Investment Thesis Development
Integrated Offerings will More Easily Provide Greater Returns than the Cross-Sell Opportunity
Many commercial diligence exercises and value gen plans based on platforms and add-ons (a plurality these days) call for testing customer interest in, and potential for, the “cross sale.” While cross-sale opportunities have value gen potential, I have seen scant evidence that even the better ones produce much more than modest returns and valuation yield - i.e., maybe an increase in earnings,…
Maximising the Effectiveness of Early-Stage Commercial Diligence
We’re seeing a pronounced shift - from clients across the Private Equity landscape – towards conducting more, and earlier, “pre-deal” commercial work.
The Battlefront for the Keystone Position in an Ecosystem
Direct competition between ecosystems – iOS vs. Android; Google+ (soon to be defunct) vs. Facebook – is often studied and constantly the subject of various tech press and opinion pieces. There are many good reasons for this that all analogize to competitive tournaments:
Observations on How Financial (PE) and Strategic (Corp Dev) Investors Consider Segmentation Opportunities Differently from One Another
Serving a wide-range of clients, one pattern that I have noticed is the degree to which the strongest Corp Dev groups (the “Strategics”) consider customer segments as a means for asset value creation – and do so in ways that outrun what many Private Equity firms consider.