28 Human Creativity in an AI-Driven World 47:21 Technology and Human Evolution Hugo Farinha is the Co-Founder and CTO of Virtuoso QA, where he leads the development of an autonomous testing platform that is transforming how enterprises validate software at scale. He is also the Co-Founder and CEO of TestSlick, a next-generation TestOps platform designed to unify test management, results, environments, datasets, and execution into a seamless, developer-friendly experience. With a career spanning over two decades, Hugo has built mission-critical systems across telecom, media, healthcare, and revenue assurance. At Virtuoso QA, he pioneered the use of Agentic AI to shift quality assurance from a reactive, manual process to a proactive, AI-driven practice — enabling organisations to test faster, adapt to change, and deliver software with confidence. At TestSlick, he’s now focused on redefining how teams manage the entire testing lifecycle, delivering the observability and operational tooling that modern software teams need to stay ahead. Hugo began his career at Alcatel-Lucent, automating legacy infrastructure in large-scale modernisation programs. He then led engineering teams at Viatecla during the internet boom, building national-scale digital platforms for media, travel, and public services. Later, he joined WeDo Technologies, a global leader in revenue assurance and fraud management for telecoms, where he helped scale complex enterprise-grade systems that processed massive volumes of transactional data across continents. He is especially focused on the intersection of automation, reasoning, and user intention — designing systems that not only perform tasks, but understand goals. Hugo frequently speaks on the future of testing, agentic systems, and the measurable business value of practical AI. Links https://www.virtuosoqa.com/ https://www.testslick.com/  / hugo-farinha   Enjoy !!

In this episode of the G&T Sessions, Andrew Turner interviews Sam Sethi, a veteran in the tech and media space. They discuss Sam's extensive background in the software industry, his journey through various tech companies, and his current venture, TrueFans, which aims to revolutionise podcasting through micro-payments and community engagement. The conversation delves into the evolution of podcasting, the importance of content ownership, and the future of advertising in a digital landscape. Sam shares insights on the challenges and opportunities in the podcasting industry, emphasising the need for creators to connect directly with their audiences and monetise their content effectively. Sam Sethi is a 30 year veteran of the IT industry. He has held senior technical and marketing director roles across a number of companies including Microsoft, Netscape, Gateway Computers and Microstrategy. Sam has also been an entrepreneur having started and successfully sold 4 startups covering home automation, fashion, journalism and e-commerce. He also started TechCrunch Europe and has been an angel investor and mentor to numerous startups. Today Sam is the co-host of Podnews Weekly Review and the Chief Evangelist of the Podcast Standards Project. He is also the Founder & CEO of TrueFans, a new Podcasting 3.0 marketplace for independent content creators producing podcasts, music, audiobooks, online courses and films, all delivered via RSS. With TrueFans, creators are not forced to monetise their content with advertising or subscription paywalls. Instead fans can directly reward their favourite content creators with digital micropayments. Before entering the IT industry, Sam was an Army Officer in the Parachute Regiment and in his spare time enjoys teaching Krav Maga, an Israeli martial art, playing Padel as well as importing German & Austrian fine wine. Takeaways Sam Sethi has a rich background in tech and media.TrueFans aims to create a value exchange for content creators.Micro-payments can revolutionise how creators earn from their content.The traditional download model for podcasts is becoming obsolete.Quality content is increasingly being recognised as valuable.Decentralisation is a key trend in the future of the web.Creators need to own their audience and content.Advertising models need to adapt to the changing landscape.The future of podcasting includes streaming technology over downloads.TrueFans is set to launch innovative features for podcasters. Chapters 00:00 Introduction to Sam Sethi and His Journey 02:38 Sam's Early Career and Experiences in Tech 05:24 The Evolution of the Web and Podcasting 08:12 Insights on Micro-Payments and Decentralisation 10:54 The Launch of TrueFans and Its Vision 13:53 The Future of Content Creation and Community Engagement 16:50 The Shift from Traditional Media to Digital Platforms 19:36 The Importance of Ownership in Content Creation 22:21 The Role of Community in Podcasting and Content Commerce 28:20 Value Exchange in Content Creation 29:32 Curating Diverse Perspectives 30:27 Understanding Listener Engagement 32:30 Innovative Advertising Models 34:46 The Future of Micro Payments 37:13 Challenges for Advertisers 39:52 Decentralisation and Community Engagement 42:02 The Shift in Content Monetisation 45:13 TrueFans: A New Value Exchange Model 47:10 Apple's Payment Control and Market Dynamics 50:54 Simplifying Micro Payments for Creators 56:39 The Evolution of Streaming Technology 59:29 Transitioning to a New Podcasting Model 01:02:10 Innovations in Podcast Hosting 01:05:49 The Future of Podcast Metrics 01:08:21 The Role of Major Platforms in Podcasting 01:11:22 Building a Sustainable Podcasting Ecosystem Links https://www.truefans.fm https://x.com/TrueFansFM   / samsethi   https://podcastindex.social/@samsethi

In this episode of The G&T Sessions, Andrew Turner and Brian Mort discuss the evolution of technology and sales, the challenges of scaling startups, and the importance of training and expertise in the industry. They explore the widespread adoption of AI and automation, the complexities of go-to-market strategies, and the impact of capital on sales dynamics. The conversation highlights the art of selling, the role of founders, and the skills needed for the future workforce, emphasising the need for continuous learning and adaptation in a rapidly changing environment. Takeaways - The importance of understanding customer needs in sales. - Training and expertise are crucial for success in technology sales. - Scaling startups presents unique challenges that require strategic planning. - AI adoption is widespread, but many companies struggle with ROI. - Automation is evolving, and companies must adapt to new technologies. - Hyper-growth requires careful talent acquisition and management. - Sales skills are still relevant but need to adapt to modern challenges. - Founders play a critical role in shaping sales strategies. - Navigating complexity in go-to-market strategies is essential for success. - The future workforce will require continuous learning and adaptation. Chapters 00:00 Introduction and Early Memories 02:56 The Evolution of SAP and Its Culture 06:10 Sales Training and Talent Development 08:52 The Shift to AI and Automation 11:55 Challenges in AI Adoption and ROI 14:53 Navigating the Future of Business Processes 18:01 Hyper Growth and Organizational Challenges 21:02 The Role of Data and Decision Making 24:01 The Importance of Understanding Customer Needs 35:19 Navigating Supply Chain Challenges 39:00 Understanding Customer Needs 40:26 The Journey of Founders and Sales 43:45 Building a Resilient Workforce 46:50 The Future of Technology and Startups 50:36 Evolving Sales Skills in a Digital Age 01:02:06 The Art of Selling in Modern Times 01:07:02 Navigating Growth Pressures in Business Brian Mort, is a global AI & Automation executive, with over 25 years in technology leadership, and service sectors. His career spans startups through to IPOs (EXTN), & P/E exits (most notably JDAS, Smartfocus, PRSM). Raising over $500m growth capital, (Deutsche, Kleiner, Hummer, Accel, G&H), acquiring global vendors in buy/build (i2- $400m, TTY- £89m), in both risk and p/equity capital, and executing over $4bn in exit valuations. (highlighting JDAS, $1.9bn, PRSM $1.6bn) Consistently driving hyper-growth, building high performance teams.  Brian's strategic prowess in go-to-market (GTM) strategies, and global performance execution, has been honed through executive roles at industry giants such as Oracle, SAP, Deloitte JDA (now Blue Yonder), and Blue Prism Plc.  His expertise encompasses a wide range of industries, including financial services, healthcare, telco, retail, Hi-Tech F&B, in data, analytics, CX, and RPA automation, making him adept at navigating complex product & market landscapes. Working alongside the World’s leading alliance and GSI partners at C-Level, executing large ticket solutions to Fortune500 corporations.  Brian has always been a culture builder, with customer & people leadership at the core, his innovative, dynamic approach make him an invaluable asset in propelling organisations to new heights for investors, shareholders, clients & employees  Today, Brian is Co-founder of Mission Intelligence, to enable pre-post deal in event strategy GTM and growth services to PE and tech vendors. In addition, he is GTM Board advisor, Redsand.ai, an AI Compute platform for LLM and inference bandwidth scaling up globally through distribution partners  Links  www.missionintelligence.ai  https://www.linkedin.com/in/brian-mort-4b3b105/

In this episode of the G&T Sessions, Andrew Turner speaks with Bobbi and Michael Stattelman, co-founders of Falcons AI, an innovative company specialising in NSFW image detection technology. The conversation explores their unique dynamic as a couple running a startup, the impressive growth of their AI model, and their commitment to the UAE tech scene despite relocating their headquarters to the US. They also discuss the challenges and joys of balancing family life with their entrepreneurial journey, highlighting the impact of parenthood on their professional lives. Bobbi and Michael share their experiences in entrepreneurship, the challenges of navigating business operations, and the impact of technology on society. They discuss their personal journeys, including the peaks and valleys of their professional lives, and reflect on the future of AI and its implications. The Stattelmans emphasise the importance of commitment to their mission and the need for truth in a world filled with misinformation. Chapters 00:00 Introduction to Falcons AI and Its Founders 04:56 The Dynamics of Working Together as a Couple 10:37 Falcons AI's NSFW Image Detection Model 15:20 The Journey of Adoption and Growth 21:33 Global Presence and Commitment to the UAE 25:22 Balancing Family Life and Business 28:11 The Impact of Parenthood on Professional Life 28:40 The Power of Youth and Technology 30:00 Navigating Challenges in Business Operations 33:58 Peaks and Valleys: Personal & Professional Journeys 42:00 Future Aspirations and Big Problems 49:47 The Role of AI in Society and Business 55:59 Reflections on Intelligence and Impact Bobbi Stattelman, CEO Bobbi is a highly accomplished technology leader with a strong track record of driving innovation and delivering impactful solutions across diverse industries. Bobbi has a proven ability to launch products, manage digital transformations, and build strategic partnerships. Her expertise extends to the financial sector, where she has led large and diverse teams for a number of leading US financial services firms. Bobbi holds an MBA from HEC-Paris (Top 10 B School Globally) with a specialisation in Entrepreneurship and a B.S. in Business - Accounting from Purdue University (Top 50 Undergrad Globally). Her skill set encompasses product vision and strategy, AI, data analysis, and IT leadership. Bobbi's career is marked by her ability to drive growth, build strategic partnerships, and execute complex projects, making her a valuable asset. Michael Stattelman, CTO Michael J. Stattelman is a technology executive with over 15 years of experience in building and managing global technical teams, from SMEs to large multinational enterprises. He has a proven track record of delivering innovative solutions across various industries. Experienced in leading cutting-edge technology projects from concept to implementation, Michael excels at developing strategic solutions to enhance business activities, improve productivity, reduce costs, and strengthen security. His expertise spans IT strategy, program and product management, vendor management, business process improvement, enterprise architecture, and cross-functional team leadership. He holds an MS in Information Systems and a BS in Management of Information Systems. Bobbi's LinkedIn: https://www.linkedin.com/in/bobbistattelman/ Michael's LinkedIn: https://www.linkedin.com/in/mikestattlelman/ Website: https://falcons.ai LinkedIn:https://www.linkedin.com/company/falcons-ai/ YouTube: https://www.youtube.com/@falconsai

In this engaging conversation, Andrew Turner and Becky Hall explore the themes of personal growth, the concept of 'enough', and the evolving perspectives on work and life across generations. They discuss the impact of influential figures on their thinking, the importance of work-life balance, and the metaphor of the hungry caterpillar to illustrate transformation. The dialogue also touches on the challenges of burnout in corporate environments and the rise of digital nomadism as a new way of living and working. In this conversation, Becky and Andrew explore the evolving perspectives on work, particularly in relation to Gen Z's approach to work-life balance, the importance of emotional intelligence in leadership, and the significance of understanding one's purpose and legacy. They discuss the challenges of maintaining a healthy organisational culture while navigating the demands of modern work life, and how mindset plays a crucial role in personal and professional development. The discussion also touches on the neuroscience behind emotions and leadership, emphasising the need for leaders to manage their emotional states effectively. Andrew and Becky explore the importance of boundaries, prioritisation, and the concept of 'enough' in both personal and professional contexts. They discuss practical tools like the 'stop doing list' and the 'no journal' to help individuals and teams focus on what truly matters. The dialogue also delves into the significance of building a supportive team and the psychological aspects of leadership. Additionally, they introduce innovative concepts such as 'donut thinking' and 'cathedral thinking' to encourage long-term vision and legacy planning. Great episode and hope you enjoy ;) About Becky Hall Becky is an experienced systemic coach (EMCC master practitioner) writer, keynote speaker and facilitator and has worked with hundreds of senior leaders and executive teams across all sectors for over twenty years supporting them to thrive. She believes that it is possible for all leaders, teams and organisations to be successful AND healthy. That we can look after ourselves, each other and the planet AND be successful. She loves walking alongside leaders and teams as they explore how to do just that. Her best-selling book ‘The Art of Enough; How to Build a Balanced Life and a Flourishing World’ was published in 2021. Website : https://www.presence.uk.net IG: @beckyhallartofenough Linkedin: @beckyhall Substack: @beckyhalltheartofenough Chapters 00:00 Introduction and Personal Reflections 03:00 The Concept of Enough and Personal Growth 05:55 Meeting Influential Figures and Their Impact 08:59 Rethinking Success and Happiness 11:57 Generational Perspectives on Work and Life 14:57 The Hungry Caterpillar Analogy 17:59 Transformation and Personal Development 20:56 Navigating Work-Life Balance 24:02 The Future of Work and Digital Nomadism 25:54 Generational Perspectives on Work and Success 29:07 The Balance Between Work and Life 32:50 Mindsets: Fixed vs. Growth 35:44 Emotional Intelligence in Leadership 41:05 Legacy and Purpose: The Alfred Nobel Story 50:39 The Power of Saying No 54:08 Prioritisation Challenges in Teams 56:49 Building Your Enough Resource Team 01:00:00 The Concept of Donut Thinking 01:07:11 Cathedral Thinking and Long-Term Legacy

In this episode of the G&T Sessions podcast, Andrew Turner speaks with Luca Arrigo, a serial entrepreneur, founder of AI Model Agency and now CEO of Better Studio. They discuss Luca's journey from selling tickets for events in Malta to launching multiple startups, including his latest venture in the fashion industry using AI technology. The conversation explores the challenges and opportunities in the startup world, the intersection of technology and fashion, and Luca's vision for the future of AI in the industry. In this conversation, Luca Arrigo discusses his journey towards becoming an independent politician in Malta, emphasising the importance of a regret minimisation lifestyle and the startup mindset in politics. He shares insights on creating a manifesto for change, engaging with the media, and his surprising meeting with the Prime Minister. Luca reflects on the challenges of political perceptions and the importance of real-world impact, while also offering advice to the younger generation about the value of learning and personal growth. Chapters 00:00 Introduction and Background 02:53 Luca's Startup Journey 08:08 The Five Startups Before 25 14:19 Transition to Fashion and AI 20:01 The Future of AI in Fashion 24:24 Embracing a Regret Minimization Lifestyle 25:03 The Startup Mindset in Politics 26:54 Creating a Manifesto for Change 28:52 Engaging with the Media and Public 30:12 Meeting the Prime Minister: A Surprising Call 32:57 Navigating Political Perceptions 34:16 The Importance of Real-World Impact 38:39 The Drive to Build and Create 40:56 Advice to the Younger Generation Links  / luca-arrigo   https://negozju.com/ https://betterstudio.io/

Welcome to the latest episode of the G&T Sessions podcast, it was a pleasure to have Steve Suarez, Founder & CEO of HorizonX Consulting on the show, who has recently moved to Dubai to focus on quantum consulting and entrepreneurship. We discuss Steve's transition from HSBC to starting his own company, Horizon X, and the exciting opportunities in the UAE for technology and innovation. The conversation delves into the potential of quantum technology, its comparison to classical computing, and the future intersection of AI and quantum advancements. In this conversation, Steve Suarez discusses the transformative potential of quantum computing, its applications in optimisation and machine learning, and the cultural nuances of doing business in the Middle East. He shares personal experiences from his entrepreneurial journey, emphasising the importance of resilience and adaptability in the face of challenges. The discussion also touches on the significance of continuous learning and the need to embrace frustration as a catalyst for change. Steve Suarez, founder and CEO of HorizonX Consulting, boasts a distinguished innovation and transformative leadership career. He is also currently an External Advisor to Bain & Company, and with prior experienceas Global Head of Innovation, Global Functions at HSBC, Steve's fervour for cutting-edge solutions led to the creation of HorizonX Consulting. His dynamic leadership is reshaping how businesses approach innovation, offering strategic insights and growth-oriented methodologies. Over three decades, Steve has excelled in consulting, telecommunications, and finance, leading complex strategic initiatives, fostering organisational change, and managing diverse teams. He advises senior executives, holds non-executive board roles, and speaks at top tech conferences, exemplifying his commitment to advancing innovation. As an MIT Sloan and Harvard Business School alumnus, he embodies a lifelong dedication to excellence. Links from Steve  / stevesuarez   (Linkedin) https://www.horizonxc.com/ (HorizonX Website) https://learn-xpro.mit.edu/horizonx (Use Promocode: HorizonX) https://thequantumindex.com/ (The Quantum Index) Chapters 00:00 Introduction and Background of Steve Suarez 03:05 Steve's Move to Dubai and Quantum Consulting 06:10 The UAE's Vision for Technology and Innovation 09:06 Transitioning from HSBC to Entrepreneurship 11:59 The Birth of Horizon X 14:57 Understanding Quantum Technology 17:56 The Future of Quantum and AI 20:59 Comparing Classical and Quantum Computing 22:22 The Promise of Quantum Computing 24:17 Navigating Hardware Constraints in Quantum 26:41 Opportunities in the Middle East 27:43 Cultural Adaptation in Business 31:39 Peaks and Valleys of Entrepreneurship 39:34 Lessons Learned and Future Aspirations