In this episode of The Private Equity Podcast, Alex Rawlings speaks with Adam Crandall, Chief Revenue Officer at Addtronics, a private equity-backed platform of robotics and automation companies.

Adam shares how he helped quadruple revenue at a founder-led automation business before its successful exit. He explains why growth begins with putting the right people in the right seats, rather than relying solely on processes, industry experience, or technology.

The conversation explores how private equity firms and portfolio company leaders can identify attractive markets, improve pricing, align compensation with profitability, and build a repeatable go-to-market playbook across multiple operating companies.

Adam also discusses the cultural shift from pursuing revenue at any cost to prioritising profitable growth. He explains how sales leaders can communicate price increases confidently, assess commercial talent effectively, and give operating company presidents autonomy while maintaining platform-wide alignment.

Key Takeaways

Why the right talent is the foundation of scalable revenue growth
How Adam helped a founder-led company achieve 4X revenue growth
Why attitude, adaptability, and soft skills can outweigh lengthy industry experience
How market specialisation can create a dominant competitive position
When strong demand and long backlogs signal an opportunity to increase prices
How to position price increases around customer value
Why sales compensation should reward profitable growth, not revenue alone
How a standardised go-to-market playbook supports add-on integration
Tools for assessing salespeople and commercial leaders

Timestamps

00:00 – Introduction to Adam Crandall and Addtronics
00:30 – Adam’s career journey from HR to revenue leadership
01:25 – Quadrupling revenue and exiting a founder-led business
02:19 – The foundations of 4X revenue growth
02:49 – Getting the right people in the right seats
04:08 – Identifying high-growth end markets
05:01 – Hiring for attitude, adaptability, and soft skills
07:48 – Building a team capable of accelerated growth
08:17 – Value creation through market specialisation
09:40 – Pricing as a value creation lever
11:33 – Implementing price increases in founder-led businesses
12:01 – Communicating price increases to customers
14:23 – Shifting the culture toward profitable growth
15:22 – Aligning sales compensation with margin targets
16:49 – Creating a repeatable go-to-market playbook
17:44 – Balancing platform consistency with operating company autonomy
18:11 – What belongs in a scalable commercial playbook
19:36 – Assessing sales talent and commercial leadership
20:33 – Recommended resources for private equity revenue leaders
21:00 – How to connect with Adam Crandall
21:28 – Closing remarks

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/
🌐 Visit Raw Selection www.raw-selection.com