Hybrency

A platform focused on closing the strategy execution gap in the sales/marketing/growth/demand/revenue ops...[whatever you want to call it] function.  

Removing roadblocks and de-risking sales and marketing-related expenditure.

To create a dependable way for firms to achieve their goals.

The platform joins the phases of strategic planning, tactical execution and measurement into a circular system.

Leveraging scientific laws of sales & marketing, and then using feedback loops to optimize growth over time. Pointing teams in the right direction while avoiding common pitfalls automatically.

Allowing for the creation of a continuous, self-optimizing growth loop at scale.

Built upon hybrid service delivery infrastructure. Brands can quickly create their own high-performance teams. Full-time staff can be blended with world-class external expertise without experiencing the usual trade-offs

The platform is sector agnostic and works well in both product and service contexts, but focused primarily on the services sector for the time being.

Founder

Various

Advisory to various privately-owned company executives via a formalized, independent advisory board structure

Board Advisor

Champagne Strategy Podcast

Not suitable for junior professionals or bureaucrats.

Host of the Champagne Strategy show where we deconstruct world-class strategy, growth, marketing and the latest tech, with a sprinkling of Champagne.

We uncover modest achievers and perhaps the less famous but more interesting people of the business world. People who often keep a low profile and are hard to coax into an interview. 

They aren't the vapid self-promoter types you see on the speaking circuits, or constantly in the press. They are too busy doing great work.

Learn from their practical, wisdom and escape the world of business misinformation

Listen to an episode if you dare, but be warned, there's no going back.

Host

Australian Podcast Awards

Judging a selection of entries as part of the Australian Podcast Awards

Judge

Proptech Association Australia

Judge for entries in the Proptech Australia awards 2023

Awards Judge

Champagne Society

A passion for tasting Champagne and posting on Instagram became something bigger

Sommelier

James Hammon & Co.

Tactical Execution Agency (growth marketing) available to select clients only.

Suitable for PE firms in the services & SaaS sectors

- growth focused
- media agnostic
- creative production
- operational systems and tech-stacks
- media buying
- campaign management & optimization
- marketing asset management
- much more which could be answered in a short phone call

Director

BuildZoom

PRODUCT - 10 million page contractor sourcing marketplace in the US

TOOLKIT - Demand gen via SEO, SEM, display, social, content optimization, attribution modeling, tracking & tagging, inventory level remarketing, audience management, customer profiling & segmentation. 

RESULTS -  With no vendor support, achieved record GMV and sales in just 3 months during what is typically the quietest period of the year. SEM conversion rate doubled. Unit Economics dashboard

Growth Manager

SearchX

BDM for web development and application projects, SEO, PPC

Digital Strategist

SEO and PPC campaign/account management
BDM and sales
Client facing role

Campaign Manager

Great commercial strategy allows everyone to hit their targets and reduces stress. But it's not a planning doc and more than just product, sales or marketing. Follow for platitude-free brain energy.

If you're a senior leader responsible for high-value outcomes like customer acquisition, market share, revenue, profit, equity etc, read on

Commercial strategy involves 3 steps that are far harder than they appear
1 - Crafting product offerings
2 - Marketing and selling them successfully 
3 - Selling more at higher margins

It's extremely cross-functional yet:

Marketers will say the secret is brand, creative design & advertising 

Product/engineering will argue it's products that sell themselves

Finance will want to cut M&S, raise prices and ask about ROI

Sales will want more/better leads

Digital will want a new website or martech and more people posting on social

And they're all right - sometimes

Which is the problem. Because. choices will be full of tradeoffs, pitfalls and complexity.

Many are tempted to buy the latest tech, hire the hottest agency or buy into the pitch from a buzzword-fluent consultant.

But what you often need is just a tailored strategy that includes execution. 

My brand of independent advisory helps leaders slice through all the noise and misinformation - and sets up teams for success. 

We'll help craft your company's secret recipe and perfect this dish over time until it's something people buy, tell others about and come back for more. 

But forget 90's-era consulting full of clunky projects, models, decks & spreadsheets. 

This is modern, lean and mean strategy designed for implementation and focused on outcomes.

It works because I've combined the best parts of my expertise in:
- the classical marketing world (advertising agency experience)
- digital media & software systems (ran my own agency for 8 years)
- the Silicon Valley growth process (Growth Manager for startup in San Francisco)
- Business strategy (5yrs of applied consulting & advisory)

Connect via personalized DM, but if you want to pitch, just be specific and brief

I'm hired as a: Consultant, Advisor, Advisory Board Member/Chaair, Interim/fractional Chief Marketing Officer (CMO), Chief Growth Officer (CGO), Chief Revenue Officer (CRO) etc.

Budget
Consulting/Advisory/Workshops/Speaking ~ POA ($5k+)

Sans budget 
(see link in bio)
Newsletter $0
Champagne Strategy podcast $0
Hybrency YouTube clips $0
Follow on social $0

Solving business problems together - priceless

John James

A snippet from a recent virtual event explores the 4 growth/GTM eras: from traditional media reliance to the digital boom, privacy disruption and the new AI era (2022+). 

Matthew Daniell and I recently explored the topic of 'Marketing Effectiveness' in part 2 of a 3-part series which you can now catch up on via YT. 

I feel so much has changed in just the past 2 years let alone the last 10 since digital media peaked. And I still see job descriptions on my feed here every day which read like they were written in a bygone era (typically lagging a decade behind reality). Positions that are doomed to fail from the beginning.

Noticing the same? Interested to hear your stories below. 

And if you to know the secret to growth in the new post-AI era? Have a listen and get in touch.

Commercial Strategy for Services & Tech - Champagne Aficionado

Tis the season to be jolly, but also feeds flooded with 2026 predictions. Here's something to remind you to take them all with a heavy grain of salt. 

We can all laugh at this one, but it's pretty hard to predict the future. On the flipside, there's some predictions which have turned out exact.

I'm reminded of Scott Galloway's NYU speech where he forsees the downfall of traditional ad agency networks. Go and watch it now - it's called 'The death of the advertising industrial complex' 

He was ridiculed by many people in the industry at the time because he said something that threatened dogma, jobs and many people's belief systems. But he wasn't wrong. Just early - 9 years early. Because you'll notice advertising holding co's are rapidly crumbling as we speak. 

Got another eerily accurate prediction example you can think of?
Or one that's as hilarious as this Gartner example? 

I'm keen to hear it below.

This is an on-point list for anyone interested in the commercial returns side of digital marketing. But Rachel Kennedy is also correct in the comments

One of the few people Zuckerberg says was critical to building Meta…
Just wrote the book on digital marketing.

It's called Click Here by Alex Schultz.
15 insights that stood out to me:

1. Don't use a microscope for measurement
"If you need a data scientist and a microscope to determine if your marketing had an impact, well then, it didn’t."

2. Performance Marketing doesn't exist 
"There is no such thing as ‘performance marketing’. All marketing performs."

3. Scrutinise your MMM
"You should use models, but I believe you should only use them when you have run the experiment first, and then you must periodically back-test to make sure the result is still valid"

4. Agency partners are critical 
"I would be nowhere without my agency partners."

5. Pick an agency on results not awards
"My number one sign to look for in a creative agency is that they focus on their results over their awards."

6. Put incrementality above all else
"Remember, incrementality is everything, so you must always ask how that applies at any given stage of conversion."

7. Experiments are essential
"You cannot do incrementality without experimentation."

8. Marginal ROI drives huge yields
"There is huge yield to simple budget allocation decisions based on marginal ROI, not just looking at the averages."

9. Measurement has limits
"No measurement is perfect, and many crucial outcomes can’t be measured at all."

10. Be explicit with AI
"Anything you can do to teach the systems you are buying from what you are looking for will get you better results".

11. Ask your finance team for help
"This is helpful because the finance team is experienced and smart, and they often come up with good ideas that make us better."

12. Get the CFO to believe 
"A top-level goal of mine for the past twenty years across Meta and eBay has been that the CFO believes the measurement I perform."

13. We sell or else
"Steve Harrison’s 'Can’t Sell Won’t Sell' is a compelling read if you want to be challenged about the industry by someone willing to swim against the tide."

14. This is the right question to always ask
"Did anything happen because I ran my ad?"

15. How marketing works doesn't change
"Tools evolve, but principles are timeless."

The book is a comprehensive look inside the mind of someone who shaped modern digital marketing.

Australia just passed the 50% ratio where over half of energy comes from renewable sources. 50.1% to be exact. But the cost column is the most interesting. 

Note: some renewables require more expensive storage and release infrastructure which means direct comparisons are messy to make irl but still interesting all the same. 

Nice graph and article from Michael West

3 things the AI-era has enabled (and valuable) which weren't possible just a few years ago. What would you add?

1 - Synthetic company spokesperson

Not only are most employees unwilling to get on camera but spokespeople suffered from key person risk. Creating a financial, functional and political issue. Plus, they aged over time. 

Creating a synthetic spokesperson who never ages, doesn't take a salary, doesn't try to leverage fame for gains elsewhere, and can embody your brand without ever introducing reputational risk, in any form...

that just makes so much sense. 

2 - In-house agencies. 

There is no functional reason to outsource anything to external agencies these days. Politically, there still is. And financially, legally, there can be. But technically, no team needs to get a third party to produce any collateral, buy media and ship anything. 

Of course this is relatively new and many firms  are yet to embrace this new paradigm, but in-housing actually enables you to move much faster and more accurately. Which will increasingly be THE only source of marketing CA. 

Third party vendors just expose you to the downsides of the Principal Agent problem. 

3 - Middle management administration. 

Just helped run a Microsoft AI webinar and the things that you can do to completely automate away all the daily admin is just insane. 

There really is no functional need to EAs, PAs, team managers and middle managers anymore. Daily email inbox management, task management, team collaboration/comms, and reporting can all be heavily automated.

Meaning in the future there will only be directors setting strategy (what needs to be done and how) and executors (people doing the work). Everyone in the middle will increasingly be caught in the squeeze space. 

Which really changes former political dynamics whereby execution-level employees were traditionally viewed and treated as lower in the power hierarchy. 

Expect to pay a lot more for skilled executors in the future.  

And a lot less for hands-off managers who never get there hands dirty. 

What did I miss?

Reputation Edge

Reputation Edge is a creative PR and corporate communications agency with offices in Sydney CBD, North Sydney and Brisbane. We bring know-how, clarity and results to build, enhance and protect your reputation.

Director - Startups & Scaleups

Ambassador

The Proptech Association Australia is a member-focused industry organisation dedicated to accelerating the adoption of technology at all stages of the real estate value chain.

Founding Vice President

Proptech Edge

Proptech Edge is an online page and community to share news, insights and opinions relating to the rapidly growing proptech ecosystem and relevant to the innovation challenges facing the global real estate industry.

Founder & Managing Editor

Open Finance ANZ

Open Finance ANZ is a community of entrepreneurs, innovators and technologists advancing Open Finance in Australia & New Zealand and advocating for a regulatory and technology environment that supports innovation and injects competition.

Co-Founder

Meet-Her She Knows Payments

Co-Founder of the EPA Asia sponsored "Meet-Her She Knows Payments" project that is closing the gender gap in thought leadership in the global payments industry.  Follow #SheKnowsPayments and our pages on LinkedIn and Instagram @meether_sheknowspayments

IdeaSpies

Proptech Editor

TMT Partners

TMT Partners is an independent financial advisory firm, founded in October 2001, that provides a broad range of corporate finance advice to listed and private Australasian companies operating in the telecommunications, media and technology sectors.

Senior Consultant

GU Catering Services LLP

GU Catering was a high-end catering firm based in North London that I co-founded with a locally based French Chef, Gui Uro, who later worked at Le Peche Mignon. I managed the admin, finance, marketing and risk functions. The firm experienced very rapid growth, mostly due to word-of-mouth advertising. It also supported Victoria Whitbread of Whitbread Wilkinson (W2) to run her catering franchise.

Co-Founder and COO

Citigroup

Leadership role focused on originating investment banking mandates in the Consumer/Retail/Leisure sectors.  I also served on the Recruitment and Training Committee.

Executive Director, Investment Banking

HSBC

Execution role focused on M&A and equity capital markets transactions in EMEA.

Associate Director, Corporate Finance & Advisory

PR Pro for Fintech Proptech & Legaltech | IdeaSpies Editor | Stone & Chalk Mentor | #TechDiversity Awards Judge

I help entrepreneurs to grow challenger brands into something big. 🚀

Because go-to-market fit is just as important as product-market fit.

Your tech won't sell itself. 

And that's where I come in. 🧞‍♀️

Think of me as your go-to-person for your go-to-market! 

"Can you just work your magic, Jennifer?" is a common request I get from founders who are focused on growth. 

I am a PR, marketing and communications professional based in Sydney, who specialises in sales enablement for challenger brands in finance, property and law. Before joining Reputation Edge in 2018, I gained 25+ years of experience in those sectors. 

I'm a Startupbootcamp mentor, a #TechDiversity Awards judge and a Sydney Angels early-stage investor. 

So I get it. I've been there. I am there. This is what I do. 

I design and support go-to-market programs that elevate emerging tech brands and their leaders. 🚀

With time-tested wisdom, my unique edge is my pragmatic, hands-on approach, leveraging my deep industry knowledge and broad connections. Guaranteed no fluffy stuff.

That's how I've helped MVP startups to launch, global unicorns to land and expand down under, New Zealand scaleups to hop across the ditch to Australia, and more.

-> Let's link in! Or get in touch using the "Contact Us" button on the Reputation Edge website. <-

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