"This became one of the defining moments of my career, culminating in a $4.4 billion transaction to take SolarWinds private with Turn/River Capital. These negotiations exercised my leadership principles, sharpened my judgment under pressure, and expanded my experiences. Negotiations have always been a part of life. Whether it involves your teenager's curfew, your team's priorities, or your board and the future, every negotiation comes down to the same vital tenets: credibility, balance, stamina, and persistence."
"While this may seem counterintuitive when you are in a room trying to determine the right price or valuation for your company, it is an important part of creating confidence. The meaning behind the words "do not sell" ties directly to one's intentions during a negotiation. Prove that you are confident in your company's value and your own value as a leader. This may actually lead to a better outcome. Further, no credible buyer is looking to buy a 'perfect' company."
The market slowed in 2024, with IPO activity cooling and M&A momentum weakening while a $4.4 billion take-private transaction was completed. A five-year strategy focused on customer success and productivity produced healthy growth and enabled consideration of going private. Finding a partner aligned with strategic goals was critical for the transaction. Negotiations tested leadership, judgment under pressure, and expanded executive experience. Key negotiation tenets included credibility, balance, stamina, and persistence. The positive outcome resulted from a highly engaged board and an aligned leadership team executing a disciplined, shared vision. Credibility began with restraint and demonstrating confidence rather than overselling.
Read at Fortune
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