The Acquisition-to-Growth playbook — Elizabeth Cholawsky // HG Insights

Elizabeth Cholawsky, CEO of HG Insights, delves into how to unleash the potential of technology intelligence. 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. Today, Elizabeth shares her insights on the acquisition-to-growth playbook
About the speaker

Elizabeth Cholawsky

HG Insights

- HG Insights

Elizabeth is the CEO of HG Insights, which is a sponsor of the MarTech podcast and a platform that uses advanced data science methodologies to process billions of unstructured digital documents to produce the world's best technology installation information and contract intelligence to accelerate their sales, marketing and strategy efforts.

Show Notes

  • 03:04
    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.
  • 03:55
    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.
  • 05:31
    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.
  • 06:22
    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.
  • 07:30
    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 now help companies make the best decisions in the cloud space.
  • 10:04
    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

Quotes

  • "In 2021, there was 5.2 trillion that got spent on acquisitions. I don't know exactly where we are now, but it's probably a quarter of that.”

  • "It's important to continue to keep your eye on acquisitions when you've got capital. And it's more important than ever to do it astutely."

  • "ZoomInfo has done 13 acquisitions. They just keep scooping things up. And they've remained profitable."

  • "6Sense has done five acquisitions since 2018, and have used that to fill in their product strategy."

  • "When I'm thinking about M&A, I'm thinking about whether an acquisition is going to diversify what I'm already doing, increase my market share, give me a new business line, etc."

  • "The leverage that companies have to buy other companies is not quite there. But I think that by the end of this year we're going to be coming out of that."

  • "My prediction is, early next year, I think there's going to be a tsunami of M&A because there's a lot of built-up demand both on the buy and the sell side."

About the speaker

Elizabeth Cholawsky

HG Insights

- HG Insights

Elizabeth is the CEO of HG Insights, which is a sponsor of the MarTech podcast and a platform that uses advanced data science methodologies to process billions of unstructured digital documents to produce the world's best technology installation information and contract intelligence to accelerate their sales, marketing and strategy efforts.

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