Episode 27, Part 3 - Lessons from Facebook, Deliveroo and a Pandemic

Episode 28, Part 2 - Rory Brown: Turning Forecast Insights into Rep-Level Action with AI

Part 2 of our episode with Kluster's Rory Brown gets practical: Rory and Jonny Adams walk through a hypothetical joint client and show how Kluster’s quantitative insight pairs with SBR’s enablement to close performance gaps. Rory breaks down leading vs lagging indicators, why “sheep dip” KPIs fail, and how to reverse-engineer every rep’s route to quota. The episode closes with Rory’s grounded view on AI: fix the data context first, then unlock trusted natural-language answers and predictive actions.

Episode 28, Part 1 - Rory Brown: Forecasting Truth, Not Storytelling, in the Boardroom

In Part 1 of this episode, Rory Brown (Chief Commercial Officer at Kluster) reframes forecasting as an executive decision tool, not a spreadsheet ritual. He explains why many businesses still “feel” their way through board reporting, how latency and fragmented data kill credibility, and why sales forecasting becomes politics when culture rewards narratives over evidence. You’ll hear how Kluster blends the art + science of forecasting to surface uncomfortable truths early enough to act.

Episode 27, Part 3 - Lessons from Facebook, Deliveroo and a Pandemic

In Part 3 of our episode, Matt Ring argues that ‘sales enablement’ is too narrow – the real job is revenue enablement across the full customer lifecycle. He shares practical segmentation frameworks for focusing on strategic, future‑potential and volume accounts, and debates how AI and signal data can support rather than replace human judgment. Matt then opens up about two major crises – Facebook’s missing mobile ad product and Deliveroo’s COVID lockdown shock – before closing with clear, 2026‑ready advice for commercial leaders on propositions, processes, people, and scaling the basics with AI.

Episode 27, Part 2 - Inside Deliveroo’s Go-To-Market Engine

In Part 2 of this episode, Matt Ring takes us inside Deliveroo’s nine‑country operation and its multi‑billion‑pound marketplace. He unpacks how seemingly small product changes, like Rider Check‑in, drive customer experience, loyalty, and margin in a tight unit economics model. Matt then digs into building a global GTM calendar around local commercial priorities, how to hold a core narrative while flexing 30% for regional nuance, and where AI is genuinely helping with content consistency and coaching.

Episode 27, Part 1 - From Sky Ads to Fixing Deliveroo’s Go-To-Market

In Part 1 of this episode, global commercial leader Matt Ring charts his journey from selling TV ads at Sky to building enablement and go‑to‑market at Deliveroo. He shares the painful moment when a long‑awaited product launch flopped because no one was prepared for the change – not sales, not restaurants. Matt explains how this led to a deceptively simple “T‑shirt sizing” framework that helped Deliveroo finally coordinate product, ops, and frontline teams around change.