Episode 93: Inside the Deal with Brian Allen

In this episode of the Tech M&A Podcast, we sit down with Brian Allen, former Managing Director and Chief Executive of Certus Solutions. Over the course of two decades, Brian grew Certus into a leading IBM-focused software and services provider in Australia and New Zealand, specializing in enterprise asset management. This journey culminated in a successful strategic sale to Egis, following a long-planned liquidity event for the company's shareholders.

Brian discusses his decade-long relationship with Corum Group, which began during a prior M&A process, and explains why he chose to re-engage professional advisors for the Certus exit. He shares candid insights into managing a complex transaction that included a strategic "hiatus" period, the importance of maintaining competitive tension during negotiations, and his advice for CEOs navigating their first or second sale. This episode offers a masterclass in long-term value creation and the discipline required to execute a high-stakes liquidity event.

Takeaways

•     Plan for the long term: Successful exits are often the result of years of preparation to ensure maximum shareholder value.
•     Specialization is key: Deep expertise in a specific ecosystem, such as IBM technologies, can position a firm as a dominant regional player.
•     Maintain leverage: Using a "hiatus" or pause in a deal can be a strategic tool to reset expectations and ensure competitive tension.
•     Professional representation matters: Engaging experienced advisors is critical when negotiating with large institutional buyers and global entities.
•     Focus on the "Why": Understanding the specific timing for a liquidity event helps align the interests of all shareholders and stakeholders.

Timestamps

    00:11 – Introducing Brian Allen and the growth of Certus Solutions

    01:22 – A ten-year history: First learning about Corum Group via Zcom

    01:55 – Navigating the 15-year journey toward a liquidity event

    03:40 – Scaling as a premier IBM partner in Australia and New Zealand

    06:15 – Why Certus chose professional M&A representation for this exit

    08:30 – Life after the deal: Advising Egis and future plans

    09:30 – Navigating the transaction "hiatus" and its impact on the deal

    10:07 – Creating competitive tension to protect deal terms

    10:21 – How the hiatus ultimately benefited the final outcome

    10:27 – Final thoughts and wrap-up