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What is it like to source M&A deals with a focus on B2B software technology companies? Mahmoud Hmouz answers this question and many more as he discusses what a PE firm looks for when sourcing companies to consider for acquisition. He offers insights into the metrics a PE firm first looks at, gives advice for entrepreneurs on preparing for a “first date” conversation with a potential investor, and the importance of being honest about what an owner wants and mapping that to what an investor has to offer.
“An owner has to have the mindset of experimentation to scale revenue. The worst thing you can do is be set in your ways, doing things the same way as 10 years ago, but expecting different results.”
Mahmoud Hmouz
| What is the definition of an operating investor? How does this model of investing differ from the approach of a typical private equity firm? [5:35] | |
| What is the hardest part about sourcing potential acquisition companies? [10:35] | |
| How is a “good” company defined for possible acquisition? [15:25] | |
| Are there general characteristics that define the B2B space for M&A deals? [18:45] | |
| How can a company fight inertia to grow beyond its standard thought processes? [27:45] | |
| What are the most common mistakes that sellers make when they have initial conversations with a potential PE acquirer? [31:20] | |
| How can an owner build a relationship with a PE firm from the beginning? [35:45] | |
| What is the primary piece of advice to offer for entrepreneurs? [48:20] |
“Is there an opportunity for us, as a PE firm, to run this company better than it is being run today? That’s the question we are trying to answer in the initial qualification calls.” –
Mahmoud Hmouz
At Turn/River Capital, Mahmoud sources, evaluates, and closes B2B software deals, applying a wealth of experiences to his work in M&A. Before joining the software industry, Mahmoud built a biodiesel company from the ground up, producing 10 thousand liters daily. In his next role, he implemented a multi-million dollar project across all core departments at Hikma Pharmaceuticals. At software firm zulu5, Mahmoud helped lead the company’s expansion into the Nordics, then went on to build the sales department as Head of Sales at GrowthGenius and doubled the size of Constellation Software Inc.’s smart manufacturing software portfolio.
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