Congruity interviewed institutional investors to find out how they would evaluate specific product development decisions in an M&A scenario
Client's Challenge
A middle market B2B SaaS company was faced with a growing number of clients trying to replicate its solution in-house. A major driver of this trend was the conventional wisdom that integrating, rather than outsourcing, this solution would raise a company’s valuation in an M&A or buyout scenario.
Congruity's Approach
Congruity recruited a group of senior investors drawn from private equity, venture capital, M&A advisory and strategic acquirers to provide in-depth interviews.
We worked with the client to develop an interview template, rather than a script, in order to drive insightful, open-ended conversations about the effects that different investments in product development can have. We also developed a scaled ranking system to quantify investors’ preferences for different types of investments.
Our Results
Our research uncovered a diversity of insights from a range of different investor types. In the end, a clear preference emerged for rented or hybrid leases for SaaS solutions outside a company’s core competency, even if they are essential to operations.
Our client published the results of this study in a white paper, which was circulated to their clients and target audience.