Insights
On measuring, comparing and defending go-to-market across a portfolio.
November 2, 2026
Why Only 1 in 5 PE Firms Trust Their Portfolio Companies to Adopt New GTM Approaches — and What to Do About It
Only 20% of PE firms trust portfolio companies to adopt new GTM approaches. Here's the governance framework that turns resistance into board-defensible change.
October 27, 2026
Mid-Hold VCP Reset: How to Rebuild the GTM Section When the Original Thesis Has Partially Expired
Median PE holds now exceed six years. Here's how operating partners rebuild the GTM section of a mid-hold VCP without resetting the clock or losing board confidence.
October 26, 2026
One Revenue Dashboard, Twelve Business Models: How PE Operating Partners Build Portfolio-Wide GTM Comparability Without Forcing a Single Template
How PE operating partners build a portfolio revenue dashboard that spans 12+ business models without forcing a single metrics template — and why it determines exit-multiple defense.
October 24, 2026
GTM Vendor Sprawl Across a Portfolio: How to Rationalize Without Breaking What Works
How VC platform teams can rationalize GTM vendor sprawl across portfolio companies without destroying founder trust or the motions that are already working.
October 23, 2026
How VC Platform Leads Can Build Portfolio-Wide GTM Benchmarks Without Drowning Founders in Reporting
How VC platform leads can build comparable ARR, NRR, and CAC data across a portfolio without drowning founders in reporting — a lightweight cadence that works at scale.
October 22, 2026
Buy-and-Build GTM Integration: How to Create a Unified Commercial View Without Ripping Out What Works
How PE operating partners can build a unified GTM view across buy-and-build platforms without rip-and-replace — and why it matters for exit-multiple defense.
October 21, 2026
How PE Firms Actually Structure a Commercial Center of Excellence Across a Software Portfolio
How PE operating partners should structure a commercial CoE across B2B software portfolio companies — what it owns, what stays local, and how to keep founders engaged.
October 8, 2026
The First Sales Hire Is a Trap: Pre-Conditions Every Portfolio Company Must Meet Before You Fund That Role
The first sales hire fails when ICP isn't locked and the motion isn't repeatable. Here are the four pre-conditions every portfolio company must meet first.
October 7, 2026
Year 5 of a 6-Year Hold: Which Pricing and Margin Moves Actually Survive Buyer Diligence?
In year 5 of a 6-year hold, only structural pricing and margin moves survive buyer diligence. Here is how to tell the difference — and sequence the right ones.
October 5, 2026
Nine Months, No Growth: How to Diagnose a Stalled VP Sales Hire Without Burning Down the Leadership Team
Nine months, no growth after a VP Sales hire: how PE operating partners diagnose person, process, or market fault — without burning the leadership team.
October 4, 2026
How a Two-Person Platform Team Scales Real GTM Support to 30+ Founders — Without Resource Lists Nobody Reads
A one- or two-person platform team can scale real GTM support to 30+ founders — if it shifts from resource libraries to diagnostic infrastructure and named, repeatable plays.
October 3, 2026
The first 100 days of GTM after close: diagnose before you redesign
A 100-day plan for a newly acquired company's sales and revenue function. The rule that runs through it: measure first, change second.
October 2, 2026
How to Compare GTM Performance Across a Portfolio When Every Company Speaks a Different Revenue Language
PE operating partners can't compare GTM across a portfolio when every company tracks different metrics. Here's the governance framework that fixes it.
September 29, 2026
GTM as a Board-Defensible Operating Capability — Not a One-Off Engagement
In a longer-hold environment where financial engineering is off the table, GTM improvement has to become a platform capability — not something you…
September 23, 2026
The Hold-Period Trap: Why LP Pressure Is Making GTM the Governing Metric for PE Portfolio Value Creation
84% of PE fund managers face extended holds and LP pressure for proof of execution. Here's why GTM comparability is now a board-level portfolio governance requirement.
August 21, 2026
The 12% EBITDA Rule: How Portfolio GTM Must Change When Leverage Dies
PE’s shift to operational alpha means GTM is now the primary exit lever. Instrument GTM readiness in the first 100 days or risk LP exposure.
August 18, 2026
DPI Over IRR: Why Exit-Readiness Is Now a Portfolio-Wide GTM Operating System
DPI’s rise as the top LP metric forces GPs to prioritize exit-readiness as an always-on portfolio capability. Revenue quality, not growth, determines which assets clear the backlog. Instrument GTM for comparability to defend exit multiples.
August 13, 2026
The Exit Backlog Is a Revenue Quality Problem — And It Starts on Day One
Bain's 2026 report flags 32,000 companies worth $3.8T stuck in the PE exit backlog. Only premium assets with resilient revenue are clearing. Here's what that means for platform GTM strategy.
August 6, 2026
Buyers Are Going to Pick Apart Our Revenue Quality. What Do We Clean Up Now?
Exit diligence now includes deep CRM dives. The findings that compress multiples take 18–24 months to fix, and zero weeks to discover.
August 6, 2026
Our QoE Cleared the Financials. Six Months Later the Revenue Didn't Hold.
A quality-of-earnings review tests whether revenue was real. It does not test whether revenue will repeat. That gap is where post-close surprises live.
July 14, 2026
Why Commercial Readiness Is the Missing Link in PE Exit Prep—and How to Fix It Across a Portfolio
EY’s 2026 Exit Readiness Study reveals commercial diligence lags financial prep—fix it at scale with named GTM instruments, continuous stress tests, and founder-first diagnostics.
July 2, 2026
18,000 Companies Past Their Exit Window: Why GTM Is Now the Primary PE Return Lever
18,000+ PE-held companies are past their exit window. Here's why GTM comparability — not financial engineering — is now the primary return lever for operating partners.
June 18, 2026
The NRR-to-Exit-Multiple Gap Is Now Quantified — and It Changes How Platform Teams Should Think About GTM
McKinsey/SaaS Capital data links 113% NRR to a 24x exit multiple vs. 5x at 98% NRR. Here's what that means for VC platform GTM strategy.
June 17, 2026
Poor Earnings Quality and Customer Churn Are Now the #1 and #2 Diligence Killers in PE — What Operating Partners Must Do Before the Next Process
Bain/StepStone's 2026 GP Survey names poor earnings quality and churn as the top diligence killers. Here's what operating partners must build before the next exit process.