Positioning PE Firm as Preferred Buyer through Executive Relationships

The Challenge

CIVC Partners has a strong track record when it comes to investments in the IT Services space. Their portfolio includes companies that perform IT managed services, digital engineering, cybersecurity and database management. When presented with an opportunity to invest in a value-added reseller (VAR) of OT and wireless IoT networking hardware, they
needed to understand the supply chain relationships and differentiate themselves as a thoughtful partner to the management team.

Our Approach

Apex matched CIVC with several current and former employees at OT and wireless IoT networking hardware OEMs. Additionally, Apex sourced individuals at the top 3 telecom companies that helped CIVC better understand the relationship with vendor partners and end users’ perspectives on their decision-making process.

The Results

CIVC worked repeatedly with Wayne Stargardt, Former Vice President of Network Operations and Engineering at Sierra Wireless. Stargardt helped them to understand the relationship dynamics with OEMs as well as the larger macro trends of how this industry performs in various economic cycles. CIVC asked Stargardt to attend management presentations to help
with diligence, and also to show the buyer how committed CIVC was to their company and its future.

Ultimately, the process led to a successful acquisition.