Most sellers don’t find out what buyers will think of the go-to-market (GTM) engine until it’s too late. At Coppett Hill, we have the privilege of carrying out GTM due diligence (GTM DD) for a wide range of private equity funds, typically late in a sale process, which gives us deep and unique access to management teams, GTM systems. and data. We’ve looked back at the last 20 GTM due diligence projects we’ve completed, on businesses that successfully secured private equity inv

AI is changing how consumers discover and research products, and much of what gets written about it reaches straight for the biggest claims: the death of the website, the death of Google and the end of marketing as we know it. But is that really where we're heading? This article focuses on consumer ecommerce, where the impact of agentic AI is being felt by almost all advertisers in some way. Many of the underlying themes will also apply in B2B, where AI is increasingly being

You might think that all online-led consumer businesses are just about digital marketing and website conversions, but a large number have a significant, often in-person, sales aspect to them. These “lead-gen to sales” models are prevalent across several verticals – including home improvement, assisted living products, holiday home letting, secondary/higher education providers, and financial and legal services like insurance, wills, and family law. They share several common

An increasingly common complaint across my network is the increasing volume (and clearly AI-generated nature) of cold outreach via email and LinkedIn – one recent example, shared anonymously, reads: “Dear X, I wanted to share a quick thought. At XXX we automate key parts of your sales process to reduce human error and make data instantly accessible. This empowers your team to focus on decision-making, with AI handling the heavy lifting of data—pure, reliable, and ready to dr

Last year, Director of Revenue Operations was one of the fastest growing jobs in the US. Yet here at Coppett Hill we find that many businesses still lack clarity what the role can mean and its potential impact. The true value of Revenue Operations (RevOps) lies in building an efficient, scalable revenue engine by aligning processes, systems, and data across teams, helping address revenue leakage and deliver seamless customer experiences. Recently, I spoke with Nik Kumar,

In my previous role I saw first-hand how different sales methodologies work, even within a single organisation. I also bear some scars for where they don’t. Within my Sales function I had team members negotiating multi-year agreements across multiple product lines with the world’s largest bookmakers, there were people selling complex technology and data products to engineering and product teams, and there were teams fielding inbound advertising requests for tomorrow’s newspap

The ability to win ‘new client logos’ is one of the most important predictors of future growth for a B2B business. The problem is, assessing this ability isn’t always straightforward, even though there is often no shortage of data available. Deciphering the drivers behind new client logo acquisition can involve navigating siloed datasets, accommodating inconsistent CRM entries and picking apart complicated financial models. More often than not, in our experience, all of these

CEOs and PE firms alike have mastered the art of value creation through improving financial, talent, and operational efficiencies, but sometimes go-to-market market performance improvements seem to cause more trouble, and nowhere is this more prevalent than in pricing. Though we’ve covered pricing in a previous article, it can feel very theoretical, so I wanted to hear from someone who’s been on the front lines for some more practical advice, and who better to provide that th

We’re continuing our series on alternative indicators of growth, looking at whether any ‘vanity’ metrics are correlated with or predictive of profitable growth, based on the work we do with our clients to create a single customer view across their various marketing and sales data sources. Today we are focusing on enquiry response time – how many times have you filled in an enquiry form on a website and felt like you were just shouting into the void? Our conclusion is that