Commercial Due Diligence
Tight Timeframe for Data Collection and Analysis
A Private Equity firm was evaluating the acquisition of a B2B software provider offering specialized solutions for a niche segment of SME clients across Europe and North America. The software addressed complex regulatory and workflow needs within a fragmented market. To assess the commercial viability and growth potential of the target, the PE firm initiated a Commercial Due Diligence (CDD) led by a Big Four consultancy. Due to time pressure and the need for granular market insights, we were brought in to lead the primary research component.
Task
We were tasked with delivering high-quality, actionable insights within a compressed 10-day window. The focus was to validate key assumptions around customer demand, pricing power, competitive landscape, and potential for geographic and vertical expansion. Our deliverables would directly feed into the investor memo and valuation model used by the deal team.
Actions
To address the brief, we:
- Together with our client, developed a tailored CDD interview guide, focused on procurement decision-making, pain points, vendor evaluation, and renewal dynamics.
- Prioritized interviews with current customers, lost customers, and competitor clients to triangulate positioning and satisfaction levels.
- Integrated hypotheses from the Big Four's market model to guide qualitative questioning (e.g., "Is customer churn driven by feature gaps or pricing?").
- Conducted interviews in local languages across three key markets (Germany, France, USA) using native-speaking researchers.
- Aligned with the client on interim findings every 24 hours to allow for live calibration of focus areas and emerging red flags.
Result
In just 8 working days, we completed over 140 interviews across three countries. Our work uncovered key commercial insights, including:
- Evidence of high customer stickiness despite weak UX, due to critical process integration
- Uneven satisfaction levels across regions, revealing overdependence on key account managers
- Strong interest in a compliance-related module not yet monetized—prompting revised growth projections
- Market confusion between the client and two competitors due to similar value propositions—posing a branding risk
Use Cases
Over 1000 successfully supported projects in hundreds of different verticals, we know how to cover markets.
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Gathering Local Market Intelligence in Hard-to-Reach Countries with Language and Access Constraints
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Rapid Market Understanding Across Multiple Continents Under Tight Deadlines
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Engaging Public Sector Stakeholders to Map Software Usage and Vendor Dynamics
A global consulting firm reached out for support on a due diligence project focused on the public sector, specifically within fire departments across the United States. The goal was to understand decision-making processes around the selection and use of software solutions that support day-to-day operations. The project required coverage across various U.S. regions, with a focus on decision-makers responsible for or involved in technology selection and vendor evaluation.
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Sourcing and Engaging a Niche Target Group Within a Tight Timeline
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Understanding Marketplace Dynamics Across Key Industry Stakeholders
A global consulting firm engaged us to support a U.S.-focused strategy project aimed at exploring how companies in the shipping industry interact with digital platforms that facilitate the movement of goods. The study focused on two key stakeholder groups: brokers and carriers, with the goal of understanding how each uses technology to manage coordination and operational needs within the logistics space.
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Tight Timeframe for Data Collection and Analysis
A Private Equity firm was evaluating the acquisition of a B2B software provider offering specialized solutions for a niche segment of SME clients across Europe and North America. The software addressed complex regulatory and workflow needs within a fragmented market. To assess the commercial viability and growth potential of the target, the PE firm initiated a Commercial Due Diligence (CDD) led by a Big Four consultancy. Due to time pressure and the need for granular market insights, we were brought in to lead the primary research component.
Learn more