Automation, Operations and Enterprise Value.
Practical notes from our operators and dealmakers on where automation pays, what buyers test, and how to build a business worth more than the sum of its people.
The AI Assistant That Does Everything Does Nothing
An agent's reliability collapses as you add systems it must be simultaneously correct about. The only agents that reach production are ones you could …
Bence Fedor
Value Creation
Your Revenue Grew 20%. Your EBITDA Grew 20%. That's a Failure.
The only number that matters is the gap between how fast revenue grows and how fast cost grows. If they move together, you have bought yourself more w…
Cyril Belloir
Automation
Your Software Is Fine. The Gaps Between It Cost You Forty Hours a Week.
The recoverable waste in most operating companies sits in the transfers between systems, not inside any one of them. No vendor is incentivised to fix …
Bence Fedor
Value Creation
Every Hire You Make Is a Permanent Liability the Buyer Will Price
Growth funded by headcount arrives at a lower incremental margin than your company average. The faster you grow that way, the further your margin fall…
Fabien Darolles
Automation
Automate a Broken Process and You Buy a Faster Broken Process
Automation makes a process permanent. Any step you encode without questioning becomes structurally harder to remove than it was the day before.…
Michel Zozaya
Value Creation
The 5-Minute Rule: Why Your Marketing Budget Isn't the Problem
Response time is the highest-return variable in your entire revenue system, and it costs nothing to fix. Most firms answer inbound leads in hours, the…
Vincent Vallois, MRICS
Automation
Twenty Missed Calls a Day Is a Revenue Line, Not an IT Problem
Voice automation pays for itself on the calls that currently ring out. It only pays at all if the call ends up as a record in your CRM.…
Bence Fedor
Value Creation
Retention Is the Cheapest Sales Channel You Own
A euro of churn prevented is worth more than a euro of new revenue won, because it arrives with no acquisition cost attached and flows almost entirely…
Vincent Vallois, MRICS
Automation
You Cannot Put an Agent on Top of a CRM Nobody Updates
CRM data quality is not a hygiene topic. It is the hard ceiling on every AI project you will attempt for the next three years.…
Bence Fedor
Value Creation
By the Time They Give Notice, You've Already Lost
Cancellation is the last event in a decay curve that started months earlier and left a measurable trail. The whole game is intervening while the save …
Vincent Vallois, MRICS
Automation
The Internal Q&A Agent Is Worth Building Only If It Refuses to Answer
A knowledge agent's value comes from grounding and refusal, not fluency. Building one mostly reveals that your documented knowledge has holes filled b…
Stephen Saracco, MRICS
Value Creation
Revenue Per Employee: The One Number That Sets Your Multiple
Buyers use revenue per employee as shorthand for whether a business scales without bodies. At the mid-market end it moves the multiple more than growt…
Cyril Belloir
Automation
Buy the Commodity, Build the Seam, Never Build What Your Vendor Ships Next Quarter
Build versus buy is no longer decided by build cost — AI collapsed that. It is decided by who maintains the thing for the next five years.…
Bence Fedor
Value Creation
What a Buyer Actually Opens First — and Why Your Add-Backs Won't Survive It
Due diligence is not an assessment of your story. It is a test of your ledger, and the gap between the two gets priced as a discount on the whole mult…
Cyril Belloir
Automation
If You Can't Say What It Costs Today, You Can't Prove It Worked
The baseline measurement is the cheapest and most-skipped step in automation. Skipping it guarantees the second project never gets funded.…
Fabien Darolles
Value Creation
You Are the Discount: Pricing Key-Person Dependency
The more the business depends on the founder, the less of the purchase price the founder actually receives at close. Being indispensable is not levera…
Vincent Vallois, MRICS
Automation
Six Processes You Should Deliberately Leave Manual
A written list of what you refuse to automate is a stronger governance artefact than any AI strategy document — and it buys you organisational trust y…
Michel Zozaya
Value Creation
Messy Data Isn't an Accounting Problem. It's a Price Problem.
Buyers cannot diligence what you cannot produce. Every week of delay or reconstruction converts directly into retrade risk and a lower multiple.…
Cyril Belloir
Automation
Ask for the API Documentation Before You Sign the Automation Contract
Most automation projects that overrun do so waiting for system access, not writing code. You can discover that in a week of emails, for free.…
Stephen Saracco, MRICS
Value Creation
1% on Price Beats 10% on Volume — Run the Arithmetic
Price is the most leveraged variable on the profit and loss because it arrives with no cost attached. Almost nobody has ever tested what their custome…
Cyril Belloir
Automation
Report Automation in Hours and Euros, or Finance Will Never Fund the Second One
Automation benefits have a strict hierarchy — revenue captured, then mistakes removed, then hours saved. Reporting only the weakest of the three is wh…
Cyril Belloir
Value Creation
Your Top Rep Does 45% of Sales. That's a Disclosure Item.
Revenue concentrated in individual talent is revenue a buyer assumes can walk out of the door. The fix — process — also lifts your median performer wi…
Vincent Vallois, MRICS
Automation
The Pilot Worked. Nobody Uses It. Here's the Anatomy.
Pilots do not fail on technology. They fail on five structural omissions, all of which are fixable at kickoff for free.…
Fabien Darolles
Value Creation
You're Paying Full Commission on Revenue That Leaves in Six Months
Comp plans that pay on signature rather than on retained, collected revenue manufacture precisely the churn-and-burn behaviour owners complain about i…
Fabien Darolles
Automation
Adoption Isn't Training. It's Deleting Something From Their Day in Week One.
Staff adopt tools that make today easier for them individually and resist tools that only pay off if everyone else cooperates — regardless of how the …
Fabien Darolles
Value Creation
Your Smallest 30% of Clients Are Costing You Money
Cost to serve varies enormously by client and almost nobody measures it, so most firms run a loss-making tier subsidised by their best accounts and ca…
Fabien Darolles
Automation
Data Readiness Is Four Questions, Not a Data Strategy
Mid-market AI projects fail on join keys, not on model quality. The fix is one identifier per entity, not a warehouse.…
Bence Fedor
Value Creation
Two of Your Ops Staff Are Copy-Pasting Full-Time. Here's the Cost.
Manual admin does not only cost salary. It costs cash cycle, error rates and the capacity you were about to hire for — which makes automation a revenu…
Fabien Darolles
Automation
Design the Escalation Path Before the Agent's Happy Path
What makes an agent safe in production is not its accuracy but what happens in the small share of cases where it is wrong. Silent failure is the defau…
Bence Fedor
Value Creation
The Numbers a Buyer Sees Are Already Being Written — 24 Months Out
The trailing twelve months that determine your price begins long before you decide to sell. Preparation that starts at the decision point arrives too …
Vincent Vallois, MRICSWhere is your business still running manually?
We review your processes, identify the highest-impact automation opportunities and estimate their financial impact — before anything is built.