CASE STUDY
Enhancing Investment Credibility
Industry
— Fin Tech
— Payments
Duration
— 2 months
Team
— 1 Managing Director
— 1 Director
— 1 Vice President
— 1 Associate
Services
— Sell Side Readiness
— FP&A Support
Structuring Key Growth & Churn Analysis for a FinTech Sale
A private equity-backed FinTech payments company, was preparing for a sale but lacked the critical analysis that buyers required. The company had never operated with these data-driven insights, making it difficult for the sponsor to align internal teams and produce the necessary diligence materials. With no prior experience building these analyses, the finance and operations teams struggled to provide clear explanations for revenue growth, customer retention, and sales pipeline effectiveness.
We were engaged to step in and construct the key analyses that would support the investment thesis, educate stakeholders, and provide a data-backed foundation for a successful sale.
The Execution
To bridge the gap between operational data and investment-grade analysis, we built structured financial models and insights, including:
Key Growth Driver Analysis – Constructed a data cube that segmented revenue and gross profit by customer and service line, integrating data from multiple sources. This model allowed us to connect revenue streams with issuance data at a granular level—something the company had never done before. The analysis pinpointed revenue-driving levers, explaining trends in gross revenue, net revenue, and issuance by product, service, and customer. This also helped normalize post-COVID revenue expectations.
Sales Pipeline & Win Rate Analysis – Integrated data from marketing CRM tools to build a sales pipeline model, tracking customer conversion rates at each stage. This allowed the company to justify its revenue projections with historical win rates, sales cycle lengths, and overall funnel efficiency, building credibility with potential buyers.
Customer Churn & Retention Analysis – Developed a customer lifecycle model to assess long-term retention trends across product and service lines. This analysis demonstrated that while some customers transacted infrequently, they remained consistent revenue contributors, smoothing out seasonality and substantiating claims of low churn and high product stickiness.
The Results
The company successfully leveraged these newly developed insights to strengthen its investment thesis and provide buyers with a clearer financial story. The sponsor and management team gained a deeper understanding of key revenue drivers, customer behaviors, and long-term business stability, improving their ability to answer diligence questions with confidence. The transaction process proceeded more smoothly, backed by data-driven credibility.
Developing a KPI Data Cube For a Company Sale
A private equity-backed auto parts manufacturer preparing for a sale required a consolidated, enterprise-level view of sales, gross margin, and KPIs across customers, SKUs, and other dimensions.
Unlocking Value in a Data-Challenged Business Sale
A private equity-backed business services company in the vending and catering industry was struggling to complete its sale due to significant financial and operational challenges.
