PE Alpha

In PE, many of the best deals and LP relationships don’t come from cold outreach. They come from referrals.  But most professionals handle referrals sub-optimally: they either passively wait for them, or they ask for introductions in a way that creates extra work for the referrer. The result is fewer…  Read More >

These 10 principles distill what consistently drives returns in private equity, cutting through deal stories to the repeatable processes that actually compound value. Alignment with management teams is critical to sustained value creation Operational value creation ultimately outweighs financial engineering over time Incentive alignment shape outcomes more than headline strategy…  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 >

Retaining customers is more cost-efficient than acquiring new ones. Once a customer is acquired, focusing on repeat business is crucial due to the higher cost of acquisition. Customer retention is more cost-effective than acquisition, which can be three to six times more expensive. Balancing acquisition and retention strategies is essential…  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 >

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market) and lots of greenfield upside in that TAM. But there is more to the best of Growth-stage SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams…  Read More >