Insights

On measuring, comparing and defending go-to-market across a portfolio.

September 29, 2026

GTM as a Board-Defensible Operating Capability — Not a One-Off Engagement

The standard PE playbook for GTM improvement looks like this: a portco underperforms on revenue, the operating partner brings in a sales consultant, the…

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 revenue 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 16, 2026

The $3.8T Exit Backlog: How Platform Teams Turn GTM Into a Repeatable Premium-Asset Engine

The $3.8T PE exit backlog demands GTM as a repeatable, instrumented capability. Platform teams can turn it into a premium-asset engine with ICP libraries, value-creation roadmaps, and a Revenue Readiness Index.

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 3, 2026

Only 13% of SaaS Companies Hit the Cash Cow Zone — Here's What That Means for Your Portfolio's Exit Math

Only 13% of SaaS companies achieve high NRR and low CAC payback simultaneously. Here's what that benchmark means for portfolio exit math and platform GTM strategy.

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.