Cepture.io

Close your EBITDA and Valuation gap with proven GTM Playbooks for PE

There is a critical shift in how B2B firms grow revenue - and how PE firms add value to their portfolio companies.

The old way: Hire more people to hit EBITDA goals.

The new way: Use revenue tech, not headcount, to achieve EBITDA targets. 

Cepture partners with PE firms and their PortCos to drive this transition across:

1. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐭𝐨 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐨𝐧: Transforming initiatives into workflows and daily activities, ensuring seamless tech-driven EBITDA growth

2. 𝐏𝐫𝐨𝐯𝐞𝐧 𝐑𝐞𝐬𝐮𝐥𝐭𝐬: With experience across 100+ companies, we bring proven GTM Playbooks for growing EBITDA through technology

3. 𝐆𝐓𝐌 𝐓𝐞𝐜𝐡 𝐄𝐱𝐩𝐞𝐫𝐭𝐢𝐬𝐞: Enhance seller productivity by 30%+ with our guidance through the GTM tech jungle, avoiding costly mistakes

Looking to build your GTM value creation playbooks? Send me a message on LinkedIn to learn more or at https://www.cepture.io/contact-us

Founder

Revenue Syndicate

The UK’s first Angel Syndicate and community, designed exclusively for the end-users of tech-enabled solutions. 
Raise money from people that understand your vision and can partner with you to get there. Your users.

Angel Investor & Advisor

Outreach

𝐀𝐝𝐝 𝐫𝐞𝐯𝐞𝐧𝐮𝐞. 𝐒𝐮𝐛𝐭𝐫𝐚𝐜𝐭 𝐜𝐨𝐬𝐭𝐬. @ 𝐎𝐮𝐭𝐫𝐞𝐚𝐜𝐡.𝐢𝐨

Outreach is the only Sales Execution Platform that helps customer-facing teams efficiently create and predictably close more pipeline. 

From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase the output and quality of work for all go-to-market team members across the revenue cycle.

Outreach is the only company to offer sales engagement, revenue intelligence, and revenue operations functionalities in a unified platform. More than 5,500 companies, including Zoom, Siemens, Okta, DocuSign, and McKesson depend on Outreach to power their revenue organizations. 

𝐌𝐚𝐢𝐧 𝐑𝐞𝐬𝐩𝐨𝐧𝐬𝐢𝐛𝐢𝐥𝐢𝐭𝐢𝐞𝐬:
* Gather, analyse, and define the needs and desired outcomes of new and existing customers. Including, solutioning, integrations, application architecture, and managing edge cases.
* Clearly articulate the benefits of the Outreach's Platform by delivering high-impact sessions to all levels of the organisation, including the Executive Team 
* Provide input to cross-functional teams to improve the product, market position, and the sales model
* Mentor and guide new SC hires in their process from Rookie to Revenue 
* Become a Subject Matter Expert - educate prospects and customers on Sales Execution and Outreach across channels, including LinkedIn 

𝐑𝐞𝐬𝐮𝐥𝐭𝐬:
* Added over $3.4M in portfolio value
* Staffed on 300+ prospect and customer engagements
* Supporting 5-15 reps, simultaneously 
* Helping build out and scale departments, including
 - Value Consulting
 - Channel Partnerships
 - Solutions Consulting
* Providing feedback to and supporting the Product Team

Lead Solutions Consultant

Senior Solutions Consultant

NetSuite

NetSuite, the world's leading Business Management Platform, enables companies to achieve their growth goals by establishing the whole company on ONE unified platform across ERP, CRM, PSA, SCM, Ecommerce, HR & Reporting. 

My main responsibilities include: 
* Gather, analyse, and define the needs and requirements of new customers
* Clearly articulate the benefits of NetSuite's Platform by delivering high-impact demonstrations to all levels of the organisation, including the Executive Team 
* Provide input to cross-functional teams to improve the product, market position, and the sales model
* Mentor and guide new SC hires in their process from Rookie to Revenue 

Key Results: 
* Helped establish NetSuite in the Nordics as the 1st Solutions Consultant for Norway & Denmark, while helping to accelerate the growth of the UK/I markets.
* Engaged with 100+ companies, supporting 5-15 Sales Reps. simultaneously
* Added over $10 mill. (DKK 65 mill.) in portfolio value

Solutions Consultant

TimeGruppen - Rådgivere med vilje

As a Management Consultant for SME's I have been involved in numerous consulting engagements focused on growth strategies and market development. 

Recommendation quote: "...benefited from Said's deep business understanding, analytical capabilities, and action-oriented approach."

Junior Consultant

Copenhagen Capacity

Copenhagen Capacity attracts talent, companies, and capital from abroad to Greater Copenhagen. As part of the Analysis Team, I assist the in-house consultants with a variety of tasks including: 

- Conducting qualitative and quantitative analyses (from firm to macro level)
- Utilising and updating analytical tools 
- Various ad-hoc tasks

Assistant Analyst

Samlino.dk

The position entailed analysing and comparing the insurance and telecom market, uncover specific customer needs and subsequently recommend the optimal insurance and telecom option for the customer. This position allowed me to further develop my listening abilities, customer service, and sales skills. 

Recommendation quote: "... "Said always works with a high degree of enthusiasm and competence level. This makes him welcome challenges as opportunities to be captured rather than threats to be avoided and we have had the pleasure of benefiting from this approach".

Customer Advisor

Quartz Consulting

My focus on contributing value, personal discipline and professional approach resulted in a 97% customer satisfaction rate. This made me one of the most asked for and frequently booked freelance translator across all translation agencies. 

Thus, early on I became aware of the importance of critical business skills, such as:
-	How to concretely solve challenges and have a proactive approach 
-	The importance of having a customer-centric approach 
-	Operating a business from the strategic down to the tactical level

Owner

10+ years as an operator in the intersection of Sales, Tech, and Finance - helping companies grow through Technology.

My‬‭ super-power‬‭ is‬‭ combining‬‭ a‬‭ deeply‬‭ commercial‬‭ mindset‬‭ and‬‭ understanding,‬‭ with‬‭ technical‬‭ aptitude‬‭ to help companies leverage revenue tech as a value driver. 

Founder @ Cepture, partnering with PE firms to grow EBITDA through Revenue Tech.

By embracing Revenue Tech, we've successfully driven EBITDA targets, adding over $15M in portfolio value.

Connect and let us discuss how you can achieve your EBITDA targets without inflating costs.

Discover more at Cepture.io
Or send me a message here on LinkedIn

Before Cepture, I worked as a Solutions Consultant for 6+ years across: 
* Outreach: Added over $3+ Million in portfolio value, supporting 5-15 reps simultaneously. 
* Oracle NetSuite: Added $10+ Million in portfolio value, being the first Solutions Consultant in a new segment (team size of 9 when I left)
* Management Consultant: Helping companies identify and grow new business segments

Always feel free to reach out and say Hi :-)

Said E. Mussa

Thunes

Thunes (Series C - Visa, EDBI, Endeavor Catalyst, Marshall Wace, Bessemer Venture Partners, 01Fintech, Checkout.com, GGV Capital, Helios Investment Partners, & Insight Partners) is a global payments company enabling seamless, instant, and transparent money movement. Its modular capabilities empower its customers to Pay, Accept, Exchange and Comply in developed and emerging markets worldwide.

VP Commercial Operations and Enablement

Vorboss

Vorboss (PE-backed - owned by Fern Trading) is transforming business connectivity with a next-gen dedicated fibre network.

Responsibilities:
▪ Building the RevOps capability to support the new GTM and form partnerships with System Engineering and Finance.
▪ Tracking GTM effectiveness including revenue reporting (internal & board), compensation management & resource leveling.
▪ Improving Marketing automation & handover processes for transparency into top-of-funnel activity & attribution.

Revenue Operations Lead 

ComplyAdvantage

ComplyAdvantage (Series C - Goldman Sachs, Ontario Teachers, Index Ventures & Balderton Capital) is rethinking how firms control financial crime risk by removing the friction of complying with regulations relating to sanctions, anti-money laundering (AML) and terrorist financing (CFT), anti-bribery and corruption.

Responsibilities:
▪ Leading the Revenue Operations team, supporting 4 offices globally - London, New York, Singapore & Cluj (500 employees globally with 150 in Commercial)
▪ Strategic leadership of BDRs globally with functional leadership of EMEA BDR team

Director, Global Revenue Operations & Business Development

2022 Highlights:
▪ Strategic leadership of BDRs globally (delivering an average of 40% growth in new meetings each quarter) 
▪ Functional leadership of the EMEA BDR team
▪ Automation of Lead Generation workflows (account sourcing/enrichment & contact sourcing/enrichment) through data orchestration platform Tray.io & data partners ZoomInfo & Cognism to support GTM 
▪ Rationalisation of the commercial stack whilst accommodating additional 45% headcount growth (450+ employees) -  key partners include Salesforce, HubSpot, Outreach, Clari, ZoomInfo, Cognism, LinkedIn, Tray.io, ChurnZero & Looker
▪ Leading 2 mission-based squads: Sales Outreach Capability & CRM Data Enrichment & Automation

2021 Highlights:
▪ Growing ARR by 80% - GTM partner to Marketing, Direct Sales, Channel Sales, CS Organisation, & Account Management
▪ Completion of Series C-1 - Data room, revenue projections & commercial insight
▪ Built RevOps function from scratch to team of 7, including Analysts and Administrators, to support 4 offices globally - London, New York, Singapore & Cluj
▪ Structured the commercial stack to accommodate 35% headcount growth
▪ Leading 3 mission-based squads: RevOps Enablement Capability, ABM Data Capability, & Sales Outreach Capability

Global Head of Revenue Operations

Forbes Business Development Council

The Forbes Business Development Council is an invitation-only organization for senior-level sales and business development executives. Members are selected for the council based on the depth and diversity of experience in the business development space.

Forbes Council Member

Seatfrog

▪ Seatfrog (Series A - Octopus Ventures) partners with train operators to allow standard class ticket holders the ability to upgrade to premium seats through auctions – generating additional revenues and growing digital engagement. 
▪ Established European GTM strategy - identifying & prospecting the top train operators in key markets including Germany, France, Austria, & Denmark - responsible for a £MM pipeline addressing the £1B+ ancillary revenue opportunity.

European Sales

Localz

▪ Localz (Series A - Notion Capital) provides real-time visibility of mobile workers to share with customers on-the-go – increasing first-time access rates and reducing support costs.
▪ Created the B2B market strategy using qualitative and quantitative secondary data (financial reports & specialised consultancy reports) to collate, analyse & identify (through prioritisation tools & matrices) the most viable B2B verticals.

Sales Director

PredictX Limited

▪ PredictX - a machine learning big data company, consolidating multiple disparate data sources into dynamic SaaS dashboards, allowing corporate functions to identify where savings and efficiencies lie across various spend categories.
▪ Based out of London HQ (offices in Atlanta and Madrid) alongside 80 Employee worldwide servicing 5 key sectors (Travel, Procurement, Risk, Retail and HR).
▪ Responsibility for directing sales activities within the EMEA and ROW regions across all sectors – both New Business (70%) and Account Management (30%) – reported into the Executive Vice President for Business Development.
▪ Managed team of Sales Executives – developed business case and led the execution of a new Shared Service team (Sales Executives) supporting tenured PredictX Sales representatives globally.
▪ Top sales contributor 2016, 2017, 2018.
▪ Responsible for securing and negotiating with international companies and secured top tier client logos.

Associate Director

▪ Responsible for sales and business development across EMEA and ROW.
▪ Exceeded £MM sales targets - top sales contributor 2015.
▪ Assisted management to implement sales foundation and new organisational structures and processes based on agile methodology to grow business into a global organisation.
▪ Led new CRM implementation across the business to develop effective internal reporting and data capture (Zoho – VTiger – Salesforce).

Business Development 

UNICEF

Internship at UNICEF in Lome, Togo within the Finance and Logistics Division, reviewing accounts and assessing procurement procedures.

Intern

RevOps empowers Go-To-Market teams, by guiding their execution of strategies to achieve revenue goals.  

A common challenge in startups & scaleups is for investment in RevOps to be delayed or minimised. 

Companies either skip it at the start or opt for admins/analysts with limited GTM expertise. 

This leads to costly mistakes in system selection, data management, and process implementation, which become evident when experienced RevOps leaders step in.

Such delays hinder growth and delay the shift from subjective to objective decision-making. 

The real opportunity lies in PE and VC firms recognising the value of RevOps earlier, especially in the Operating Partner & GTM roles. 

This awareness can break the cycle, accelerating growth, improving operations, and enhancing commercial performance from the earliest stages for lasting impact.

Hi, I'm Jonny, I build and scale RevOps and GTM teams in PE and VC backed companies.

I've spent the last 10 years working with revenue teams and during that time I have:

→ Built and scaled $1MM - $75MM in ARR.

→ Supported GTM teams of 5-150 members.

→ Supported companies with 30-500 employees. 

→ Partnered with multiple VCs and PE firms.

→ Built RevOps teams locally & offshore / in office & remote.

→ Worked in virtually every Sales role - SDR,  Enterprise AE, Sales Director - while carrying a quota.

→ Been endorsed by every CRO I've had the pleasure to work with.

I am convinced that Revenue Operations (RevOps) can fundamentally transform how businesses Go-To-Market.

Stay updated with my weekly insights on building and scaling RevOps in PE and VC backed companies by following me here.

taplio

The Battle

Said E. Mussa

Jonathan Fianu

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