01
Assess GTM sustainability
Is the growth you are buying built on a system the firm owns, or on a few rainmakers?
For acquirers and investors
Go-to-Market Due Diligence
If you are acquiring or investing in a firm — a private equity buyer, or a firm buying another firm — you should evaluate and scrutinize their go-to-market opportunity and capabilities, just like you would their financials. This is a due diligence assessment of a company’s go-to-market readiness and opportunities, so that you can maximize the return on your investment.
Investment
$12,000
Due diligence report, 2–4 weeks. The confidence to make investment decisions because you will understand where the gaps and opportunities are, the work that needs to be prioritized to address them, and the related cost and timeline.
Outcomes you can expect
Three answers before you sign
02
Assess go-to-market opportunities
The breadth of market opportunity still on the table inside the firm’s industry ecosystem.
03
Assess go-to-market capabilities
How much incremental growth capability investment will be necessary to reach your targets.
The risk
You perform financial due diligence; why not go-to-market due diligence?
The problem
Unsustainable GTM strategy
Firms do many unsustainable things in search of growth. For example, many firms have found go-to-market success on the backs of a few rainmakers. Usually these are the founders and key partners. That is a major risk post-acquisition. Sure, you can keep motivation up with adequate incentives and an earn-out, but the dynamics will inevitably change either way. When making a deal, don’t you want to understand the work and resources that will be required to maintain and improve the growth trajectory?
The problem
Unrealized GTM opportunities
Firms will often leave a lot of money on the table by not fully tapping into the existing industry ecosystem. They will focus on a few key relationships, channels, and service offerings that tend to have a level of diminishing returns over time. When making a deal, don’t you want to know the full breadth of market opportunities still on the table?
The problem
Inadequate GTM capabilities
Founder-led firms will often underinvest in growth capabilities, specifically marketing, sales enablement, and revenue operations, in favor of focusing on sales and business development. This is why many firms stall out at between $15 and $30 million. When making a deal, don’t you want to understand how much incremental growth capabilities investment will be necessary to reach your targets?
De-risk your investment
The go-to-market due diligence report
- Growth gap assessment
- Tech stack usage survey
- Marketing and business development performance data review
- Marketing and business development asset review
- Growth team capabilities interviews
- Key customer interviews
Bonus: use this assessment as a value add during the due diligence process. The output can provide the prospective company with a valuable roadmap to improving their go-to-market for a future sale, even if you choose not to acquire or invest.
Investment
$12,000
This due diligence report is meant to give you the confidence to make investment decisions because you will understand where the gaps and opportunities are, the work that needs to be prioritized to address them, and the related cost and timeline.
Before you sign, or before the window closes
Know what the market will see in the combination.