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.

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.

In the final part, the panel tackle seller capability: what top performers really do differently, how to surface it through data, and how leaders can personalise development based on potential. Guy, Alan, and Dannii explore AI’s role in coaching, readiness, automation, and reducing seller noise, and Jonny closes by reframing AI adoption as a people challenge, not a tooling one. A sharp, forward‑looking finish on how SBR + Fullcast drive sustainable behavioural change.