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Post-Merger Analytics Integration

The Analytics partner for Sales, Finance & Corp. Dev. teams to deliver on the deal thesis
 
 
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Summit Partners
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Acquiring a Company is Hard,
 
Running a Company is Hard,
 
Running a Company with Multiple Acquisitions is Really Hard!!!
 
As former business leaders and M&A advisors, we know the challenge of juggling the day-to-day with the heavy lifting of company integrations. Frankly, it never goes well. Bring in the right external resource. 

Our data-driven approach from

Growth at all Costs

to

Efficient revenue growth

 
Aligning on Net New ARR instead of YoY Growth requires engineering ARR calculations at the customer-product level which requires business expertise and data & analytics expertise.

 

 
Net Retention is often reported on a cohort basis, but its true value is unlocked with the ARR Waterfall table.
Basic ARR Table-1
Sell-side Ready ARR Table
Trend Analysis
What If Analysis
 
The weekly meeting cadence is the most powerful tool to drive change.

Our dual fluency in Data Engineering & Business Strategy enables our cross-functional support

SALES: GTM, RevOps

Sales Led Growth (SLG)

Product Led Growth (PLG)

AI enablement

FINANCE: FP&A, Corp. Dev.

Evolving beyond Excel reporting

Integrating Bookings with Financials 

Efficient diligence partner

IT, Data Engineering & Analytics

Data Warehousing & Governance

Efficient IT Strategy

AI integration

 

Our Efficiency Framework

We help companies build a 3:1 ratio of Revenue Growth to Free Cash Flow.  This means for every 3% points of YoY Revenue growth a company should generate 1% of Free Cash Flow.  

Example of an Efficient SaaS company:

  • 24% YoY Revenue Growth
  • 7% Free Cash Flow
Valuation Framework Metric Tree - Top Half v2

Common problems we solve

"I like our analytics team, but they are just junior in some areas."

Our MBRs need to be better

We have a team of coders, not analyst

Getting the data I need should be easier

"We lack an understanding of our customer growth drivers"

What product mix do our best customers start with? What do they buy next and when?

What opportunity sources are our best customers coming from?

Why is our Net Retention Rate is decreasing?

Why are our Sales Reps always complaining about the wrong kind of leads. What makes a good lead for us?

"Our GRR is decreasing, but we don't know the root cause"

Is our drop in gross retention due to:

Down sells? Are customers using less seats/licenses? Is this a customer segment issue or is the market softening? 

Product churn? Which customer segments are dropping products the most often? Which products are dropped the most? Why are customers canceling products is it a feature issue or a customer success issue?

Increased churn? Why are our customers churning? Which cohorts have the lowest retention? What are the leading indicators of churn?

"Our revenue engine feels like it's stuck in 2nd gear"

Why can't our sales reps forecast their pipe?

We have all this data, why don't we have a propensity to buy model?

Why don't the sales, marketing, and product teams work better together?

 

"Strategic planning is so exhausting here"

We don't have the data we need when we need it.

We don't do bottoms-up account planning.

We are given unrealistic targets without any input.

"I'm not sure our team is ready to take on a Merger or Acquisition"

We need to acquire & integrate a company, but our team lacks the experience.

Our data is a mess, I don't want to have to integrate someone else's messy data systems too.

We just got our culture & process right. I don't want some new team coming in here and messing it up. 

"How do we compare to industry benchmarks?"

What is our current valuation? Is it good or bad?

How much would 5% revenue growth increase our valuation?

How much would 5% FCF or EBTIDA growth increase our valuation?

See our Playbook and Solutions

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