Cloud CPQ Merges Two Approaches

Successful #B2B acquisitions are about buying an excellent client base. So why do most acquisitions fail? One answer is that many #B2B companies skimp on the Customer Due Diligence (CDD) process. They pay a premium for the acquired company but end up with a pig-in-a-poke because they haven't asked all the right questions to determine if those clients are going to stay, and stay for the long term. Click through to find out how to do #CDD properly. https://lnkd.in/enM2fGpn

Many partnership constructs involve someone bringing money and a client to the table, but that may not be where the real value lies. Often, the true value is in the company's value creation. To address this, a company plans to make employees virtual shareholders. Ideally, in the future, they will share in the exit value. It's a different way to approach partnerships. #valuecreation #partnerships #shareholders #employeeownership

Dusted off an old classic the other day, Andrew Sherman’s Mergers & Acquisitions, and it took me straight back to college and early career days. One concept still lands: EOTB analysis (Eye of the Buyer). We’ve always called it “reverse engineering,” but EOTB says it better. Transaction prep is all about putting on the buyer’s shoes and seeing your business the way they underwrite it. If buyers want 15% EBITDA and you’re at 10%, don't be searching for excuses. Close the gap! How we operationalize EOTB (before a process even starts): build a one-page buyer scorecard and run it quarterly. Hit what actually prices deals - quality of revenue (recurring > one-off), customer concentration, pricing power and gross-margin durability, unit economics by site/channel, working-capital discipline, leadership bench, compliance/contracts, and add-back credibility. Goal: convert “we’ll verify in diligence” into “we’ve already verified.” That’s how you compress timelines, widen the buyer pool, and earn the multiple you want.

One of the worst post acquisition integrations I’ve seen started with one of the best companies I’ve worked at. Great team. Great brand. Exciting growth. Then a larger company acquired it — and within months, the magic was gone. Not because the strategy was wrong, but because the integration wasn’t intentional. The bureaucracy showed up faster than the opportunities. People lost trust, and the turnover and distrust followed. I learned an important truth at the acquirers expense: the deal isn’t the milestone. The milestone is whether the combined company is thriving six months or six years later. That’s why I believe acquirers need to obsess over the first 180 days as much as they obsess over getting the deal signed. Employees decide quickly whether the new company is one they want to be part of — and once you lose them, you lose the knowledge, momentum, and consumer trust you just paid for. I’ve pulled together those lessons in a free eBook: https://buff.ly/6hBTShb If you’re preparing for a deal, it might save you from learning the hard way.

What’s the key to scaling your business without relying on external partnerships or acquisitions? Aoife Farmer’s article in Oppizi highlights how businesses can use a mix of organic and inorganic strategies to achieve sustainable growth. From market development to product innovation, the right approach can propel your company forward. How has your business used internal strategies to drive growth? https://lnkd.in/e6k8XJFM

Acquiring a company can give you 1,000 new customers overnight. Losing them can happen just as fast. It is exciting to close a deal. Buyers want to reap the benefits ASAP. Then they rush integration. They force customers onto new systems. They flood inboxes with “better” offers. They expect loyalty to transfer automatically. That’s not how it works. Customers stay where they’re comfortable. The moment you change what they’re used to, you give them a reason to leave. Picture this: You go to your favorite restaurant every week for linguini and mussels. One night the dish is gone, replaced with shrimp linguini. Do you keep coming back? Look for linguini and mussels somewhere else? Shop around for shrimp linguini if you have to switch? The same thing happens in acquisitions. Your offering may be superior. You may add real value. 𝗕𝘂𝘁 𝗶𝗳 𝘆𝗼𝘂 𝗿𝗲𝗽𝗹𝗮𝗰𝗲 𝘄𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀 𝗳𝗼𝗿 𝘁𝗵𝗲𝗺 𝘁𝗼𝗼 𝗾𝘂𝗶𝗰𝗸𝗹𝘆, 𝗬𝗼𝘂 𝗿𝗶𝘀𝗸 𝗹𝗼𝘀𝗶𝗻𝗴 𝘁𝗵𝗲 𝘃𝗲𝗿𝘆 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 𝘆𝗼𝘂 𝗽𝗮𝗶𝗱 𝘁𝗼 𝗮𝗰𝗾𝘂𝗶𝗿𝗲. Patience is the name of the game. Customers who feel like you are adding value to what they are buying, Or feel like they are choosing to transition, Are more likely to stay. Savvy buyers know closing adds customers. Integration keeps them. What do you think? What’s the best strategy to retain customers after closing? #MergersAndAcquisitions #SMB #BusinessBuying #PostClosingIntegration  

💡 Small Deals, Big Impact In today’s market, not all acquisitions are measured in billions. A new wave of micro-acquisitions (deals often between $50K and $500K) is reshaping how entrepreneurs and investors think about growth. Why are these lean, agile deals gaining so much traction? 👉 Lower barriers to entry 👉 Faster paths to new markets, customers, and revenue 👉 Flexible financing and reduced risk compared to large M&A But micro-acquisitions come with their own challenges - from sourcing the right opportunities to navigating hidden risks. 🔗 Read our latest article to explore how these small deals are creating outsized impact: https://lnkd.in/gypvkHMt

I just finished analyzing partnership strategies for 50+ Series B companies. The results were shocking: 73% are missing $500K+ in annual revenue from poor partner alignment. So I created a 4-minute assessment to help companies identify these gaps before Q4 2025 planning season ends. Link in comments 👇 #Partnerships  #SeriesB  #ChannelPartners  #BusinessDevelopment  #RevenueGrowth 

I just finished analyzing partnership strategies for 50+ Series B companies. The results were shocking: 73% are missing $500K+ in annual revenue from poor partner alignment. So I created a 4-minute assessment to help companies identify these gaps before Q4 2025 planning season ends. Link in comments 👇 #Partnerships  #SeriesB  #ChannelPartners  #BusinessDevelopment  #RevenueGrowth 

Most MSP founders start out selling everything themselves. I’ve been there — wearing every hat, chasing every deal, and building the business one proposal at a time. But hustle only gets you so far. If you want real, repeatable growth — you need structure. That’s exactly what I’ve mapped out in this 4-phase framework: how to move from founder-led selling to a scalable sales engine that your team can run (and grow) without you. It’s all in my new guide: From Founder Hustle to Sales Muscle — download it here: https://lnkd.in/gHYxwqRv BONUS: Mention this booklet to a ZenContract rep for 30% off onboarding and templates. Ted Rainger Shelby-Samantha Hager Conor Morgan Ben Noonan Lee Cook Joanna Rowe Patrick Paulo Rivera