The Revenue Leadership Podcast with Kyle Norton

E24: What PE-Backed CROs Do Differently with Vanessa Brangwyn, CRO of Motus

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Mar 12, 2025

Vanessa Brangwyn, CRO of Modus, shares her journey through the tech industry, detailing the contrasts between venture capital and private equity environments. She discusses how PE firms prioritize efficiency and profitability, the challenges of navigating board dynamics, and the need for strategic market entry. Vanessa emphasizes the significance of a customer-centric approach and the advantages of her background in customer success. Plus, she offers insights on integrating go-to-market strategies post-acquisition and fostering teamwork in revenue leadership.

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INSIGHT

Public Company Dynamics

Achievers' acquisition by Blackhawk Networks provided financial stability, crucial for reassuring large clients about reward redemption.
However, it also reduced flexibility in innovation and growth compared to the VC-backed stage.

ANECDOTE

Spin-out and PE Backing

Blackhawk, Achievers' parent company, was acquired by Silver Lake, a PE firm.
Achievers was then spun out as an independent entity, still backed by Silver Lake.

INSIGHT

PE vs. VC: Structure and Learnings

Private equity firms offer valuable, structured playbooks and shared learnings from their portfolio companies, like Toma Bravo's QAM.
This contrasts with the VC approach of betting on founders' expertise.

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What does it take to lead revenue in a private equity-backed company? In this episode, Kyle Norton talks with Vanessa Brangwyn, CRO at Motus, about the key differences between VC and PE environments, how PE firms drive efficiency and profitability, and what revenue leaders need to succeed. She also shares insights on integrating go-to-market strategies post-acquisition and managing a PE-backed board.

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Key chapters:

(00:00) - Introduction to Vanessa Brangwyn and Achievers' Journey (03:13) - Transitioning from VC to PE: The Achievers Experience (06:03) - Navigating Public Company Dynamics (08:56) - The Spin-Out: Achievers' New Chapter (12:06) - Exploring the Private Equity Landscape (14:56) - CRO Insights: PE vs. VC Dynamics (18:10) - Shared Learnings in Private Equity (20:46) - The Role of Structure in Team Dynamics (24:05) - Profitability vs. Growth: Understanding PE Goals (26:48) - Strategic Decision-Making in PE (29:55) - Efficiency Metrics in Private Equity (37:59) - Tactical Metrics for Sales Efficiency (40:52) - Understanding Board Engagement in PE vs VC (44:42) - Navigating Incentives and Decision-Making in Boards (47:06) - Leveraging Data for Effective Board Management (49:46) - Lessons from Private Equity for Venture-Backed CROs (51:10) - Strategic Rationale Behind Acquisitions (56:38) - Integrating Go-To-Market Strategies Post-Acquisition (01:01:11) - Customer Success Insights for CROs (01:05:42) - The Role of Authenticity in Leadership (01:10:21) - Advice for Emerging Leaders (01:12:20) - Lessons Learned from Leadership Experiences