Execution eats strategy for breakfast
Coming up with strategic options is not the hard part. Translating a strategic imperative into something the organization can execute is.
Insights
How we approach M&A research, strategy and retention in automotive retail technology. Written for corporate development leaders, CEOs and the operators who work with them.
Latest
Strategy, facilitation and turning decisions into execution.
Better executive decisions via the matrix
The difference is not the matrix. It is how you run it. Eight lessons from facilitating decision matrices for auto retail software leadership teams.
Where the insight comes from
40,000
auto industry connections, which gives us access to operators and subject-matter experts in every corner of dealer technology.
800+
auto-tech companies profiled, with licensed market data and a library of expert transcripts behind them.
Operators
Four partners who have run, bought and sold these businesses. What we write here is what we've seen work.
How to run an M&A research process that de-risks the deal
An eight-part series on the process we use to help dealer and OEM software companies decide whether to build, buy or partner.
- 1Start with the right question, not the target
Most automotive software M&A processes start with a target. The best ones start with a question.
- 2Map the landscape before you map the deal
You can’t price white space you can’t see. Landscape mapping comes before deal-making — every time.
- 3Size the prize honestly (TAM is not your friend)
A huge TAM has sunk more auto-tech M&A deals than a small one ever has.
- 4Build, buy, or partner: run all three, then choose
“Should we acquire?” is the wrong question. “Build, buy, or partner?” is the right one.
- 5The decision matrix that turns opinions into a decision
The fastest way to end a circular exec debate? Put the options in a matrix.
- 6Validate with experts, not just spreadsheets
A database tells you what’s true. A practitioner tells you what’s real. You need both.
- 7Screen targets to disqualify, not to fall in love
The best acquisition screen is ruthless about saying “pass.” Most lists are too polite.
- 8Land the recommendation: tie it back to growth and to the deal
A research project that ends with “here’s what we found” failed. It should end with “here’s what to do, and what it’s worth.”