Archive
Business Strategy
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Carve-Out Separation: The Commercial and Systems Plan for Standing Up on Day 1
A carve-out separation plan starts with an inventory of what the division uses versus what it owns: the CRM, ERP, billing, analytics, website and domains that…
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Customer Concentration Risk: How to Assess It Before It Kills the Deal
You are two weeks into confirmatory diligence on a $40M ARR B2B software target. The QoE is clean. Growth looks real. Then you pull the customer-level…
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Synergy Validation and Tracking: Proving the Numbers in the Model Are Real
Three months after close, the CFO asks a simple question: “Which synergies have we actually captured?” The room goes quiet. The investment memo promised $4.2 million…
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Churn and Net Revenue Retention Diligence: Reading the Signal the Deck Hides
You are reviewing a B2B SaaS target with 92% logo retention. Management presents this as proof of sticky customers. The CIM calls it “best-in-class.” But when…
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Commercial Data Room Readiness: The Evidence Buyers Ask For and Sellers Fumble
The diligence request list lands in your inbox on a Tuesday afternoon. Forty-seven line items. Revenue by cohort, churn by segment, pipeline velocity, contract terms, discount…
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CRM Data Quality Audit: Why Diligence Numbers Fall Apart in the System of Record
The management presentation shows $4.2 million in qualified pipeline. The CRM export shows $6.1 million. Neither number matches the forecast the CFO sent last quarter. You…
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Management Presentation Preparation: Telling the Commercial Story Without Getting Caught Out
The management presentation that falls apart does so in a predictable way. The CEO delivers a compelling growth story. Revenue is up 40% year over year.…
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Pricing Power Diligence: Testing Whether a Business Can Raise Prices
The value-creation plan shows a 12% price increase in Year 2. The model assumes it flows straight to EBITDA. The deal team nods along because the…