We are in the new era of “PE Value Creation” that we can affectionately refer to as 2.0.  Now it’s much more about better diligence & ownership than ever before. In the far more competitive world of PE, achieving superior risk-adjusted returns hinges on better diligence (which is surprisingly possible)…  Read More >

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 >

I was at a PE Conference and someone asked me what the GP should look for in hiring a GTM & Revenue Growth / Commercial expert to help create value for their Investment Team and for Portfolio Companies. While on a train for a few hours, I jotted down just…  Read More >

This is how Top-Line Growth or Revenue Growth is the primary Value Creation driver for Tech PE portfolio companies. In PE, focusing on increasing revenue and profitable revenue growth initiates a cascade of beneficial downstream effects: – Increasing Revenue and Profitable Revenue Growth (Capital-Efficiently) Initiating with a strategic emphasis on…  Read More >

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 >

Reflecting on the last several years in PE , I’ve been contemplating what I genuinely like about the job. This is primarily for my personal reflections and to articulate my thoughts more clearly but it genuinely starts with a true privilege and a tremendous responsibility to be in PE. Similarity…  Read More >

As the simplest level, here are the fundamental KPIs every Chief Revenue Officer should focus on in Growth PE.   New Logo Sales  / New Customer Acquisition Note: these should be measured per segment / per team / per territory, etc. # of New Business (aka New Logo) Opportunities in…  Read More >

What is signaling to be the *Biggest* impact on SaaS Sales & GTM in the next 5 years? This is not a prediction – it’s something anyone can hear directly from Chris Degnan the CRO at Snowflake. 1. In a discussion with Sam Jacobs (CEO of Revenue Collective/Pavillion) with Chris…  Read More >

Growing Your New Logo Sales The blueprint below is meant to be strategic and is focused on driving growth at PE-Backed companies beyond an average benchmarked industry organic sales growth. Assumptions: Consistent Sales Pillars across Every B2B Company (especially software/SaaS) every B2B SaaS company has many “commonalities” – i.e. Sales Pillars…  Read More >

As the simplest metric, here are the most fundamental 4 “New Logo Sales” KPIs every CRO or a VP of Sales should focus on improving. Increase the # of New Opportunities in the Sales Pipeline Increase the Win Rate Increase the $ASP Reduce the Sales Cycle The CRO has other…  Read More >