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
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