First Who, Then What: How Great Teams Drive Tech Success

Adam Hale holds several board & advisory roles aroundPeople & Technology. He’s a Partner at ScaleUp Group and the former CEO at Fairsail, sold to Sage in 2017 for £115 million (23x return in 3.5 years). In this episode, John and Adam explore his journey throughtechnology leadership, entrepreneurship, and scaling SaaS businesses. Adam reflects on the lessons learned from helping grow Clue Software, sharing his philosophy that lasting success comes from combining strong teams, customer-centric thinking, and the effective use of technology. The discussion examines the challenges of moving from services-led organisations to product-led models, the importance of commitment and accountability in scaling businesses, and how leaders can better understand customer pain points to drive meaningful change.The conversation also looks ahead to the growing impact ofartificial intelligence, with Adam offering an optimistic but balanced view of AI as a powerful enabler rather than a replacement for human creativity. Alongside insights on leadership and innovation, Adam shares perspectivesshaped by his international career, emphasising culture, ambition, and personal wellbeing as essential components of sustained performance. If you like this podcast, you’ll love Adam’s LobsterTales - the first-hand account of the scale up of Fairsail 2013-2017 from his perspective as CEO.