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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.
ACG Boston Hosts New Event Series Tailored to PE Operating Partners
May 13, 2021 1:32:40 PM — As part of its goal to bring value added content and networking to more professionals in the private equity community, ACG Boston has launched an Operating Partner Roundtable series. The inaugural session was attended by a diverse group of Operating Partners and other professionals who support portfolio company performance. The virtual roundtable event offered PE operating partners a chance to connect with peers and to facilitate an open discussion around business concerns and how Operating Partners plan to approach 2021. For those who missed the event, here is a summary of the discussion.
PE Value Drivers Series: An Interview with a Private Equity Operating Partner Experienced in Value Creation
Apr 15, 2021 3:29:41 PM — This episode features an interview with Nick Martino, former Operating Partner at High Road Capital Partners, and current CEO at High Road portfolio company John Henry Foster. Mr. Martino brings an extensive operating career doing turnarounds on distressed assets at the Riverside Company. He then served as a Group President for ITW, managing 37 companies in 17 countries before returning to private equity at High Road Capital.
The High Stakes of Synching Sales and Marketing
Mar 25, 2021 3:56:02 PM — If sales and marketing teams are misaligned, a portfolio company’s growth could be crippled. Here’s how buyout firms can verify that these teams are on the same page, and how to nurture that collaboration if they aren’t. The very phrase “sales and marketing” is so ubiquitous it’s implied these two disciplines are naturally joined at the hip, when the truth is that partnership requires focus and effort to cultivate and maintain. And for private equity investors, assuming that a portfolio company’s sales and marketing teams are simpatico can jeopardize their best laid plans.
Welcome to PE Value Drivers – Interviews with Private Equity Professionals Driving Value for their Portfolio Companies and Investors
Mar 19, 2021 12:01:18 PM — This episode features an interview with Everett Hill, Managing Director at ICV Partners. Mr. Hill had an extensive operating career at Coca-Cola Enterprises, where he honed his functional expertise in field sales, inside sales, and distribution, and led technology-enabled corporate transformations. His largest P&L was $250 million. Mr. Hill began his sales career carrying a bag in Rohm and Haas spinoff companies. He is on the board of the Georgia Center for Nonprofits and has a BSE in chemical engineering from Princeton University and a Masters in Business Administration from Harvard Business School. Below are key takeaways from our conversation. Be sure to view the whole conversation for more details and insights.