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Land, Expand, Defend - The NRR Harmony
Part 4 of the “ABM for Enterprise Value” series
In PE-backed environments, growth alone isn’t enough. What separates your company from those that lose momentum is Net Revenue Retention (NRR). Expansion and renewal dollars are more efficient, more defensible, and more valuation-accretive than chasing new logos.
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.