The Private Equity Podcast, by Raw Selection

In this episode, Alex Rawlings speaks with Shiv Narayanan, CEO of How to SaaS, about how private equity firms can use marketing and AI as value creation levers. They discuss why many B2B companies underinvest in marketing, how AI is changing buyer behavior, and why brand authority and content are becoming critical for growth.
Timestamps
00:03 – Introduction to Shiv Narayanan and How to SaaS
01:55 – Common marketing mistakes in PE-backed businesses
04:15 – Finding the right marketing strategy and spend
08:06 – How PE firms should assess CMOs
12:49 – AI as a value creation lever
14:40 – How AI search is changing buyer behavior
16:02 – Why brand authority matters more than ever
17:54 – AI agents and the future of marketing teams
20:20 – The importance of investing in content
22:44 – Why podcasts and video are growing in B2B marketing
24:22 – The risk of overusing AI-generated content
25:21 – Shiv’s books and final advice
Key Takeaways
Many B2B companies rely too heavily on sales and underinvest in marketing.
Strong CMOs focus on revenue, forecasting, and enterprise value creation.
AI platforms like ChatGPT are reshaping how buyers research solutions.
Businesses need strong brands and quality content to remain visible.
Podcasts, YouTube, and thought leadership content are becoming essential.
Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.
🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/
🌐 Visit Raw Selection www.raw-selection.com

In this episode of the Raw Selection Private Equity Podcast, Alex Rawlings speaks with Christina Haxton about the relationship between private equity firms and portfolio company leadership teams.

They discuss how trust, communication, alignment, and culture impact execution during periods of rapid growth — and why many businesses struggle not because of strategy, but because of leadership friction and organizational disconnect.

Timestamps

00:00 – Introduction to Christina Haxton
01:27 – Common execution and leadership friction points
03:14 – Managing PE expectations vs operational reality
05:10 – Early warning signs of leadership misalignment
07:32 – Why strategy must be co-created
09:27 – Building trust between CEOs and PE firms
11:44 – What makes a compelling company vision
17:34 – Scaling quickly without burning out teams
21:12 – Why speed without alignment creates fragility
23:02 – The importance of constructive conflict
24:53 – Leadership resources and practical tools
29:32 – How to connect with Christina

Key Takeaways
Execution issues often come from unclear accountability and avoided conversations.
PE firms and executive teams need alignment on goals, timelines, and expectations.
Strong culture and trust are essential for sustainable growth.
Vision must emotionally engage teams — not just focus on financial targets.
Speed without alignment creates stress, confusion, and burnout.
Resources Mentioned
Scaling Up by Verne Harnish
The Five Dysfunctions of a Team by Patrick Lencioni
BE 2.0 by Jim Collins

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Episode Summary
Paul Brennan, PE-backed CFO, shares lessons from exiting Lindsay Precast (sold to The Jordan Company), covering exit prep, value creation, and integration.
⏱️ Key Timestamps
00:00 – Intro & Background
CFO experience across PE, public, and family-owned businesses.
01:23 – Common PE Mistake
Lack of clarity on why data requests matter → impacts alignment.
03:13 – Exit Preparation
👉 Prepare every quarter
 Update data room 
 Review QoE 
 Avoid last-minute pressure 
05:07 – Data Insight
Customer profitability analysis revealed hidden value drivers.
06:03 – Sale Process
👉 Management must own the narrative
 Review CIM as an outsider 
07:46 – Final Exit Lesson
Working capital & closing estimates need tighter focus.
08:44 – Key Win
CRM rollout improved pipeline visibility and buyer confidence.
11:08 – Acquisition (Dutchland)
👉 Weekly integration + team collaboration drove success.
13:57 – Finance Transformation
 Built FP&A + BI tools 
 Real-time data for better decisions 
14:51 – Standardisation
Unified processes improved scalability and exit readiness.
🔑 Key Takeaways
 Align teams by linking actions to value creation 
 Always be exit-ready 
 Data visibility = competitive advantage 
 Own your story in a sale 
 Integration requires structure and consistency 
 Strong FP&A drives performance 
Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.
🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides
for proven strategies, templates, and best practices to make smarter hires.

In this episode, Alex Rawlings speaks with Robert Irving, CEO of Buffalo Growth Partners. Robert shares his journey from building and selling a fire & life safety business to scaling within private equity and launching his own independent sponsor firm.
⏱️ Timestamps & Key Topics
00:00 – Introduction
Robert’s journey across founding, exiting, and re-entering private equity.
00:30 – Building & Selling a Business
 Grew to ~80 technicians and exited at 29 
 Joined a PE-backed roll-up, completing 100+ acquisitions 
01:21 – Biggest PE Mistake: People
 Misalignment of talent and roles 
 Importance of matching personal goals with business needs 
02:42 – Off-Market Sale Process
 Relationship-driven deal (~18 months) 
 Shared vision and timing were key 
03:40 – Why Sell?
 Rapid growth (3M → 12M revenue) 
 Opportunity to scale within a larger platform 
06:57 – Winning Deals
 Human connection over price 
 Understanding seller motivations (legacy, growth, people) 
09:18 – Scaling a Roll-Up
 Leadership staying close to frontline teams 
 Challenges of tech and data integration 
10:47 – Key Lessons
 Retaining founders drives value 
 Equity rollovers create alignment 
12:14 – Frontline Reality
 Change fatigue is real 
 Strong leadership needed during integration 
14:13 – Founder Retention
 Tailor roles to individuals 
 “Right person, right seat” approach 
16:36 – Buffalo Growth Partners
 Focus: service businesses (“guys in trucks”) 
 Operator-led investment model 
18:30 – Off-Market Strategy
 Dedicated outreach + industry credibility 
 Aim to be the “first call” when owners sell 
21:21 – Recommendations
 Brad Jacobs (M&A & scaling) 
 Alpine Investors (people-first PE) 
 Bill Gurley – Running Down a Dream
🔑 Key Takeaways
 People alignment is the biggest driver of success 
 Trust and credibility win off-market deals 
 Retaining founders unlocks long-term value 
 Execution and integration are critical 
 Operator-led PE is gaining momentum 
Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.
🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides
for proven strategies, templates, and best practices to make smarter hires.

Guest: Michael Arietta
Host: Alex Rawlings
🕒 Key Timestamps
00:00 – Intro
Overview of Garden City Equity’s long-term, people-first model.
00:40 – Biggest PE Mistake
Short-term thinking (IRR focus) limits investment in transformational initiatives like ERP, CRM, and AI.
01:37 – Long-Term Hold Strategy
30-year horizon allows compounding value without forced exits.
03:05 – Holding Company Model
All investors share ownership across all assets—better alignment and flexibility.
05:55 – Leveraging Investor Network
LPs provide deal flow, diligence, and operational expertise.
09:15 – Sourcing Investors
Built بالكامل through personal network—no institutional reliance.
10:42 – Strategic vs Institutional Capital
Strategic investors add value beyond capital.
13:17 – Low Debt Approach
Less leverage = lower risk, more flexibility, and founder alignment.
14:47 – Founder Advantage
Low-debt model appeals to founders seeking stability.
16:21 – Recommended Reads
Unreasonable Hospitality
Excellence Wins
You Can't Hurt Me
🔑 Key Takeaways
 Long-term ownership drives better outcomes 
 Strategic capital creates a “virtuous cycle” 
 Low leverage reduces downside risk 
 Investor alignment is a competitive advantage 
Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.
🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides
for proven strategies, templates, and best practices to make smarter hires.