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.

Portfolio Company Research Opportunities

Open Opportunities Briefing Offers

Upcoming Private Equity Events

  • Precision Pricing: Unlocking Profit to Outperform Competitors Series


    Alexander Group & Revenue Management Labs Presents Session 2 | Pricing Essentials for 2024

    When planning for your next fiscal year, one of the most impactful performance drivers that is often overlooked is pricing. Many organizations do not spend enough time assessing pricing nor do they fully leverage its potential. In session 2 of this webinar series, discover the best practices for budgeting for pricing, why it needs to be budgeted at a granular level, and how to do it. We will also discuss pricing reporting and KPIs you can use to monitor your progress against targets.

    • Thursday, October 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual
  • Executive Forum

    Join 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 win in an ever-changing 24×7 customer environment.

    • Wednesday, October 25, 2023 –
      Friday, October 27, 2023
    • The Breakers | Palm Beach, Florida
  • Private Equity: Value Creation & Commercial Optimization

    Virtual Roundtable

    What successful commercial go-to-market strategies are your portfolio companies implementing that drive profitable growth? Backed by Alexander Group’s recent survey with 50+ deal and operating partners, this virtual roundtable will focus on the value creation and commercial optimization plans that gain traction to improve top-line and EBITDA growth. Join your colleagues for an interactive discussion to review the survey findings, share insights and gather best practices.

    • Wednesday, December 6, 2023
      11:00 a.m. – 12:00 p.m. ET
    • Virtual

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.