Our pillars when investing

Management & Organization

Focus & Prioritization

Alignment

Team Depth & Succession

Management & Organization

Prioritize a limited number of key objectives and leverage OKRs throughout the organization to drive execution

Ensure all functions and leaders within the organization are working toward the same goal

Build a scalable organizational structure with a focus on product and efficient distribution

Value Creation

API-Led Growth

Efficient Go-to-Market

Market Expansion

Value Creation

Playbook and resources to drive API-led growth across the organization

Disciplined go-to-market approach focused on sales efficiency, segmentation and packaging, and potential for product-led motion

Addressable market expansion through API-led growth, strategic adjacencies, and focused product development

Operational Excellence

Financial & Reporting

Recruiting & Retention

Customer Success & Expansion

Engineering & Development

Operational Excellence

Operational excellence playbook to build an institutionalized and high-functioning organization

Strategic relationships and resources to assist functional leaders

Operating partners and senior advisors to provide ongoing support, coaching, and leadership development

How we work with companies

We help companies with API-led growth, go-to-market efficiency, and focused expansion. We work with companies to determine the two or three difficult, yet key decisions that will drive the most long-term value.

Investment Criteria

API-Led Growth

API-led growth as the key driver of value across the organization

Drive organization-wide commitment to API-led growth, beginning with senior leadership through product, development, marketing, and sales

Three core strategies drive API-led growth:

Collaboration APIs that drive mutually beneficial partnerships with other software platforms, systems integrators, business process outsourcers, and customers
Ecosystem Access APIs that open a complex network of data and transactions to third parties
Enablement APIs that expose key capabilities, including workflow, data, and services, for consumption by others

Efficient Go-to-Market

Go-to-market focused on efficiency and potential for a “bottoms-up” motion

Align go-to-market motion to market opportunity, average contract value, and sales cycle, while balancing growth with profitability

Go-to-market efficiency driven by:

Relentless focus on core ICP and alignment across organization
Eliminating spend on marginal lead generation and low conversion segments
Disciplined focus on data and attribution by establishing RevOps function
Investment in thought leadership, product marketing, and channel partnerships

Market Expansion

Market expansion driven by API-led product strategy and key market adjacencies

Selectively target addressable market growth:

Expose existing capabilities through APIs to new and long-tail use cases not currently addressable
Deeper segmentation of existing market drives new opportunities for positioning, use cases, pricing, and packaging
Select expansion into adjacent verticals with referenceable customers and strong product-market-fit
New product development driven by focused platform strategy to drive increased adoption and stickier usage