Episode #30: Building on Fundamentals: Why GTM Strategy Drives PE Returns w/ George de los Reyes
George de los Reyes, CRO and Managing Partner at Cortado Group, sits down with Nick Creasey and Scott Estill to discuss how private equity firms actually execute go-to-market transformation in portfolio companies.
With PE acquisition multiples higher than ever, growth is no longer optional. George walks through the foundation-first approach to scaling revenue: understanding your buyer, building repeatable sales processes, creating smart account segmentation that balances fit and revenue potential, and aligning your sales and marketing leadership.
The conversation covers real examples of quick wins (the "40 million dollar sprint"), the critical mistakes he sees in portfolio companies, and what separates sales leaders who can scale from those who become bottlenecks. For investors, operators, and management teams focused on bridging the gap between deal thesis and portfolio company execution, this episode is essential listening.