When to Outsource Sales Operations in a PE-Backed Company (and How to Judge It)
The revenue forecast in the model assumes a functioning sales operation. The company you just bought often does not have one. It has a founder who closed deals from memory, a CRM used as a contact list, and…
How to Hire a Sales Operations Consultant for a Portfolio Company Without Buying Activity
An operating partner rarely inherits a clean revenue function. More often the picture is a portfolio company two quarters into ownership where the forecast keeps slipping, the CRM holds three versions of the truth, and nobody can say…