The first screening criterium we apply to a proposed deal is "recurring revenues". We are looking for revenues with a high stickiness and visibility. Typical questions we ask are:
- Does the business create significant user value? Are the savings or benefits for the client quantifiable and does he feel them?
- Are switching costs to another supplier high, e.g. regulatory requirements, existing specifications, required investments or high (perceived) risk in relation to the achievable savings?
- Does the business generate significant after-sales revenues, e.g. by selling consumables, service or spare parts?
- Does the contractual relationship secure recurring revenues, e.g. from subscriptions, b.o.t. models or long-term contracts?
If the proposed investment does not have significant visibility and recurring revenues we are not interested.
