Framework overview, assessment methodology, and analysis of common execution patterns that impact value creation in SaaS and technology portfolio companies.
Our assessment framework examines five interdependent dimensions of commercial capability
Each pillar receives systematic evaluation using consistent criteria, producing RAG scores that clearly signal where intervention is required. The framework has been refined through 60+ audits across multiple sectors and provides comprehensive coverage of commercial capabilities required for scaling.
Market strategy & value articulation
Operations & execution infrastructure
Capabilities & organisational design
Metrics, unit economics & scalability
Ecosystem leverage & channel effectiveness
Clear signalling of where intervention is required
Critical gaps requiring immediate investment to prevent value destruction. These are blocking issues where the company cannot achieve its revenue plan without addressing the identified capability gap.
Red scores typically require investment committee awareness and resource allocation decisions.
Areas needing attention but not immediately blocking execution. These represent emerging risks that should be addressed within the planning horizon to prevent them becoming critical.
Amber scores inform 90-day implementation priorities and resource planning.
Capabilities adequate for the planned scaling trajectory. Green scores validate that existing infrastructure, processes, and talent can support near-term growth objectives without immediate intervention.
Green scores provide confidence in execution readiness.
Systematic patterns that destroy value across portfolios
Based on 60+ audits across SaaS and technology companies, several patterns consistently emerge that destroy value and prevent achievement of revenue bridges. Understanding these patterns helps investors identify risks during due diligence and provides portfolio companies with clear direction on where to invest resources post-close.
The transition from founder-led sales to systematic, repeatable sales processes represents one of the most critical inflection points in scaling. When this transition fails, growth stalls despite strong product-market fit.
Compensation plans that fail to drive the behaviours required for systematic scaling create perverse incentives that undermine growth objectives.
Support systems and infrastructure that lag behind headcount growth create operational bottlenecks that constrain execution.
Value messaging that resonated during early customer acquisition loses effectiveness as the team scales and market dynamics evolve.
Headline metrics that appear attractive mask underlying economics that prove unsustainable when examined forensically.
Critical capability gaps in commercial leadership, execution talent, or organisational design that constrain scaling.
Research and analysis informing our insights
Schedule a confidential briefing to discuss how our assessment framework can identify risks and unlock value creation opportunities in your portfolio companies.
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