Insights

Case Study: Outlining exit strategy and roadmap

Situation: A top tier VC firm had several early-mid stage investments – each with complex and very dynamic ecosystems mostly around big data and cloud infrastructure.  They faced looming decisions on whether to exit or to increase investment. Approach: BP developed value optimization strategies for five portfolio companies.  BP analyzed…

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Case Study: Conducting financial, product and market due diligence

Situation: A PE firm’s potential acquisition of enterprise software vendor was under LOI. They had a short window to complete due diligence but lacked the software expertise to adequately vet the product, market and financial model. Approach: BP took an all-hands-on-deck approach, with three teams for financial, product, and market…

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Case Study: Accelerating sales results by reframing product positioning, messaging and sales

Situation: A PE-backed enterprise software vendor struggled with long and unpredictable sales cycles. Approach: BP assessed the client’s sales data and marketing materials relative to key competitors. By interviewing client’s customers to understand key needs, pain points and bottlenecks, BP identified significant gaps between drivers of customer purchases and the…

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Case Study: Developing market entry growth strategy

Situation: A $350M ERP company experienced flat revenue and profit over a two-year period. Prior acquisitions led to product overlap and ambiguous corporate objectives. Approach: BP evaluated the company and product strengths and weaknesses to determine the root cause of the profitability decline.  BP assessed and quantified several new geographical…

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Case Study: Developing agile market entry growth strategy

Situation: A PE-backed $300M services company considered entry to the Healthcare IT market by leveraging several capabilities that were assembled via acquisition. Approach: BP identified and assessed potential healthcare IT growth vectors. BP formulated and validated value propositions and business plans for the new offerings.  BP also developed new product…

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Case Study: Optimizing product roadmap for growth

Situation: A maintenance-oriented ERP software vendor approached end-of-life on several older products and needed to replace revenue and generate growth. Approach: BP combined an assessment of customer requirements with an evaluation of the client’s existing growth initiatives to identify high-opportunity areas, aligning the product roadmap to overall business strategy and…

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Case Study: Enhancing software product development

  Situation: A PE-backed software company needed to streamline R&D to optimize maintenance and new product growth initiatives. Approach: BP assessed and evaluated R&D talent, organizational structure, and processes, benchmarking capabilities against industry best practices. BP analysis led to specific talent, organization, and process improvements recommendations, implemented through ongoing collaboration…

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Why PE and Agile haven’t always gone together

Agile Software Development in PE-backed Organization [Contributed by Jeffrey Vogel and Kathleen Collins | Bulger Partners]Having advised PE-backed companies, we see an unusual proportion of companies that have not yet embraced Agile software development and/or struggle to adopt it under a PE umbrella. While the majority of both startups and public…

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Successful Tech M&A Starts with Great Due Diligence

[Contributed by David Wong, Managing Director | Bulger Partners]Given the accelerating pace of change, and the challenge many organizations face driving organic growth, it isn’t surprising that acquisitions activity is at historic pace in the tech sector.  However, the success rate of acquisitions has been much lower than what organizations…

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Strategic Investors: They’re back… and you may want them in your next round.

[Contributed by Mike Mackeen, Managing Director | Bulger Partners]When we develop a strategy for a private capital financing, it usually includes a client discussion on the benefits of including strategic investors in the round.  Large tech companies fled the minority investment game 10 years ago, but they have come back…

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