Private Equity – Top Value Creation Initiatives for Portfolio Companies

What is the top Value Creation Area for PE Operating Partners? See the chart below – the single biggest area is: “Sales, marketing, and revenue growth”. Growing revenue will lead to EBITDA improvements and Multiple Expansion which both drive real value for PE portfolio companies.   Source: PEI – Private…  Read More >

CRO – The Key Role in PE Operating & Portfolio Support Group

A lot of the traditional PE firms have great Portfolio Support teams. Many of the professionals are former CEOs.  Here is one example about a PE Operating group: “To enhance our own operational capabilities, we’ve developed relationships with over 100 senior industry executives, or Operating Partners, who act as independent…  Read More >

PE Value Creation – Sales Excellence & Revenue Acceleration

Historically, Private Equity (PE) firms looked to add value to their portfolio companies in the following ways: Financial engineering Strategic initiatives Operational improvements Over the years, financial engineering was no longer as impactful on value creation as it was in the 80’s and 90’s so PE firms started adding value with…  Read More >

Forecasting – the Commit Process

I know every other VP of Sales or a front-line sales manager (FLM) struggles with forecasting accuracy so I thought to share what has worked really well for me with very high level of accuracy.  It’s the Commit Process.  This is part of the way to build up your rep…  Read More >

CHAMP Sales – Selling Qualification Methodology

  The CHAMP Sales System Qualification Criteria   Here is a summary of the CHAMP Qualification Criteria and you can find some example questions below.     The best way to align with your Buyer – is to ask them questions and actively listen with the goal of being helpful…  Read More >

The 4 Things You Must Nail Down To Scale Your SaaS Sales

Every B2B SaaS company must be able to communicate to every employee on the Revenue Team (sales or marketing or customer success) the following: Who – who is the ideal type of buyer – or what is called the Ideal Customer Profile (ICP)? Your targeted Ideal Company Profile (size, type,…  Read More >