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Skim the highlights from my conversation with Leighton:
Leighton talks about the concept of "gravity" hitting a company as it scales, particularly around the 100-150 staff mark, causing a slowdown in growth. As Sharesies matured, the leadership team and the Board of Directors had to find new ways of working. "So we always thought about it, and we did design our company and our processes in mind with regards to the move. We sort of got to point where we felt like we just weren't moving fast enough or slowed down. One of our directors, John McDonnell, talks about it as like almost every company he's ever worked with at some point gets hit by gravity you know, companies start very quickly and then all of sudden like this weight comes on. You can almost do maths around that where it is probably around 100 to 150 staff."
When it came to market expansion, Leighton says that while advice to treat new markets differently is common, the interpretation of that advice is key. Sharesies' experience shows that for businesses built on trust and community, replicating a community-focused approach can be more successful than immediately adopting aggressive marketing tactics seen in larger, more competitive markets. “How did we grow Sharesies in New Zealand? We built a community, we really focused on earning, and then once we had customers, we worked really hard to give them a great experience. And we were really patient with that. We had no money actually, so we didn't have an alternative option. But in Australia, we did have money. And we went over there and we thought, right, everyone's spending big. So to buy a customer, you must pay three times what you're paying for a customer in New Zealand. [Approaching it like that] was horribly unsuccessful for us. Our company is about understanding customers and money and we needed to earn trust and be patient. We probably should have approached Australia exactly like New Zealand.”
As a dual B2B and B2C company, Leighton distinguishes between Sharesies’ marketing approaches. For tech marketers, it underscores that B2B sales are driven by rational decision-making, investment cases, and demonstrable ROI, rather than the "hearts and minds" approach often employed in B2C. That said, the success of their consumer brand commands trust with their B2B customers. "Unlike our retail business where you have to win hearts and minds, B2B businesses tend to make very rational decisions when they are buying things. They'll do an investment case. They're not afraid of spending money for a good product if they can see a return."
James Palmer, Principal at Blackbird published a seed to scale fundraising guide. A key takeaway for founders is the emphasis on "fund-returning" potential. Every pitch is filtered through the question: "Could this startup return our fund?". This means businesses need to demonstrate a credible path to over $100 million in ARR within ~8 years, often requiring a $1 billion-plus exit valuation.
For B2B SaaS, the bar for Series A funding has notably risen, with $3 million ARR becoming a target, and AI-native companies are further accelerating growth expectations. Consumer tech, while previously challenging, is seeing renewed interest due to AI's impact on user numbers, though organic growth and strong retention remain paramount.
“Make investors feel every check removes a specific technical or market risk on a defined schedule. Thoughtfully design the capital strategy in line with these gates.”
Congratulations to HeartLab, a Kiwi cardiology imaging and reporting platform that’s saving time for cardiologists around the world. Their backers include Icehouse, Founders Fund and expert-individuals in health and tech.
NBR reported that they are now serving almost all cardiology clinics in New Zealand and have customers in Australia and US. They’re growing fast, having tripled their ARR in the last financial year. Definitely a company to watch in medtech, an industry predicted to be worth over six billion dollars by 2030.
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"Resonance" is about going beyond relevance. Creating lasting impact, not fleeting clicks. Establishing human connection, not just algorithmic precision.
This year’s conference will explore:
Featuring speakers like Tyrona Heath Director, Market Engagement at The B2B Institute, Nichola Quail, Global Insights Strategist, Research Specialist, and Demography Expert, and Founder of Insights Exchange, Dr Sommer Kapitan Associate Professor of Marketing at AUT, Alla Lvovich Senior SEO & AI Manager at Atlas Digital, and Frazer Scott Attura Country Manager.
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