Podcast: Insights on the Acquisition-to-Growth Playbook

August 13, 2023

Insights on the Acquisition-to-Growth Playbook

In this episode of the MarTech Podcast, Elizabeth Cholawsky, CEO of HG Insights, shares her insights on the acquisition-to-growth playbook, and how Technology Intelligence empowers companies to conduct thorough due diligence for their acquisitions.

When it comes to growth, companies must strategically leverage various tools and approaches to stay competitive and thrive in a rapidly evolving market. Mergers and acquisitions (M&A) enable B2B companies to expand their market reach, diversify their offerings, and tap into new opportunities for growth.

Talking Points:

Mergers and acquisitions (M&A) in B2B growth strategies
As innovation alone may not suffice, incorporating M&A into B2B growth strategies is essential to keep pace with market developments. However, acquisition spending has decreased from 5.2 trillion in 2021 to approximately a quarter of that figure due to the state of the economy today.
The significance of Technology Intelligence in acquisitions
Focusing on acquisitions remains crucial regardless of market conditions, and Technology Intelligence plays a vital role in making astute decisions. HG Insights’ Technology Intelligence empowers companies to conduct thorough due diligence for their acquisitions.
Companies making notable acquisitions
With 13 successful acquisitions and sustained profitability, ZoomInfo stands out, with Chorus AI being one of the notable ones. Another noteworthy player is 6Sense, which has executed five acquisitions since 2018 to fill in their product strategy.
ZoomInfo’s strategic acquisition of Chorus AI
ZoomInfo’s acquisition of Chorus AI served to diversify their offerings and expand their market footprint by focusing on individual sellers’ execution of tactical work. The acquisition also further differentiated ZoomInfo from HG Insights.
HG Insights decision process for acquisitions
Intricately had an innovative technique that differed from how HG Insights collects and mines its insights. By combining the two complementary pieces of Technology Intelligence, HG help companies make the best decisions in the cloud space.
The future of the B2B landscape for M&A
As a result of low company valuations and high interest rates, M&A is not expected to pick up till next year. However, by early next year, as the stock market and economic conditions improve, a surge in M&A activity is predicted, driven by pent-up demand on both the buy and sell sides.