Operator memos
Value creation, diligence and go-to-market
Essays and playbooks on value creation, diligence, revenue systems and the operating work behind a hold.
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Fractional CROs measure pipeline conversion and average contract value monthly
A portfolio company closed eight months ago with a clear value-creation plan: integrate the sales function from four acquired verticals into one unified engine, cut customer…
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HubSpot Consulting for Portfolio Companies: What Deal and Operating Partners Need to Decide
A HubSpot implementation is one of the quietest ways to burn six months of a hold period. Not because the software fails, but because nobody at…
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What Tech Due Diligence Has to Answer Before You Sign
Technical due diligence has to answer five questions before you sign: does the technology support the investment thesis, what will the material weaknesses cost to fix,…
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What a Deal Partner Buys When They Buy Revenue Operations Consulting
Revenue operations consulting for a PE-backed company is an instrumentation project that ends in a diagnosis: it makes the funnel numbers the value creation plan is…
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CRM Consolidation After an Add-On: The Revenue Decision Deal Partners Keep Getting Wrong
The first casualty of a botched CRM consolidation is not the software. It is the forecast. When you fold an add-on’s revenue system into the platform’s,…
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How to Judge a Value Creation Partner for Private Equity Before You Sign
The wrong value creation partner does not just waste a fee. It burns two of the three years you have to move the number, and it…
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What a PE Deal Partner Needs From Portfolio Analytics
Most analytics work inside portfolio companies produces dashboards nobody uses to make a decision. I have sat in enough operating reviews to know the pattern. A…
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The Best Tech Due Diligence Firm for Private Equity Is the One That Prices Deal Risk in EBITDA
The best technical due diligence firm for private equity prices every material finding in EBITDA and time, writes to the deal partner instead of to engineers,…