渠道管理平台概述

Executive Summary Demand for Channel Management platforms isrobust‒ Digital adoption and investment in channel management initiatives has increased steadily as companies recognize the importance of investing in theirchannels Channel Management is crucial for company success‒ Proper channel management increases revenue in a more cost-effective manner than broad marketing outreach‒Maintaining partner relationships increases competitive edge and opens doors for business expansion‒Selling through channel relationships increases brand awareness and gives companies the ability to reach new customer segments more easily‒Historically, channel management has been an under-utilized go-to-market approach Channel management platforms are poised for rapid continued growth‒ Digital adoption is increasing in the sector as an increasing number of companies are turning to technology to manage partnerrelationships and incentives‒Increasing demand for channel management solutions will drive a projected 15% CAGR over the next five years Transaction activity across both M&A and capital raises peaked in 2021-2022, driven by strong market conditions‒ •Going forward, channel management platforms that differentiate themselves are in a good position to generate strong interestfrominstitutional investors and strategics alike‒ Easy-to-use and effective product‒Well-defined and growing customer base‒Strong retention metrics‒Attractive profitability and margin metrics Sales & Marketing Industry Drivers & Dynamics Sales & Marketing Tech Continues Rapid Innovation and Growth Digital Adoption Rising Across Industries Rapid growth driven by increasing demand for more sophisticated and complextechnologies to meet more customized needs of marketers With consumers accelerating the adoption of digital channels, businesses can no longertreat digital channels as a luxury and must invest in their digital relevancy 72%Digital Adoption, Percent of Digital Access2 Digital Ad Spending Rides the Digital Migration Wave eCommerce Sales Growth Is Expected To Remain Constant Total digital ad spending is expected to increase in the coming years driven primarily bythe continued migration to eCommerce Pandemic driven eCommerce growth is expected to remain relatively constant in 2023while staying well below 2021’s pandemic-driven growth Channel Ecosystem Backdrop A Large Suite of Tools Providing an End-to-End Solution Channel Marketing Shows Strong Potential Despite growing slower than the overall Sales & Marketing industry, the ChannelEcosystems industry is expected to reach $8.9B by 2027 as digital transformation, shiftsin consumer behavior, and a need to market through new channels drives growth The Channel Ecosystem market encompasses a large group of solutions that provide thetools needed to design and manage a successful channel marketing strategy Key Channel Marketing Challenges To Be Mitigated Channel Incentive Management Is The Largest Sector Within the Channel Ecosystems industry , the largest sector is Channel IncentiveManagement which is expected to reach $1.8B by 20271 Channel Marketing Is Expected To Drive Sales Channel Partners Are Expected To Drive Strong Sales Growth Executives Are Boosting Spend On Channel Marketing Withless than 20%of respondents describing their channel marketing aseffective, B2Bexecutives are eager toboost spendingin order toimprove effectivenessanddrivegrowthwith66% anticipatingmore than11% gaininrevenuefrom channel partners B2B executives expect strong sales growth from channel marketing by leveragingeffective partner management, properly educating channel partners, and usingadvanced tools to identify targets and measure performance M&A & Capital Raise Overview Highlights •Overall transaction volume peaked in 2022 for M&A and 2021 forcapital raises ‒Growth in transactions was driven by prime marketconditions and a greater need for the services provided bychannel marketing platforms •Going forward, we expect transaction interest in the sector to remainelevated above pre-2021 levels. However, we do expect totaltransaction counts to settle below 2021-2022’s peak ‒Shifting economic conditions and a potential recession mayhinder companies' abilities to spend on channel marketingplatforms at pre-recession levels in the short term •Notable recent M&A transactions include ‒CommerceHub’s acquisition ofChannelAdvisorin November2022‒Invictus’ acquisition ofAllboundin July 2022 •Notable recent capital raises include ‒ZiftSolutions $70M raise in January 2023‒Impartner’s$50M raise in October 2021 Investor Universe Select Capital Raises Top venture capital and growth equity firms have backed channel management platforms with established product-market fit, anexecution-focused leadership team and strong growth prospects Cascadia Capital Overview Our Firm Headquartered in Seattle, withbankers in Austin, Los Angeles,Minneapolis, and Nashville Leading diversifiedinvestment bank Experienced