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Utilizing Strategic Sales and Marketing to Secure Customer Loyalty During M&A Transitions
Mergers and acquisitions represent pivotal moments that can either accelerate growth or derail carefully built customer relationships. While executives often focus heavily on financial synergies and operational integration, the customer experience during an M&A transition frequently determines long-term success. Research indicates that companies lose an average of 10-15% of their customer base during significant organizational changes, with poorly managed transitions resulting in even steeper losses. However, organizations that proactively leverage sales and marketing strategies to guide customer transitions not only retain their existing base but often emerge stronger, with enhanced market positioning and deeper customer relationships.
The Next Wave of PE Growth: Using Data to Optimize Emotional Connections
Sep 25, 2019 2:35:29 PM — There are many examples in today’s market of PE firms rapidly helping their midmarket brands implement digital strategies to improve customer experiences. By leveraging scale and best practices, these PE firms help their portfolio companies implement operational efficiencies and marketing efforts that influence consumer purchase behavior, driving higher topline growth leading to higher valuations.
Digital Diligence
Sep 20, 2019 2:01:38 PM — Private equity firms no longer have the option of skipping an assessment of a portfolio company’s digital capabilities. But how do you conduct one that’s objective and relevant to your target? We spoke with Scott Koerner of Chief Outsiders about how GPs can make sure every company in the portfolio isn’t left playing analog in a digital world.
For the GP: How to Build a Growth Squad
Jul 12, 2019 10:27:28 AM — Operating partners of private equity (PE) firms can do so much to create value at a portfolio company, provided they’re free to focus on what they do best. Peter Hlavin, VP of Business Development at Chief Outsiders, explains how fractional Chief Marketing Officers (CMOs) can collaborate with operating partners to build growth engines and drive exponential revenue growth. The heyday of the C-suite and PE-suite jack-of-all-trades is over (if there ever was one). The most substantial opportunities to improve portfolio companies require sector and discipline expertise now. Twenty years ago, cleaning up the balance sheet and addressing some supply chain snafus might have delivered a healthy IRR, but today’s high asset prices require more than boilerplate reforms.
Portfolio Company Marketing Matters: First Things First
Jun 24, 2019 5:12:36 PM — Not every portfolio company needs some brilliant, off-kilter marketing scheme to spur growth. Mid-sized enterprises can see big results from getting the basics right. So we spoke with a Chief Outsiders CMO on how he brings focus and discipline to portfolio companies as fractional CMO. Many small companies can prosper for years without a formal marketing strategy. Eventually though, that organic growth slows, even if their product or service is as good as it ever was. Private equity firms make it their business to find these kind of opportunities, since their expertise and capital can re-ignite that company’s growth engine, and deliver returns to their investors. And a key element to that is the marketing strategy.