Private Equity Value Creation Podcast Ep. 92: Drive Pipeline & Revenue Amid Market Uncertainty | Shiv Narayanan, How To SaaS
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Sep 25, 2025 Shiv Narayanan tackles the struggle of portfolio companies hitting sales targets, revealing how AI and economic shifts create a perfect storm for underperformance. He shares a roadmap for increasing efficiency by cutting wasted marketing spend and optimizing team structures. Strategies for maximizing customer value through upselling and reengaging lost deals are emphasized. The importance of targeted outreach and authentic thought leadership is discussed, offering a fresh approach to driving sustainable growth amidst rising competition.
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Cut Wasteful Marketing Spend Fast
- Stop wasting marketing dollars by auditing paid media and tracking to close one.
- Cut low-performing channel spend and move that money to EBITDA if it fails to generate commensurate pipeline.
Right-Size Teams Around A-Players
- Right-size teams by keeping the A-players and eliminating roles that don't drive value.
- Treat 20–30% of staff as core value drivers and reassess the rest for efficiency.
Maximize Customer Value First
- Prioritize expanding existing customers before chasing net new deals.
- Use pricing experiments and flexible terms to lower risk and unlock upsell opportunities.
