PE Investment Rationale – My List Since the time I was on the investment team and recently in the PE operating partner role, here are some of my Investment Rationale areas I focus on. It’s a structured framework for evaluating software and tech-enabled businesses in private equity, designed to identify the…  Read More >

  PE Tech Investing Criteria PE investors look for more than just growth – they look for durability, scalability, and resilience. The best firms apply a consistent framework across markets, products, customers, GTM, and financials to separate true compounders from hype-driven plays. Below is a distilled set of criteria drawn…  Read More >

Here are some of the areas that the GTM Operating Partner drives: Institutionalize commercial excellence frameworks, playbooks, and KPIs across the portfolio Accelerate revenue growth and margin expansion through scalable GTM execution Strengthen commercial engines to enhance exit readiness and maximize equity value Partner with portfolio companies to refine strategy…  Read More >

  My notes on a practical PE Operator’s Turnaround Playbook for a portfolio company that’s underperforming (was healthy before, now slipping). This assumes the core product/market fit is intact, but commercial execution and cost discipline have weakened. This isn’t slash-and-burn. It’s about rebuilding commercial discipline: the right leader in the…  Read More >

Key insights from the Partners Capital whitepaper on The Future of Private Equity Investing is all about PAOVA     Post-Acquisition Operational Value Add (PAOVA) is becoming the critical differentiator between alpha-generating and alpha-detracting sponsors Past PE returns were boosted largely by falling rates, leverage, and multiple expansion rather than…  Read More >

As the simplest metric, here are the most fundamental 4 “New Logo Sales” KPIs every CRO or an EVP of Sales should focus on improving (all are by product, customer segment, etc.). Increase the # of New Opportunities in the Sales Pipeline Increase the Win Rate Increase the $ASP Reduce…  Read More >

Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” deals/sales rather than expansion sales (i.e. not as much about AM/CS driven renewals or upsells…  Read More >

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several sub-systems and…  Read More >

I believe that your people are your biggest asset.  And on a Sales Team your people – sales professionals – can be engaged or disengaged based both on your company’s and your Sales Team’s own culture.  I care personally about building a positive and high-performance corporate culture and Sales Culture…  Read More >

The book “Trillion Dollar Coach: The Leadership Playbook of Silicon Valley’s Bill Campbell” by Eric Schmidt, Jonathan Rosenberg, and Alan Eagle was one of the best books on management and leadership that I’ve read in the past decade. Bill Campbell was the coach to some of the best CEOs in high tech…  Read More >