Private Equity
Set the Agenda for Value Creation
The Shift to Go-to-Market Performance
The level of investment caution has increased due to economic uncertainty, inflation and rising interest rates, leading to slow deal volume.
As a result, the focus on commercial diligence and value creation has now shifted to optimizing portfolio companies’ go-to-market (GTM) strategies. The challenge? Getting the management team to think bigger.
Deal and operations teams must convince management to invest in the talent and new GTM models needed to deliver aspirational growth.
- Is the commercial organization aligned to the markets and segments where they have a right to win? Are they positioned to win customers that will deliver the needed unit economics?
- Do they leverage the right mix of motions, channels and roles to win more than their fair share?
- Is the model effective and efficient? Will it scale?
- Are there any people, processes, technology or other deal model inhibitors?
- Does the business have the leadership and talent in place to enact change and deliver growth?
Private Equity (PE) operations teams and portfolio company management must be agile with value creation plans. They must be prepared to pivot their teams quickly to respond to downturns and capitalize on growth.
Alexander Group works with deal and operating partners and portfolio company leaders to assess, design and implement revenue growth solutions that drive real impact throughout the entire PE lifecycle.
How We Help
- Commercial diligence: Answer diligence questions related to the marketing, sales and service organizations. Determine if the target company has the commercial model needed to bring the deal thesis to life. Scope the future state, produce a financial business case, deliver an initial view of a commercial value creation plan.
- Value creation plan & execution: Determine the critical steps to engage and win over the management team within the first 90 days. These include strategic planning sessions, a structured, codified onboarding process, and defining commercial opportunities, metrics and benchmarks.
- Sales optimization: Address a portfolio company’s specific sales effectiveness challenge. Common issues include segmentation and coverage, sales process and pipeline management, territory calibration, talent optimization and sales compensation.
- Marketing & demand generation blueprint: Evaluate current and new markets and areas of opportunity. In addition, optimize marketing channels, mix and return.
- Pricing: Build a differentiated pricing capability by determining which offers have greater value and how price can align, moving from blanket price increases to trailing/deploying differentiated pricing, and setting new pricing/discount guidelines for specific segments, based on likely pricing impact.
- Change adoption: Develop multiple dimensions for successful implementation and change adoption through sales playbooks, sales enablement, collaborative launch design, communication process and decision support through data and operations support.
- Profitable growth: Tune up the go-to-market model and performance, and ensure the portfolio company is lean, focused and sustainable leading up to exit.
Related Insights
Portfolio Company Research Opportunities
Open Opportunities- Customer Experience Survey Customer Experience (CX) is the overall impression and perception that customers have based on their interactions with your brand, products and services. Are you delivering best-in-class customer experience throughout all touchpoints of the customer journey, including pre-purchase, purchase and post-purchase interactions?
- Healthcare Industry Trends Study As a healthcare leader, how can you meet the needs of the rapidly changing buyer journey? Compare your business processes and performance metrics to that of your competition! Set the rules for winning by joining Alexander Group’s Healthcare Industry Trends Research.
- Life Sciences Industry Trends Study As Life Sciences and Analytical Instruments commercial leaders capitalize on near-term growth, they must also evaluate the market trends that will impact progress as they plan for the next three to five years. Join the study to weigh in on industry strategies, insights and metrics and receive a full report of the findings, including custom benchmark comparisons.
- Manufacturing & Distribution Industry Trends Research: Strategies | Insights | Metrics Digital investments are increasing dramatically. Innovative products are driving profitable growth but require significant changes in talent for new roles and more advanced skill sets. Adapting to new customer preferences and the 24/7 buyer journey is forcing the integration of marketing, sales and service. Is your firm keeping up with industry changes?
- XaaS Research: Revenue Models and Productivity Address critical go-to-customer model dynamics, best practices and industry-specific insights by participating in this on-going research.
- Artificial Intelligence in the Commercial Organization How are commercial leaders aligning AI investments and use cases to growth plays? Learn the best practices and use case guides for AI-enabled commercial growth plays and the most effective AI implementation tactics.
- Commercial Practices to Drive Profitable Growth & Valuation Economic downturn. Unpredictable markets. These are just a few factors that are preventing commercial leaders from determining and realizing revenue goals. How can organizations achieve differentiated growth, productivity and efficiency for profitable growth?
- Customer Experience Study Through surveys and interviews with commercial leaders from 160 companies across industries, this study provides the best practices to develop a successful customer experience (CX) strategy to generate loyal customers that return time and time again.
- Digital Go-to-Customer Study Discover the industry trends, insights and frameworks on the digital impact on revenue growth, as well as recommendations for increased sales performance and growth in a digital environment.
- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- Marketing Insights Study Over 150 marketing executives were interviewed to determine the marketing initiatives being prioritized to maximize customer lifetime value. From marketing roles and resource allocation to marketing mix, channels and spend, get the latest insights on where marketing leaders are investing to advance their organization’s marketing maturity.
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- 2024 Sales Compensation Trends Survey Sales compensation leaders from 300+ companies across industries participated to provide data and insights on the latest metrics and trends impacting sales compensation programs. From sales comp investments, costs, plan goals and program changes, discover the best practices sales comp leaders are initiating for 2024.
- Value Creation and Commercial Optimization Study Operating and deal partners from over 50 private equity firms with investments in the technology, healthcare, business services, financial services, consumer, industrials, IT and media sectors provided insights on the top commercial levers that have the most impact on value creation and best practices for utilization.
Upcoming Private Equity Events
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Executive Forum
The Breakers | Palm Beach, FloridaJoin hundreds of senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas for how to align growth through convergence.
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Wednesday, November 20, 2024 –
Friday, November 22, 2024 -
The Breakers | Palm Beach, Florida
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EMEA: Transforming Sales Compensation Programmes into a Profit Driver
Virtual RoundtableWith sales compensation being the highest expense within the commercial organisation, how are companies using compensation as a lever to drive top-line growth? Join sales compensation professionals for a virtual, complimentary session where we will discuss the critical strategies necessary to transform sales compensation from cost to profitability.
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Wednesday, December 4, 2024
9:00 a.m. – 10:00 a.m. GMT -
Virtual
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Private Equity Insiders Council
A community for PE leaders to discuss contemporary issues and key imperatives for portfolio company growth.
Practice Leadership
CRO Summits
Complimentary sessions for deal, operating and management teams on topics including profitable growth, navigating disruption, go-to-market levers, VCP execution, change adoption, revenue motions, pricing, sales optimization and more.