PE Archives - Page 5 of 6

The Sales Scaling Formula (for New Customer Acquisition) – for Growth-Stage, PE-Backed SaaS

A couple of years ago I presented at the annual Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). This relates primarily to New Logo / New Customer Acquisition – the The Magic Sales Formula is the “SaaS New Logo Sales Growth Formula”: Here… Read More >

How PE-Backed CROs Should Develop a Sales Strategy – an Operating Plan for Your SaaS Sales Team

In the past, I discussed what companies should include in their “Strategic Plan” which focuses on the “Corporate Strategy“. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft their strategy) – it… Read More >

PE – Random Notes on Key Traits of Successful PE Investors

Here is what great PE professionals have that I’ve observed in the past several years but also going all the way back to my days in Investment Banking working with some investors we represented, to the days in VC and learning from our team as well as many other investors… Read More >

The CRO Blueprint for Scaling Growth-Stage B2B SaaS Sales (How To Scale Fast, but Capital-Efficiently)

The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling. Scaling means that you are looking for “disproportionate growth results”. This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint for going… Read More >

How is a CRO (Chief Revenue Officer) Different From a VP of Sales?

In a nutshell – a Chief Revenue Officer (CRO) is responsible for figuring out how to grow sales revenue at the company. Thus, a CRO is the “CEO” of the entire “Revenue Engine” of the company that they must lead in a profitable and economical way. The CRO runs the… Read More >

Investing in PE Funds and Understanding the LPA

Why It’s Important to Review the LPA One of my colleagues was looking at investing at a tech Growth PE fund and we discussed the importance of reviewing not only the Subscription Agreement and the PPM, but also the LPA. Even if you’re investing a smaller amount, once you’re in… Read More >

PE Portfolio Growth Insights – What is GTM Strategy in PE?

What is a “GTM Strategy” & why it’s a key driver in PE? GTM is one of the terms that gets thrown around a lot but what does it actually mean from a PE context – here is a good definition of GTM Strategy: * “GTM Strategy: a fundamental business… Read More >

PE: Top GTM Acceleration Drivers to Create Sustainable Value (Revenue Growth, Higher EBITDA Margin, & Multiple Expansion)

Today, creating value in Growth PE & Middle-Market PE primarily begins after you invest or own the portfolio company. Historically, the strategy was different – you could rely much more on financial engineering, buying low to sell higher, and using leverage (which today is a smaller portion of the deal… Read More >

PE – Portfolio Company Managers: Bringing Out the Best in People

One of the best books I give new managers is Alan Loy McGinnis’s Bringing Out the Best in People. It’s a rare book that most people have not heard of or read but it’s definitely one of the best in my library on management and leadership. One of the reasons that this… Read More >

Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth

If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to grow your… Read More >

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