SERVICES

Derived from domain expertise in corporate and startup strategy, finance, Mergers and Acquisitions (M&A), post-merger integration, strategic alliances, competitive intelligence, market research, product marketing, investor and analyst relations, strategic product/service positioning, and over 15 years of hands-on experience in the collaboration industry, Collaboration Advisory Group provides hands-on consulting services for Service Providers, Vendors and Resellers in the Collaboration space.

 

With many years of expertise in the Corporate Development / M&A space, the primary service CAG offers Service Providers, Vendors and Resellers in the Collaboration space is help with their exit strategy, running a soup-to-nuts M&A advisory practice on both sell-side and buy-side for strategic and financial investors.

Services for Collaboration Service Providers

The Service Provider business is inherently different from a traditional AV/IT business. While most vendors’ equipment in the collaboration space are single-tenant, enterprise-grade solutions, a Service Provider is charged with creating a multi-tenant, career-grade solution with Service Level Agreements (SLAs), 24/7 support, combined with needs like provisioning of services, real-time monitoring of the infrastructure components for 99.999% uptime, reporting / analytics and billing as central features. With many years of experience setting up and managing Collaboration Service Provider offerings, CAG helps both existing and new Service Providers in the Collaboration space to setup and run profitable and differentiated services.

Services provided include:

  • M&A Advisory Services - both sell-side and buy-side
  • Comprehensive know-how in establishing multi-tenant Unified Communications as a Service (UCaaS) and Video as a Service (Vaas) offerings
  • Vendor selection advisory, based on customer and service requirements
  • Designing custom sales compensation models for Monthly Recurring Revenue (MRR) services sales people
  • Identifying and initiating strategic alliance opportunities across geographic borders, negotiating terms
  • US / Canada markets entry and sales enablement for EMEA and APAC-based service providers
  • Sales enablement and support
  • Reseller / Channel program design and relationship management
  • Assistance with RFP responses
  • Competitive and market intelligence

Services for Collaboration Hardware and Software Vendors

While all the talk of the industry is on the large vendors that dominate our space, there are a number of highly innovative and differentiated startups and established vendors who are looking to enter into new markets and/or increase their market share. With expertise in devising strategies for new market entries and establishing channel programs, CAG helps vendors in our space realize strategic alliances, enter into the North American market and devise sales strategies.

Services provided include:

  • M&A Advisory Services - both sell-side and buy-side

  • Identifying and initiating strategic alliance opportunities across geographic borders, negotiating terms

  • Reseller / Channel program design and relationship management

  • US / Canada markets entry and sales enablement for EMEA or APAC-based vendors

  • Assistance with RFP responses

  • Competitive and market intelligence

Services for Resellers in Collaboration

Long gone are the days of selling "boxes," or hardware-only solutions to the enterprise. With the advent of cloud-first strategies from most vendors, resellers in our space are experiencing a decline in hardware sales, and find themselves increasingly selling Monthly Recurring Revenue (MRR) type of services. Even hardware sales are now being packaged as MRR solutions by major vendors.

Resellers need to retool their entire business model, starting with sales compensation plans, to address this massive transition to cloud-based collaboration.

Services provided include:

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  • M&A Advisory Services - both sell-side and buy-side

  • Sales compensation plan design to encourage MRR sales

  • Assistance with RFP responses

  • Competitive and market intelligence

Services for Institutional and Strategic Investors

The Collaboration market, comprising of both on premise and cloud delivery of voice, video and web conferencing environments, is a large yet ever changing market with a number of established vendors and a large number of highly innovative new entrants. CAG helps both strategic and financial investors make sense out of the technologies, trends and players in the industry, to identify the next big investment opportunity.

Services provided include:

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  • Advice and insight on technologies, vendors and service providers in the Collaboration market

  • Market sizing, assessment and forecasting services

  • Buy-side M&A Advisory Services:

    • Acquisition target sourcing and analysis

    • Funnel management

    • Financial Modeling, valuation analysis

    • Letters of Intent

    • Complete due diligence management

    • Transaction structuring, terms negotiation

  • Sell-side M&A Advisory Services:

    • Strategic alternatives overview

    • Potential investor funnel management

    • Stand-alone and Pro-forma valuation analysis

    • Creation of marketing materials, teasers and information memorenda for potential investors

    • Overall process and relationship management from start to closing of the transaction

© 2019 Collaboration Advisory Group