Services

Buy and Sell-side Commercial Diligence

  • On what is “the bet” predicated – product-market fit, strategy & execution, the strength of platform, talent and leadership – or all four?

  • What is the true potential of the business, top-line and EBITDA, and what must we believe for value to be realized?

  • What are the asset’s pathways for organic growth, and what changes and investments are required?

  • Which add-ins and channel partnerships will build a more attractive, defensible asset?

    • Product-market fit

    • Strategy and execution

    • Platform and operating model

    • Talent and capabilities

    • GTM strategies

    • Structures and operating models

    • Product sets and offerings

    • Capabilities and differentiators

    • Voice-of-the-market (VOM)

    • Voice-of-the-customer (VOC)

    • Industry experts and SMEs

    • Organic plays: geographic and market expansion

    • Platform-building

    • Targeted M&A

Growth Strategy & Go-to-Market Execution

  • What is the true TAM and how to accurately size and prioritize end markets and customer segments?

  • Which enhancements are required to the market and customer-facing teams, e.g., product, demand generation, sales and customer success? 

  • What are smart, adaptive players in the space doing to capture share and drive ARR, TCR and LTV? 

  • How to focus the C-suite and senior teams on GTM strategy and seamless execution? 

    • Macro and micro trends

    • End market CAGRs and organic accelerators

    • Demand mix and shift

    • TAM and RAM quantification

    • Prioritized end markets

    • Segments and sub-segments

    • Channel partners and distributors

    • Customer and target heatmaps

    • Direct: salesforce

    • Indirect: channel partners

    • and distributors

    • E-commerce and hybrid

Commercial Organization Integration

  • What are the optimal structure, operating model and resources to deliver on or exceed growth targets?

  • Where is the asset over/under-developed (e.g., long on product, short on sales horsepower) and how to rebalance investments and resources?

  • How to accelerate the sales motion through exceptional demand generation, SDR and AE performance? 

    • Top-down and bottom-up forecasting

    • Scenario-building and 3- year planning

    • Revenue management and reporting systems

    • Omni-channel performance marketing

    • New customer acquisition

    • Win-back and retention

    • Market and territory mapping

    • Structure and coverage model

    • Custom playbooks and training

    • KPIs, metrics and reports

    • Compensation design

    • CRM optimization