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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.
Sales Training Programs for Maximizing Results in PE-Backed Portfolio Companies
May 20, 2025 12:58:31 PM — In private equity-backed companies, sales teams face intense expectations. Growth targets are ambitious, and there’s little room for missteps. Too often, though, training is treated as a formality rather than a real opportunity to improve team performance. With the right focus, sales training can become a practical tool for building confidence, consistency, and results rather than just another item on a checklist.
Maximizing Growth Efficiency: Why Fractional CROs Are the Smartest Choice for Seed and Series A/B Startups
Jan 14, 2025 10:27:28 AM — For private equity organizations, the cup runneth over. Every strategic decision can make or break your trajectory in the high-stakes world of early-stage startups. For venture capital firms and their portfolio companies navigating the critical Seed to Series B landscape, the approach to revenue leadership has undergone a transformative shift. Enter the Fractional Chief Revenue Officer (CRO) – a transformative solution that's redefining how emerging companies approach sales and revenue strategy.
PE Value Drivers #22, Josh Schwartz, Operating Principal, Growth Factors
Jul 18, 2024 4:05:14 PM — In this episode, I’m joined by an experienced operating executive with a decade-long track record of success in the private equity world. Our discussion touched on the differences between operational and advisory roles, acclimating entrepreneurs to the PE experience, and the importance of trusted partnerships.
How Challenges Become Opportunities: A Conversation with Joe Grace
Apr 10, 2024 2:41:19 PM — I recently spoke with Joe Grace, a seasoned executive and long-time CMO and partner at Chief Outsiders to discuss the transformative engagement he recently completed with a medical device company. The company, which sells directly to consumers –specifically men over 60 – had been experiencing some significant growth challenges and Joe was brought in to get them back on track. I was excited about the opportunity to talk with Joe about the engagement. It was a great representation of the positive outcomes he provides for his clients as well as the passion Joe has for the work he does as a Chief Outsider.