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Apex Leaders Drives Skylark’s Marketplace Optimization Deal

The Client’s Challenge: Navigating the Uncharted Waters of Marketplace Optimization

Skylark Private Equity had a promising target in their sights within the Marketplace Optimization space. With a company already under LOI, they needed to move quickly. However, the complexities of this specialized sector, particularly the varying business models within the Amazon Marketplace, posed a challenge. They needed to gain a deep understanding of these intricacies—and fast—to make a confident investment decision.

Precision, Not Guesswork

Skylark needed more than just a list of “expert network” names; they needed targeted insights from industry luminaries who knew the industry well.

We assembled a team of industry veterans to support Skylark, including:
  • Experts with firsthand experience in Amazon’s 1P and 3P sales channels
  • Former high-level executives from leading full-service Amazon consulting firms
  • Former Heads of Seller Management from Amazon, providing insights into the platform’s inner workings

In addition, Apex identified and connected Skylark with four advisors who possessed a deep understanding of the industry’s complexities. Notably, one advisor brought the unique perspective of having worked both within Amazon and at a consulting firm, further enhancing Skylark’s strategic advantage.

An expert team working on market optimization.
These advisors included:
  • Senior Director at Spreetail
  • Strategic Advisor at Media Monks
  • Senior Leader at SupplyKick
  • Sales Leader at Pattern
As our client engaged with these advisors, they gained clarity on critical questions around:
  • Competitive Landscape: Understanding the types of players in this space and their differing value propositions. Advisors helped develop a nuanced understanding of the market’s complexities and challenges.
  • Industry Dynamics: Gaining insights on objective facts and subjective opinions about the market. Advisors helped understand the nuances, not just the broad strokes.
  • Client Acquisition and Go-to-Market Strategies: Learning about effective approaches to reaching and winning customers from experts that knew the nuances of the industry.

These additional perspectives provided an invaluable, on-the-ground view, revealing the true competitive landscape and confirming the target company’s unique value proposition.

“The Apex Leaders team was a pleasure to work with. Within just a couple weeks of our introductory call, we had met with several exceptional river guide candidates and subject matter experts that offered valuable industry insights and helped our investment team get up to speed quickly on a relatively unfamiliar space. Stephanie did a stellar job of soliciting our feedback following each call to better understand our evolving needs and adapting her focus accordingly. We derived a lot of value from our engagement with Apex Leaders and look forward to partnering with them on future deals.”

Adam Lewis
Skylark

The Results: A Confident Acquisition, Fueled by Expertise

This strategic approach empowered Skylark to make informed decisions and seize the opportunity with conviction.

  • Strategic Advantage: Skylark gained a competitive edge by understanding the Amazon seller ecosystem, enabling the development of a targeted and differentiated investment thesis.
  • Efficiency: Accelerated the due diligence process, allowing for a thorough assessment of the target’s market position, business model, and growth potential in a short time frame.
  • Enhanced Network: Skylark expressed high regard for several advisors (River Guides) and indicated a potential interest in collaborating with them further during the acquisition process.
  • Post-Acquisition Success: Leveraged insights to inform and enhance a post-acquisition strategy, driving accelerated growth and maximizing value creation.

Final Word: Expertise That Delivers

For our client’s portfolio company, we helped them achieve a significant breakthrough in their stunted flexible PVC division sales. The management team continued to engage this advisor and explore the option of hiring her as a full-time partner for their portfolio’s sales team.

In the fast-paced world of private equity, speed and knowledge are paramount. Skylark Private Equity leveraged Apex Leaders’ to navigate a complex market, gain a competitive edge, and close a significant acquisition under a tight deadline.

Let’s make you the most prepared PE firm at the table, leaving no stone unturned and no detail overlooked.

Let’s chat.

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