Unsticking a Stuck PE Firm
Request
A Private Equity firm came to Zintro looking to speak with information security leaders that recently evaluated and/or purchased from the company under review. Their main problem? They had already tried finding these individuals on Tegus and GLG, but neither network could find evaluators or buyers of the tool. Even though they spoke to two clients provided by the company's CEO, they wanted different viewpoints and back-channel feedback.
Process
The Zintro project team got on a call with the investment team to understand their goals and why the other two expert networks couldn't provide any relevant experts. They shared that the company only had around 30 customers total and that neither network could find any needles in their haystacks. With this knowledge, Zintro engaged their special ops team, designed to use alternative information sources when traditional networks won't suffice. They used 11 unique channels to develop target assumptions and proxy metrics they could work off of. Finally, they used custom messaging to gain interest from the experts found.
Results
Zintro was able to present nine people from different companies that had evaluated the company under review in the last 18 months, six of which had also purchased. The client interviewed eight out of the nine and learned that of the six buyers, five were planning on churning at their next renewal period. All cited poor ROI's and non-existent, customer support, and being oversold during the sales process. The full project took six business days to complete.
By the Numbers
9 evaluators and purchasers presented by Zintro
0 presented by other two expert networks combined
8 experts interviewed by the client
11 channels used by Zintro to find experts
6 days from launch to completion.
