How to Scale

Podcast

Welcome to ‘How to Scale’, the podcast focused on helping purpose-led software companies to successfully Scale-Up hosted by Jens Düing, one of the Senior Partners at Frog Capital.

For more than 10 years we have developed a solid understanding of the common challenges that scale-up companies face. With our group of operating partners, who have learnt from years of experience, we have created the Scale-Up Methodology, which brings together insights and tools to help improve companies’ probability of success of reaching sustainable profitability. Each podcast looks at a different challenge that all companies will face on their way to scale.

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Register below for updates on new episodes of the Podcast with other related content from our Operating Partners and the Scale-Up Methodology.

We welcome all feedback, questions or topic suggestions for us to cover in future episodes, so please email us any time.

You can also listen on your favourite podcast platforms: Apple | Spotify | Audible

Episode 12

In the twelth episode of ‘How to Scale’, we focus on ‘building a strong collaborative culture’. Host Jens Düing speaks with Frog’s in-house psychologist, John Sutherland.

John is one of Frog’s Operating Partners and is a specialist leadership team development consultant. He works with the companies Frog invests in to assess their senior teams, assist with new key hires and develop team culture.

In our conversation we dive deeper into topics including building team culture and language, the rules of belonging, fostering an environment for robust contention, nurturing, strong collaboration, teamwork, and dealing with difference.

You can find more content from John at https://frogcapital.com/profile/john-sutherland/ as well as many other Scale-Up insights and toolkits from our other Frog operating partners.

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Episode 11

In the 11th episode of How to Scale, host Jens Düing speaks to Adam Hale about the 5 things software companies need to focus on at the same time, to set them on their way to ‘Scaling to Market Leadership’.

Adam is the Chair of 3 companies, including Clue Software, one of the companies Frog has invested in. He has had successful careers in executive search and professional services, as well as successfully scaling a business called Fairsail from 13 people and £700k ARR to over 200 people and £12 million ARR before being acquired by Sage Group.

In our conversation we’ll cover the 5 areas Adam concentrates on with the businesses he chairs, which are purpose, focus, customer success, innovation and team.

We cover these topics extensively in Frog’s library of Scale-Up toolkits, other episodes of the podcasts and many other Scale-Up insights from our Frog operating partners. Go to frogcapital.com/scale-up for more.

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Episode 10

In the tenth episode of How to Scale, host Jens Düing speaks to fellow Senior Partner, Mike Reid about the steps for software companies to follow to increase the chances of ‘Being Successfully Acquired’.

Mike founded Frog Capital in 2009 and has been investing in businesses for over 20 years and overseen the sale and acquisition of over 50 companies in that time.

In our conversation we’ll cover topics including building value sustainably, shareholder and stakeholder alignment, corporate communications, mastering due diligence, and most importantly of all; planning well in advance.

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Toolkit

You can also find Mike’s accompanying toolkit, ’11 Steps to Being Successfully Acquired’ here as well as many other Scale-Up insights and toolkits from our Frog operating partners, here.

Episode 9

In the ninth episode of How to Scale we focus on scaling HR through fast growth. Host Jens Düing speaks to Ulli Dittgen-Noweski, who is Chief People & Communications Officer of Caspar Health, one of Frog Capital’s portfolio companies.

Ulli has a wealth of experience in HR leadership roles across the world, having worked for BMG, MSD and Schering-Plough Research Institute amongst others before joining Caspar Health.

In the conversation we cover putting the right HR processes, policies and structures in place to enable growth. We also talk about how to develop buy-in by making staff feel heard, attracting and recruiting the right talent and navigating cultural differences.

Episode 8

In the eighth episode of ‘How to Scale’ we discuss the role of the Chair at software companies through the scale-up stage. Host Jens Düing speaks with fellow Senior Partner, Mike Reid, and Frog’s in-house psychologist and Team Development Operating Partner, John Sutherland, who have put together a Chairing Framework, which forms the basis for our discussion.

Put together in collaboration with Frog’s wider network of Chairs, it examines the five key elements a Chair will focus on:

Strategic time horizon
Balancing Stakeholder focus
Governance/ Mentoring approach
Adaptive/ Intentional style
Development strategy

You can find more information about Frog’s Chairing Framework by downloading the accompanying scale-up toolkit here.

Episode 7

In the seventh episode of How to Scale we focus on mergers and acquisitions. Host Jens Düing speaks to serial entrepreneur Michael Kent, who was the CEO of Azimo, one of our former portfolio companies, which recently was acquired by Papaya Global.’

In the conversation we cover growth strategies with mergers and acquisitions, including what to focus on if you’re looking to acquire for the first time and a reminder that the process does not finish when the transaction is completed. We also talk about the difference in skill sets between organic growth and acquisitive growth, and the importance of focusing on people and relationships before, during and after any deal.

If you’d like to read further content on mergers and acquisitions, you can download Frog’s toolkit on Growth Strategies with M&A.

Episode 6

In the sixth episode of How to Scale, host Jens Düing speaks to fellow Senior Partner at Frog Capital, Steven Dunne about Scaling Finance Teams.

In the conversation we cover topics including the organisation and process of scaling the finance function, and why engagement with the rest of the business is fundamental to success.

If you’d like to read content from Steven, go to Scale-Up Insights where you will find articles and toolkits from him and Frog’s other operating partners.

Episode 5

In the fifth episode of How to Scale we focus on the glue that holds everything together and serves as the secret sauce to success for any business, especially at the Scale-Up phase – teamwork. Host Jens Düing speaks to Operating Partner and ‘in-house psychologist’ at Frog Capital, John Sutherland.

In our conversation we discuss the common pitfalls in team development and what strong teams do to address them. We cover topics including diversity, dealing with different styles and approaches, and how leaders can evaluate their own behaviour, team dynamics and the fit with the business strategy and purpose continuously.

You can find more content from John as well as many other Scale-Up Insights & Toolkits from our other Frog operating partners.

Episode 4

In the fourth episode of How to Scale we follow last episode’s focus on the recent tech downturn with the perfect antidote that lies at Frog’s core – scaling businesses sustainably. Host Jens Düing speaks to fellow Senior Partner at Frog Capital, Steven Dunne.

Steven is Frog’s CFO and heads up our operating partner programme. He has over 20 years’ experience working in private equity backed businesses and private equity companies themselves. He works closely with the CFO’s at the companies Frog has invested in.

In the conversation we cover topics including balancing growth and profitability, how purpose impacts a business, strong leadership and strategic financial management and planning.

If you’d like to read content from Steven, he has written several great pieces available in the CFO section of Scale-Up Insights where you can find many other toolkits from our other Frog operating partners.

Episode 3

In the third episode of How to Scale we focus on the recent tech downturn and how entrepreneurs can best react to market volatility. Host Jens Düing speaks to fellow Senior Partner at Frog Capital, Mike Reid.

Mike has been investing in software companies for over 20 years and ridden out the dot com bubble and the global recession of 2008/9 when he started Frog Capital.

In the conversation we cover topics including aligning board and shareholder priorities and managing changes and communicating them with the wider team.

Episode 2

In the second episode of How to Scale we speak to Andrew Betteley, an Operating Partner at Frog Capital, about ‘Scaling technology products and teams’. Andrew has been leading software development projects and teams for 20 years as a CTO and consultant having started as a developer and engineer.

In our conversation we’ll cover topics including scaling system architecture to prevent performance throttling and how a CTO transitions from being involved in everything to delegating effectively.

Episode 1

In the first episode of How to Scale we talk to James Bagan, an Operating Partner at Frog Capital, who specialises in sales and marketing. James started out many years ago in sales and went on to lead Private Equity backed businesses as a CEO. James covers topics including moving from founder sales to hiring a sales leader and a sales team, avoiding reliance on star performers, establishing consistency and predictability, and answering the all important question: what is the most important KPI in sales?