The role of Commercial Due Diligence is to drive a decision. But in a world where 60% of failed deals are attributed to DD oversights, CDD is clearly not a decisive resource. This is particularly true of the high-growth tech sector. Why are you missing the risk and opportunity in tech assets? The old measures…
In the race to close deals, hit targets and prove your market value, often being ‘cheap’ is viewed as a short-term springboard for traction. But sometimes, dropping price is not the answer to quick traction. Why? You get the wrong kind of traction. Not all conversion is equal. Cheap might mean churn. B2B firms with a…
The market is shifting. Appetite is erratic. In March, 40% of software buyers claimed the pandemic will boost their software spend, but this has now adjusted to just 12%.[TrustRadius] Customer segments as you know them have changed. The mid-market extinction is looming and consolidation is inevitable. During this chaos, many tech firms have fallen into…
Is pricing your wartime ammunition? You are focussed on the battle, but don’t forget about the war. Re-slicing your product and pricing can be ammunition for immediate revenue, and does not hinder your anchor-point for the long term. Think pricing is a slow burner? One client saw +30% revenue through one pricing change this month… and that is in the context of today’s market. How do…
You might think taking a step-back to re-think, assess or analyse anything at this time is counterintuitive. You are focussed on survival. Still hungry for quick wins, maintaining growth and meeting your top-line targets but in a completely different context. But we know re-slicing your product and pricing can be your ammunition for immediate revenue . Pricing can save you. When sales become unstable, pricing and how you package your…
The Wartime CEO knows how to “roll a hard six” During our first Thursday social bringing together some of the immense female investors in our network, Addie Pinkster (CEO of Adelpha Group) graced us with this post. Our favourite trait drawn by Olivia Meyrick? “The Peacetime CEO always has a contingency plan. The Wartime CEO knows that sometimes…
Mediocrity isn’t a sudden crash, it creeps in when you start to lose sight of your purpose. It affects every stage of your business, from execution to reputation before finally chipping away at the bottom line. Too often it is success, not failure that can derail a business. When business is booming, doors begin to open.…
By injecting a bias of ‘action over decks,’ we have been the secret weapon for Private Equity deals in 2019. From our work accelerating 60+ B2B technology firms, one thing is clear: Strategy will get you to the hurdle, but clarity on execution will power you to jump. Where our approach has won with PE funds this…
The lure of the market size, chasing the inbound leads or following in the footsteps of those before you, are the typical reasons we see for internationalisation. However, one-third of companies who internationalise have sub-$10m revenue, but it takes 6 years for international revenue to constitute ≥ 10% of total revenue. Placing your bets should be…
Revenue is for vanity, profit for sanity. Most blindly chase the former. The mighty hockey-stick – it fuels VC money, market-share and media attention. But context is everything. Revenue can we weighed differently and is not all equal. Is it time to look at the quality of your revenue? 1) Can client-concentration risk become a weapon? If ~20%+…