For growth private equity firms, there’s often a gap in time between when they acquire a company and when it begins to grow rapidly.

The overarching problem they consistently face is: that gap in time is too long.

Growth private equity firms typically have no more than five to seven years to exit their portfolio companies for a profit. They work with tight timelines, and too often their companies are slow to reach a point of sustainable growth.

Why does this gap exist?

Because the B2B SaaS companies they acquire have often grown through sales or channel partnerships, and they…

Whenever we talk to prospects about what’s broken in their marketing efforts, 8 out of 10 tell us analytics and attribution.

The reason for this is the disconnect between their data sources. In B2B SaaS marketing strategy, the conversation usually begins and ends with traffic and engagement analytics. CRM and product-usage data are managed by different stakeholders. As a result, they rarely enter the conversation for in-house marketers.

The silos formed by these different groups have other consequences as well. One of them is a fragmented view of the customer journey. …

Almost every SaaS wants to start off with a low touch model and later add a sales team so they can move up market.

Never one for convention: at my last startup, we hit a point where we wanted to change from a direct only sales model to a low touch model and weirdly move down market.

Doing that took a heck of a lot of effort and when I wrote this thread summarising the key ideas, I took out a lot of complexity, reducing everything down to 10 principles.

But the reality of building a demand generation flywheel is…

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Recently, on a community I’m part of, I saw a request for a logo to be designed. The guy asking has just started to see a little traction with the product he’s building and his partners felt it was time to update their brand.

They set a very small budget (understandably) and asked for people to pitch for the work.

Although totally admirable — visuals do matter to a certain extent — this is the wrong approach to growing something because it focuses on the wrong thing.


Running businesses has taught me that being the underdog is a privileged…

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Every month, our team Basecamp sends everyone at doopoll an auto question: Read any good books lately? It’s an opportunity for us to share what we’ve been interested in and inspired by over the previous few weeks.

I love reading. Here’s what I just shared in response:


Calypso by David Sedaris:

Sedaris’ essays are all so good. This book is about suicide, cancer, feeding medical waste to animals, Eastern European insults, difficult relationships with parents. And it is ABSOLUTELY HILARIOUS.

I thought about taking the penis home and mailing it to one of my sisters for Christmas but knew that the moment…

Late last year, the Growth and Competiveness Commission, said that connectivity would be important in the success of the Cardiff Capital Region (CCR) City Deal.

The deal, covering 10 local authorities in South East Wales (Here’s a list), is an opportunity to invest in long term innovation and creating a joined up economy for the region.

One of the perennial criticisms of Cardiff — although certainly this is not unique to Cardiff as a capital — is that it is too inward looking. …

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Meeting used to be simple and relatively popular. You sat and you listened to the update and you carried on with your work at the end of the meeting.

In the knowledge economy, nothing is linear and so the classic meeting format of sitting at a board table has spawned dozens of new kinds of meeting scenarios to accommodate its abstract nature.

You often read blog posts about how to avoid meetings or introducing some way to make them shorter so that you can get out of them faster.

This is fine, I guess. But if you’re a people person…

I was delighted and honoured, recently, to have been invited to join the boards of two organisations that I value and respect greatly. The first, the Institute of Welsh Affairs is an independent think tank working to make Wales better. The second, Sinfonia Cymru is a young and innovative chamber orchestra for Wales.

I want to talk a little bit about why they are both incredibly important and also why I’m happy to announce that I’m joining their respective boards.

Sinfonia Cymru

I first became aware of Sinfonia Cymru in my old business, Small Joys, when we were asked to pitch for…

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In 2013, I was worried that I was working without any kind of direction or structure. I was not mortally panicked, but I was certainly aware that if I was going to have a long career, I needed to create a context for my working life.

I needed to find some kind of framework for decisions.

A few months ago, I shared doopoll’s operating principles. The idea itself is one that I have used in almost every project that I have worked on both personal or corporate.

But I haven’t ever really explained why I believe the things that I…


A few weeks ago I published an article about how we’re establishing company culture at doopoll. That article was picked up by FT blogs etc and garnered a huge amount of interest from all kinds of people.

If you’re working in a modern organisation, it’s difficult to get away from the word ‘culture.’ People talk about it all the time. There are even conferences related to building healthy culture.

Think about the companies that you most admire. What is it that you admire about them? Rarely is it only their product. …

Marc Thomas

Head of growth — @poweredbysearch Sharing B2B SaaS growth marketing links at

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