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June 5, 2018
Creating Enterprise Value - From Due Diligence to Post-Acquisition Integration
By: Matt Sharrers
In today’s show we’re going to demonstrate how the acquisition of a smaller company can help spark organic growth and the steps to achieve maximum value from the investment.
Our guest is Gary Schwake, Vice President Business Development at ACTIVE Network. Gary is a revenue growth expert who co-founded two companies, taking both from concept to successful exits. Today Gary serves as an M&A expert where he leverages his extensive experience to develop business plans, raise capital, build the teams, grow the companies, and negotiate final transactions.
Gary answers questions out of SBI’s How to Make Your Number in 2018 PDF Workbook, to follow along, click the link and download your own.
Each of the questions below is timestamped for your viewing convenience.
“It’s healthy to really understand the dynamics of the company that’s acquiring you and not just the company, and, in our case, the private equity behind the company, and understanding where you are in the lifecycle of that investment…” 9:50 – 10:07
“The first phrase of that integration was thinking through how we could re-imagine the pricing model now that we were part of a company as an add-in sale rather than a primary sale, with access to existing customers,. We shifted from being a new sale to an upsale, an addition to new sale, additional partners, etc. There’s a technical component to that. There’s a sales and marketing component to that. And so that dominated our focus in the near term, really first 90 days or so…” 16:27 – 17:26
“Every time you’re adding a new element to the sales team, assess your customer’s perception of that element. How do they make decisions? How do they evaluate where this fits in the enterprise? What does their cycle look like? It may be entirely different from your core software product or whatever that product may be. And so, if you start by mapping that journey, you’ll be able to highlight the places where that journey breaks. Then you can overcome those breaks by thinking through the objections, the timing, and the expectations…” 26:00 – 26:32
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Until next time we wish you luck as you try to Make Your Number.
Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.
Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.
Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.
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