Ep. 129: Arjan Hannink, Keensight Capital | Building an Embedded Value Creation Team at Scale

Why It Matters

Embedding a full‑time, expert‑driven operating team lets PE firms accelerate growth and protect returns in a slower, more competitive market.

Key Takeaways

• Keensight maintains near 1:1 investment-to-operations partner ratio across portfolio
• Dedicated 40-person value creation team embeds CPO, CTO, CMO, CRO
• Focus sectors: B2B software, niche IT services, cyber‑security, construction tech
• International growth prioritized; firms must solve cross‑border, not just local, problems
• Value creation directors set priorities, track results, ensure change capacity

Summary

In this episode of the Equity Value Creation podcast, partner Arjan Hannink of Keensight Capital explains how the firm embeds a dedicated value‑creation engine within each portfolio company, turning operating support into a scalable competitive advantage.

Keensight’s model hinges on a near‑one‑to‑one ratio of investment professionals to operating partners, supported by a 40‑person in‑house team that includes value‑creation directors and functional experts such as a chief product officer, chief technology officer, chief marketing officer and chief revenue officer. The firm targets B2B software and niche IT services, with recent bets in cyber‑security, construction‑tech and HR‑tech, and evaluates opportunities through an annual internal forum that maps sector focus to growth levers.

Hannink highlights that the team works on the ground with CEOs, setting programmatic priorities, measuring outcomes, and ensuring the portfolio company can absorb change. He cites the firm’s role in scaling a ServiceNow services provider across EMIA and guiding cyber‑security firms toward cross‑border markets, illustrating a hands‑on approach that goes beyond traditional board‑level operating partners.

The implication is clear: deep, embedded operating resources can generate outsized revenue growth and higher exit multiples, especially as macro‑economic headwinds and AI‑driven market shifts compress deal returns. Other private‑equity firms may need to rethink the thin operating‑partner model and adopt a more integrated, capacity‑focused value‑creation framework.

Original Description

On this episode, Arjan Hannink, Partner at Keensight Capital, explains how their growth buyout firm structures hands-on value creation support across a portfolio of B2B software and IT services companies. Learn why Keensight built an internal team of close to 40 value creation professionals—including in-house CPO, CTO, CMO and CRO functions—and how that team operates alongside management rather than above it.

Hear about an approach to prioritizing growth initiatives when there's always more to do than bandwidth allows, why an all-you-can-eat resourcing model avoids the wrong incentives and how embedding value creation expertise into the deal process leads to faster execution post-close.

⏱️ Time Stamps

0:00 Intro

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