Make Go-to-Market a Driver of Value Creation

Accelerate value creation within your portfolio using proven go-to-market strategies. We work with private equity funds and their portfolio companies to drive organic growth, improve EBITDA, and maximize exit valuation— from GTM due diligence to operational value creation.


's Commitment to Creating Value

Private equity funds are facing increasing pressure to accelerate the organic growth of their portfolio companies. As multiple arbitrage loses steam, value creation now relies more on operational excellence and revenue optimization.

Success depends on a structured approach: assessing go-to-market (GTM) capabilities during due diligence, rapidly implementing improvement measures after the acquisition, and building growth drivers capable of sustaining a premium valuation at exit.

The Challenges of Private Equity

Software & AI
Structure your go-to-market strategy for sustainable growth.
Pressure on Organic Growth
Accelerate revenue growth to support a premium valuation at exit.
Time constraints
Short holding periods that require creating value quickly.
Lack of sales capabilities
Affiliates do not always have the skills needed to achieve commercial excellence.

Our Support

GTM Due Diligence
Assess GTM capabilities and identify growth opportunities prior to the acquisition.
100-Day Plans
Rapidly deploy priority GTM improvements within the first 100 days.
Revenue Growth
Drive organic growth through sales, marketing, and pricing optimization.
Preparing for Discharge
Strengthen GTM capabilities to maximize value at the point of exit.

Private Equity Market Dynamics

60% of value creation now comes from organic growth. 

In the current environment, the highest valuations are awarded to companies capable of generating steady and effective revenue growth—beyond mere cost-cutting or M&A activity. But unlocking this growth potential remains a real challenge.
52%
Stagnant sales productivity
Executives are seeing stable or declining sales productivity, despite high growth targets.
12%
Longer sales cycles
Sales cycles are getting longer, largely due to increasing friction on the buyer side.
47%
Stagnant sales productivity
Executives are seeing stable or declining sales productivity, despite high growth targets.
75%
A Lack of Alignment at the Top
Three out of four Growth executives consider a lack of talent alignment to be the main obstacle to execution during the first year after an acquisition.

Our Solutions for Private Equity

Elaya helps you accelerate value creation in your portfolio companies throughout the investment cycle. We identify and activate high-impact go-to-market (GTM) levers to drive greater growth, improve EBITDA, and lay the groundwork for optimal valuation at exit.
GTM Due Diligence
Assess go-to-market capabilities and validate growth potential before investing.
Assessment of Income Quality
GTM Capabilities Benchmark
Identifying Growth Opportunities
Integration Risk Analysis
Creating Value in 100 Days
Quickly activate priority growth drivers as soon as the acquisition is complete.
Identifying quick wins
Business Process Optimization
Pricing and Discount Optimization
Accelerating the sales pipeline
Revenue Acceleration Programs
Drive sustainable organic growth through GTM optimization.
Improving Sales Performance
Optimizing Marketing ROI
Customer Success Development
Structuring Revenue Operations
Conversion of Equity Interests
Build a high-performing sales organization capable of sustaining long-term growth.
GTM Strategy and Organization
Organizing and Training Sales Teams
Optimization of the Technology Stack
Management and Reporting Systems
Improved Margins
Improve EBITDA through pricing, productivity, and operational efficiency.
Value-Based Pricing Strategies
Sales Productivity Gains
Optimization of Management Structures
Reduction in service costs
Preparing for Discharge
Prepare your equity interests to maximize their value at the time of sale.
Building a Growth Equity Story
Enhancing GTM Maturity
Demonstration of Scalability
Organization Ready for Future Buyers

Our Examples of Value Creation in Private Equity

These scenarios illustrate real-world results—anonymized and summarized from several assignments conducted for investment fund portfolio companies.
Scenario 1

Accelerating Post-Acquisition Growth

Challenge
A private equity fund had just acquired a B2B SaaS company whose growth had stalled. The challenge: to quickly restore growth momentum to validate the investment thesis and prepare for the next rounds of financing.
Solution
Implementation of a 100-day plan: refining the ICP, optimizing sales processes, improving lead generation, adjusting pricing, and structuring the Customer Success team.
Result
ARR growth increased from 8% to 42% annually, sales productivity doubled, NRR rose from 95% to 118%, and a Series B funding round was completed at a 2.3× higher valuation.
Scenario 2

GTM Due Diligence

Challenge
A fund was evaluating the acquisition of a professional services firm and wanted to ensure several key factors: revenue quality, client portfolio concentration, and the scalability of the business model.
Solution
Conducting a comprehensive GTM due diligence: customer interviews, win/loss analysis, assessment of competitive positioning, audit of GTM capabilities, and quantification of growth potential.
Result
Identified $12 million in at-risk revenue and $35 million in growth opportunities, which enabled the company to renegotiate the $18 million acquisition price and establish a 100-day roadmap for value creation.
Scenario 3

Conversion of an Equity Interest

Challenge
An industrial company had high-performing products but insufficient sales capacity, limiting its growth to 3% per year in a market that was growing by 15%.
Solution
Overhaul of the sales organization, implementation of a multichannel distribution strategy, development of internal sales capabilities, optimization of pricing, and creation of new aftermarket revenue streams.
Result
Revenue growth reached 23% annually, the EBITDA margin improved by 9 percentage points, and the share of aftermarket revenue rose from 12% to 31%, strengthening the company’s valuation potential upon exit.
Scenario 4

Value Creation at the Portfolio Level

Challenge
A fund held eight B2B software companies facing similar GTM challenges, but lacked a structured approach to improve their performance across the portfolio.
Solution
Development of a sales excellence playbook, standardization of KPIs, implementation of a best-practices sharing program, and operational support for each subsidiary.
Result
The portfolio companies achieved an average ARR growth rate of 34%, up from the initial 12%, an NRR of 115%, and exit valuations 1.8× higher than initial projections.

Choose Elaya, your network of Operating Partners who specialize in go-to-market strategies

All of our business experts have proven themselves in demanding environments.
Our consultants are not just theorists, but practitioners who have successfully implemented go-to-market strategies.

Stéphane Amiot

Operating Partner, Private Equity
Stéphane Amiot is a proven Go to Market leader, with solid experience in leading global teams and executing hyper-growth strategies for major SaaS industry leaders. Currently Chairman and CEO of the French subsidiaries of a billion-dollar US software publisher, he has previously held senior positions at Taleo/Oracle, SHL/Gartner, Cornerstone and ICIMS, and is also a Business Angels, investor and Board Member of several French tech start-ups.

Franck Brunet

Operating Partner, Private Equity
Franck Brunet is an Operating Partner specializing in accelerating growth and creating value for B2B companies, with more than 30 years of executive experience in France, Europe, and internationally, notably as the former Group Chief Revenue Officer at Sodexo. He has worked with more than 50 business units in over 30 countries, for companies ranging from a few million to several billion euros in revenue. Today, he advises executives and private equity funds on their go-to-market strategies and value creation plans.
Go to Market Excellence
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