The Tech M&A Podcast
Episode 93: Inside the Deal with Brian Allen
Why It Matters
Understanding the nuances of a tech M&A exit—especially the value of strategic alliances during market setbacks—offers actionable insights for founders and executives navigating similar transactions. The episode highlights how flexibility and expert counsel can turn obstacles into higher returns, a timely lesson as many tech firms consider exits in today’s active M&A environment.
Key Takeaways
- •Certus grew into top IBM partner in ANZ region.
- •Liquidity event achieved via cash sale to Aegis Group.
- •Initial market attempt failed, strategic alliance increased valuation.
- •CEO advises CEOs to seek diverse sell‑side expertise.
- •Post‑exit, founder plans consulting and selective investments.
Pulse Analysis
In this episode of the Tech M&A Podcast, Brian Allen, CEO of Certus Solutions, outlines how his firm became the largest IBM‑focused software and services provider in Australia and New Zealand, specializing in enterprise asset management. After two decades of organic growth, the company pursued a planned liquidity event, culminating in a cash acquisition by Aegis Group. Allen highlights the importance of building a robust profitability profile and a clear solution narrative before approaching the market, underscoring why technology‑focused M&A remains a key growth lever for regional players.
The conversation pivots to a surprising market hiccup: the first strategic buyer withdrew, prompting Certus to forge a strategic alliance with Aegis. That partnership enabled joint solution development, expanded geographic reach into the Middle East and Europe, and ultimately reshaped the company’s value proposition. When Certus re‑entered the sale process, the enhanced positioning secured a higher valuation, illustrating how interim collaborations can turn a stalled deal into a strategic advantage. This case study reinforces the role of flexible deal structures and cross‑border alliances in modern tech M&A.
Allen concludes with practical counsel for CEOs contemplating exits. He stresses listening to sell‑side advisors, diversifying viewpoints, and preparing for multiple exit scenarios rather than a single quick monetization path. Post‑sale, Allen will stay on as a strategy consultant for Aegis while evaluating selective IT investments, balancing retirement aspirations with ongoing entrepreneurial activity. His experience offers a roadmap for founders seeking liquidity while preserving strategic influence, a narrative increasingly relevant as Australian tech firms attract global acquirers.
Episode Description
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 Aegis, 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
Plan for the long term: Successful exits are often the result of years of preparation to ensure maximum shareholder value.
Specialization is key: Deep expertise in a specific ecosystem, such as IBM technologies, can position a firm as a dominant regional player.
Maintain leverage: Using a "hiatus" or pause in a deal can be a strategic tool to reset expectations and ensure competitive tension.
Professional representation matters: Engaging experienced advisors is critical when negotiating with large institutional buyers and global entities.
Focus on the "Why": Understanding the specific timing for a liquidity event helps align the interests of all shareholders and stakeholders.
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 Aegis 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
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