In this week’s edition of Let’s Talk, we’re diving into a question every entrepreneur faces at some point: How do you know when your business is ready to take things to the next level?
It’s not just about intuition; it’s about recognizing the signs that your foundation is solid, your team is aligned, and your market is primed for more.
Let’s explore what it takes to confidently step into that next phase.
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Garry Valenzisi, Vice President & General Manager APAC, Iron Mountain
“Growth is a vital part of any business. But determining when you’re ready to take things to the next level involves a combination of strategic assessment and readiness evaluation. For the best outcome, a structured approach is crucial.
“Having financial stability goes without saying, but for sustainable growth it’s important to review your market position and operational capacity. How do you fare against your competitors? Is there adequate demand for your product or service?
“If you have good levels of customer loyalty and receive positive feedback, this is a strong indicator that your business is delivering value and can attract a larger customer base.
“However, with this increased demand, it is essential to have the correct infrastructure, technology and workforce to handle the growth. This is where businesses should look to invest in scalable systems and processes that support long-term development. It is these systems and processes that will help to ensure that your business can effectively manage increased workloads without compromising on quality or performance.
“Once these essential foundations are in place, you can confidently take your business to the next level.”
Kim Clarke, Executive General Manager – Enterprise, MYOB
“The term ‘next level’ will hold a different meaning for each business. For mid-sized businesses, they have a strong understanding of what drives productivity. They know what they need to change or invest in to get to the next level – in this case, more output – for every dollar they invest. These are strategic choices. Mid-sized businesses are also clear on risks and opportunities around their revenue lines, constantly looking to diversify. For this segment, this focus on productivity and diversification of revenue is driven by competition and the pursuit of growth, which is elevated when compared to other sectors of the market.
“This is evidenced in our Bigger Picture Report, which shows mid-sized businesses are leading the charge on productivity-fuelled growth and they do this through a relentless approach to innovation and investing in technology-led efficiencies in their operations.
“Productivity is a strength for mid-market businesses and there is every indication they are playing to this strength to achieve that “next level.”
Luke McDonald, Senior General Manager – Commercial Sales at Ingram Micro
“Scaling a business is about recognising when opportunity meets necessity. When technology infrastructure is holding your business back, it’s time to take the next step. With Windows 10 reaching end-of-service in October, organisations that don’t upgrade risk security vulnerabilities, compliance issues, and operational inefficiencies.
“We live in a world where there are 7,000 password attacks per second (yes, per second). No organisation wants to be left with unsupported devices that could pose significant security risks. If your business is still on Windows 10, the question isn’t if you should upgrade but whether you have enough time to do it before support ends. Partnering with experts who can guide the transition, provide financing solutions, and ensure you get the right devices will make all the difference. The right technology decisions today will define your business’s agility, security, and competitiveness tomorrow.
“The competitive advantages of AI help enrich the employee experience, improve customer engagement, improve efficiencies and foster innovation. Productivity tools like Copilot are already reshaping workflows.
“The clock is ticking, and deployments often take longer than expected due. The window to act is closing fast!”
Warren Schilpzand, Area Vice President of Australia, New Zealand and Japan at DataStax
“Knowing when to take your business to the next level comes down to three key factors: your appetite for growth, the evidence to support your investment, and the ability to scale successfully.
“An appetite for growth means recognising opportunities to expand, whether through new markets, AI-driven efficiencies, or better customer experiences.
“The decision to invest should also be backed by clear evidence. What is the opportunity value? What needs to change for the investment to be successful? How fast do you need to move to take advantage of the opportunity?
“Finally, scaling successfully requires the right people and technology. Generative AI agents, combined with a strategic data approach, lower the barriers to scale by creating a framework that grows with your business.
“The DataStax AI Platform enables businesses to develop smarter AI solutions, including Retrieval-Augmented Generation (RAG) and Agentic AI applications. DataStax Astra DB, built on Apache Cassandra, provides a highly scalable database. With support for Google Cloud, AWS, and Azure, DataStax offers flexible deployment across cloud, on-prem, or hybrid environments, ensuring scalability without vendor lock-in.
“If your business has the vision, the data, and the tools to scale, you’re ready for the next level.”
Janet Moeller, Founder, Jannic Education Solutions
“Knowing when your business is ready to scale is a blend of intuition and data. It starts with an intimate understanding of your customer’s pain points, a deep awareness of their struggles, and a clear, compelling answer.
“Rigorous market validation is essential. Rather than relying on the opinions of friends and family – who don’t want to hurt your feelings – ask probing questions that reveal wider customer needs. Instead of asking what customers might do, ask what they already do. Understand why current solutions are not working and learn how much the problem impacts their work or life. The intensity of the problem indicates the price they will pay for a genuine solution.
“For tech startups, benchmarking against successful products in related industries offers valuable insights. Reaching the MVP stage signifies tangible progress, proving your concept’s viability.
“Readiness extends beyond validation. It’s about having the operational capacity, financial stability, and a clear strategic vision to support growth. Do you have the resources to meet increased demand? Is your team prepared for the challenges of expansion? When these elements align, that’s when you know it’s time to take your business to the next level.”
Macro Zhang, VP Channel Strategy APJ, Veeam
“Scaling a business isn’t just about growing bigger, it’s about growing smarter. Many businesses either rush into expansion without the right foundations or hesitate too long and miss valuable opportunities. The key question isn’t just if you should scale, but when and how to do it sustainably.
“In the IT industry, sustainable growth is critical. At Veeam, we see this firsthand in our Veeam Cloud & Service Provider (VCSP) program, where partners progress through Silver, Gold and Platinum tiers. Growth in this ecosystem isn’t just measured in revenue, it’s about alignment, technical capability and strategic commitment. A partner moving up a tier does not just meet sales benchmarks, they demonstrate the expertise, customer impact and investment in innovation needed to thrive in a competitive landscape.
“For any business, true scaling comes from building the right ecosystem – strong partnerships, continuous upskilling, and a clear vision for the next stage of growth. The right time to scale isn’t just when you see demand increasing, but when you have the right capabilities, strategy and support in place to make that growth sustainable.”
Lauren Clemett, CEO, The Audacious Agency
“‘Have I done enough?’ That’s the question I hear most from business owners. They’re unsure if they’re ready to step up, stand out, and truly compete. They want to know if they can take their brand to the next level by raising their profile and upping the ante against competitors. And my answer is usually, ‘You’re probably more ready than you think.’
“Many sadly hold back, hampered by the “tall poppy syndrome” so prevalent in Australia. Brilliant, innovative SMEs often underestimate their achievements, becoming the world’s best-kept secret. They think they need to have the “perfect” success story before seeking recognition. But that’s simply not true.
“Success isn’t always about massive financials or unicorn-and-rainbow narratives (90% of business awards don’t even ask for financials). The path to success is rarely linear. Anyone judging you will want to see how you handled challenges, adapted, and ultimately achieved results. They want evidence.
“That’s the key. “Show, don’t tell” is the award-winning mantra. Do you have case studies? Sales figures? Growth data? Evidence of innovation or impact? If you can demonstrate your achievements, you’re ready to level up. Don’t wait for “perfect” – it doesn’t exist.”
Ofer Tirosh, CEO of Tomedes
“Recognizing when your business is ready for growth requires a thoughtful evaluation of several key factors. Growth isn’t just about increasing revenue. It’s about ensuring that your operations, team, and vision are aligned for long-term success. I believe readiness starts with aligning your capabilities with your mission. For us, scaling meant enhancing our ability to make AI translation more accessible to businesses across different industries, breaking down language barriers, and fostering seamless global communication.
“Key indicators of growth readiness include a consistently strong demand that exceeds your current capacity, a solid financial foundation to support expansion, and well-optimized processes that can handle increased workloads efficiently. Additionally, having a dedicated team that is adaptable, motivated, and equipped to take on new challenges is crucial. Sustainable growth happens when all these elements come together, allowing you to scale strategically rather than reactively. When these signs align, you’re not just growing. You’re expanding with purpose, creating a broader impact while maintaining the integrity of your vision.”
Sharon Nouh, CEO, ProSpend
“My journey, starting with my travel agencies in Adelaide and Sydney, taught me firsthand about the importance of resilience and growth. I saw firsthand how manual processes were holding businesses back. This realisation led to the creation of Australia’s first expense management tool and laid the foundation for ProSpend’s growth.
“Taking your business to the next level requires continuous innovation and the support of a team that believes in your vision, especially in areas like finance where manual processes can slow growth. At ProSpend, we use AI and automation to streamline critical tasks such as reconciliation, invoicing, and fraud detection – transforming how businesses handle financial operations and helping them expand their business. These technological advancements aren’t just about efficiency, they’re about empowering teams to focus on higher-value work.
“Strategic growth should be driven by data, market demand, customer insights and operational readiness. When these elements align, expansion is no longer a choice – it becomes the logical next step for your business.
“There will always be risks in scaling, but if you have the vision, confidence, and the right factors in place, the risk is far lower than staying stagnant and missing growth opportunities.”
Jonathan Jeffries, Co-Founder, Think & Grow
“You know your business is ready to take things to the next level when ambition meets readiness. Growth isn’t just about scaling revenue—it’s about having the right team, systems, and market strategy in place. If you’re consistently hitting (exceeding) targets, demand is outpacing supply, or you’re seeing new market opportunities, it’s time to act.
“The biggest mistake founders make is waiting too long—opportunities don’t wait. The right moment to scale is when you have product-market fit, strong leadership, and a repeatable, scalable growth model. But growth isn’t just about expansion; it’s about knowing where, when, and how to do it strategically.
“So, ask yourself: Do you have the right people focused on the right things, an aligned team & strategy? If the answer is yes, it’s time to leap.”
Satish Barot, Co-founder and CTO, Klearcom
“As a CTO, I believe a business is ready to scale when its product demonstrates both stability and scalability. At Klearcom, we knew we were ready to expand when our platform consistently delivered results across diverse environments — from large enterprises to global contact centers.
“A key indicator for us was the ability to seamlessly automate complex IVR testing globally for large multinationals. This product maturity signaled that our solution could support higher volumes without compromising performance. Additionally, investing in building a highly capable development team was crucial in managing and driving growth effectively with a very robust product.
“For any business, if your product is stable, scalable, and adaptable — and you have the technical infrastructure to support expansion — it’s a strong signal that you’re ready to take things to the next level.”
Fiona Campbell, Founder, VA Lead Network
“Taking your business to the next level isn’t solely about increased demand—you need to be operationally ready if you want your business’s growth to be sustainable.
“Are your processes streamlined so your team is not repeating unnecessary tasks? Have you automated systems to reduce the need for manual labour and maintain consistent standards? Do you have clear and effective delegation and workflow protocols in place?
“Identify even small, recurring errors and issues now so that they don’t become labour-intensive and expensive problems later when your business expands. Every team member should know their role and be able to contribute seamlessly.
“A business is ready for its next chapter when it isn’t just chasing growth, but is structured to maintain what makes it great (like product quality, delivery times, and customer service) when it is time to level up.”
Anton Guinea, CEO, The Guinea Group
“Successful growth and transformational innovation depend on a leader’s ability to bring their team along the journey, take bold actions and motivate others with care and consideration. Many businesses hit a ceiling not because of external limitations but because their leadership team isn’t equipped to handle the complexities of expansion.
“How do you know your business is ready to grow? First, your leadership team must operate effectively under pressure. As your business scales, challenges grow, and leaders must adapt quickly, communicate clearly, and maintain control.
“Next, strong leaders must empower others. Growth stalls when leaders are trapped in daily operations instead of mentoring others and encouraging ownership. Prioritising strategic vision over routine tasks ensures long-term growth and a culture of leadership at every level.
“Finally, psychological safety is essential for all high-performing effective teams. Can your team challenge ideas and give honest feedback without fear? Businesses that scale successfully build trust, innovation, and resilience.
“Before focusing on external growth, invest in leadership development. A business can only grow as far as its leaders can take it. If your leadership is ready, so is your business.”
Nick Morgan, Chief Executive Officer, Triskele Labs
“Taking the next step should always be strategic but it’s also deeply personal.
“Moving into a new market or expanding product offering, is a fantastic milestone in a company’s growth. However, rapid expansion for its own sake can lead to poor quality products and services, overwhelmed staff and sets up the business to fail.
“In cybersecurity, for example, trust is everything. Triskele Labs earned its reputation by being a reliable partner to businesses, and growth that didn’t respect this foundation would have risked diluting the company’s value.
“The decision to scale isn’t a sudden realisation – it’s the result of time spent carefully laying the groundwork, and listening closely to customers and the market.
“It must align with the pillars that brought you here. Expansion should enhance a company’s ability to deliver a superior customer experience.
“Recognising opportunity is vital, but not at any cost. Triskele Labs has just opened a new office in Perth, expanding our Security Operations Centre capability, and for us, scaling without compromising quality means fewer alerts per analyst.
“A strong foundation ensures that this stage of growth is not an event in isolation, but sets a platform for future success.”
John Harding, General Manager, Managed Services, Konica Minolta
“Knowing when a business is ready to advance requires clear indicators that align with long-term strategic goals. One key factor is whether technology investments drive measurable improvements in efficiency, profitability, and risk management. Businesses that implement structured, best-of-breed solutions to enhance data accessibility and automate workflows gain a competitive advantage, improving decision-making and customer engagement. Fragmented systems and underutilised technology can hinder growth without a strategic approach to IT, creating inefficiencies and missed opportunities.
“Sustainable growth requires IT investments that are purposefully aligned with business objectives rather than made reactively. Businesses that take a long-term, structured approach built around a clear technology roadmap are more likely to scale successfully. This should include engaging external expertise, integrating IT with business strategy, and prioritising collaboration. Businesses can move forward with confidence when technology supports operational efficiency and innovation, knowing they have the right infrastructure and strategy to sustain growth.”
Ben Walker, Chief Doer, The Do Collective
“At The Do Collective, we believe growth isn’t just about scaling up. We’re very much in the growth phase of the business and we often get asked ‘how big are you?’, ‘how many people do you have?’. Sounds like a very one dimensional way to view growth doesn’t it?
“Three years into the business and each time we’ve taken it to the next level we’ve considered three key factors: demand, capability and the vision.
“First, consistent client demand would indicate market validation. If brands are increasingly seeking our strategic and creative approach, not just for projects but for long-term partnerships, it signals that we’re not just another agency, but a go-to partner for brands and they see value in us.
“Second, internal capability is crucial. Growth should never come at the expense of quality. If we’ve built a strong leadership team, refined our processes and can deliver with excellence at scale, we’re in a position to expand (we’ve certainly learnt this along the way) whether that means growing our team, diversifying services, or entering new markets, such as the UK and the Middle East.
“Finally, it’s about staying true to our vision. The Do Collective was founded on the belief that what brands ‘do’ is more powerful than what they ‘say.’ If we see an opportunity to further that mission by elevating our offering, pushing creative boundaries, or deepening brand experiences then it’s time to grow.”
Jon Michail, CEO, Image Group International
“All leaders must accept that they are the face of the business. The strength of your personal brand and image is one of the largest indicators of whether your business is ready to level up. In this competitive world, reputation is built from external and internal perception, and it can make or break your growth potential. If your brand is gaining recognition, attracting a loyal audience, and establishing credibility in your industry, it may be time to take things to the next stage.
“A strong personal brand can lead to a trend of increasing engagement on social media, press coverage and even industry professionals reaching out for collaborations. If this sounds like your business, then you’re making an impact! It’s at this point that you can begin to capitalise on your growing reputation and solidify your position as an industry leader.
“Additionally, in a digital environment of distrust, if your business image is authentic yet intentional with consistent branding, high-quality content, and a clear message—it signals that you’re ready for greater exposure. Whether it’s expanding into new markets, launching new products, or seeking investment, a well-managed reputation ensures that customers and stakeholders will see you as a trusted authority.”
Nick Murdoch, Founder & Managing Partner, Yango
“We’re in professional services with a very specialised skill set in data, media and marketing, so our product is the talent of our people. This makes scaling challenging. As more work comes in, more people are required to service it, making maintaining profitability an ongoing task. Scaling is an investment, so it’ll require capital upfront to get it moving, and it should provide a return on investment that ultimately leaves the business worth more than when you started, so make sure you measure the uplift.
“The triggers we look for are:
- Financial performance; The business needs to be performing well enough to keep directors, shareholders and other stakeholders happy with enough left over to fund investment in growing the business.
- People skills: When you know your team is killing it, the product is delivering for clients and feedback is good, then you know you have the right foundations to build on. Do not try to scale a team that is dysfunctional.
- Gut feel: Entrepreneurs’ secret sauce, back your feels and go for it, to win big you have to bet big.”
Mark Dunn, CEO, Wattwatchers
“There are three key indicators that will let you know when your business is ready to take it to the next level.
“First, the product must be fully developed, tested, and proven in the marketplace. When customers have used it in real-world applications and provided feedback that validates its effectiveness, it’s a strong sign that the business is ready to scale. Wattwatchers, for example, has seen this with customers using its platform to measure emissions and identify meaningful ways to reduce them.
“Second, the product must offer clear differentiation from alternatives, with customers recognising and valuing its unique functionality. This is particularly evident when early adopters not only use the product but also leverage its insights to drive meaningful outcomes, reinforcing its market value.
“Finally, demand should outpace internal capacity. When the volume of new leads exceeds what the current sales team can effectively manage, it signals the need for growth—whether that means hiring additional team members, expanding into new markets, or increasing operational capacity.
“When these three conditions align—proven product-market fit, clear differentiation, and surging demand—the business is in a strong position to take the next step with confidence.”
Alfie Lagos, Direct and Founder, Lexlab
“A fellow business owner once told me to always trust my gut. Ironically, I had a weird feeling about working with that very guy, and he ended up skipping town on a $6K invoice. So he was absolutely right! That motto has served me well ever since, helping me choose the right clients and grow our capital to enable smart expansion.
“Another key factor is ensuring you have consistent demand for your product, the financial backing to support your next move, and a clear plan for what growth actually looks like. Expanding too early can drain cash fast, and taking on investors means answering to people with their own expectations. Ideally, you want to fund the next step yourself so you are growing on your terms, not someone else’s.
“So in summary, I’m really just saying trust your gut instinct, and make sure you can afford it, ideally with your own money.”
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Every entrepreneur dreams of the ‘next big leap,’ but how do you know when your business is truly ready? Our experts weigh in. Featured, Let’s Talk, lets talk Dynamic Business