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Staying in Tune – Sales & Marketing Alignment for Predictable Growth
Part 3 of the “ABM for Enterprise Value” series
In PE-backed companies, investors don’t reward activity; they reward predictability. And while every C-suite role has a stake in ABM success, it’s the daily tempo set by Sales and Marketing that determines whether value compounds or stalls. This is where strategy meets execution. When these two teams stay in tune, CAC payback shortens, Net Revenue Retention (NRR) strengthens, and forecasts gain credibility in the boardroom. When they drift apart, enterprise value slips fast.
Beyond the ABCs of Customer Due Diligence
Dec 14, 2018 10:50:29 AM — GPs can win invaluable insights into a potential acquisition by conducting high level interviews with customers that dive deeper than any standard issue survey ever will. Here’s how GPs can learn much more from talking to a target’s customers. While GPs devote real time and rigor into performing due diligence into a possible acquisition, they sometimes will give short shrift to a constituency that’s key to the growth and the eventual success of the investment: the customer.