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Capstone Headwaters Capstone Headwaters ELEARNING, CORPORATE & PROFESSIONAL TRAINING 2019 Year in Review TABLE OF CONTENTS MERGER & ACQUISTION OVERVIEW M&A Overview Segment Highlight: Sales Eighty-nine mergers and acquisitions (M&A) were announced or closed in the Training & Enablement eLearning, Corporate, & Professional Training industry in 2019, representing a 14% year-over-year activity increase. Amid the tight U.S. job market, retaining Segment Highlight: and developing individuals within an organization remains a top priority and Certifications buyers are most frequently targeting companies that offer talent management Client Case Studies solutions including employee development and/or coaching. This included the Notable Transactions Capstone Headwaters’ advised sales of Caliper Corporation, Inc. (talent- management solution) to PSI Services LLC in December and The Richardson Select Transactions Company (sales training and coaching) to Belgian private equity firm Kartesia Report Contributors Advisor LLP in November (deal terms are confidential). Firm Transactions in Market Notably, the largest disclosed 2019 transaction was private equity firm Thoma Firm Track Record Bravo, LLC’s announced acquisition of Instructure, Inc. (NYSE:INST) for $1.9 billion in December. Instructure offers cloud-based learning management platforms Canvas (for students in K-12 and higher education) and Bridge (for CONTACTS employees in the workforce). Capstone remains an active advisor in the Education & Training industry and, in addition to closing three advised Jacob Voorhees transactions in the space in 2019 (see pages four through six), has more than 15 Managing Director, active transactions in process. Head of Education Practice, Head of Global M&A M&A Activity: eLearning, Corporate & Professional Training 617-619-3323 [email protected] 100 89 75 78 Shawn Keenan 80 62 Director 60 53 50 312-550-5304 [email protected] 40 20 Jesse Betzner Vice President Number of Transactions 0 617-619-3355 2014 2015 2016 2017 2018 2019 [email protected] Source: Capital IQ, PitchBook, FactSet, and Capstone Headwaters Research www.capstoneheadwaters.com February 2020 3 eLearning, Corporate & Professional Training | 2019 Year in Review SEGMENT HIGHLIGHT: SALES TRAINING & ENABLEMENT More than 50% of sales representatives missed their quota Notable Segment Transactions in 2018, according to a recent ASLAN study.1 The majority of salespeople consider selling today to be much harder Capstone Headwaters advised two transactions in the than it was five years ago as individuals are now being Sales Training & Enablement space in 2019: Caliper on its constantly inundated with emails and calls, according to a sale to PSI Services and The Richardson Company on its survey by Marc Wayshak Sales Research & Insights.2 sale to Sales Performance International. In addition to Amid the changing landscape, Sales Training & these deals (detailed on pages four and five) recent Enablement has become a proven method for notable transactions are highlighted below: organizations to upskill employees to improve sales execution and to drive corporate revenue optimization. Korn Ferry Acquires Miller Heiman Group (September 2019, Undisclosed) – Leading global Service providers in the space enable sales representatives organizational consulting firm Korn Ferry (NYSE:KFY) by offering a range of content, technology, sales process acquired Miller Heiman Group for an undisclosed strategies, and coaching. Technology has been a key sum. Founded in 1960, Miller Heiman boasts that it segment driver, offering transparency into sales activity, “invented modern selling” and offers a range of sales tracking actionable insights into the science of sales, and training, consulting, technology, and research tools delivering data-driven methods with predictable to improve organizational sales techniques and outcomes. More than 67% of organizations that have effectiveness. The acquisition will expand Korn invested in Sales Training & Enablement have realized a Ferry’s portfolio of content and strengthen its digital positive return on investment, according to Sales offerings. Korn Ferry acquired Miller Heiman from Management Association Chairman Bob Kelly.3 As corporate training provider TwentyEight, Inc. along companies seek to benefit from a structured, predictable with Achieve Forum (leadership development) and sales approach, the share of organizations with sales Strategy Execution (project management training). enablement climbed from 32.7% in 2016 to 61.3% in 2019, with the largest increase occurring between 2016 and Commenting on the three acquisitions in a press 2017, according to CSO Insights.4 release, Korn Ferry CEO Gary D. Burnison stated: “The combination brings a world-class portfolio of This rapid adoption of Sales Training & Enablement has learning, development, and performance been followed by industry movement and consolidation improvement offerings and expertise to Korn Ferry through M&A as companies seek to gain market and will bolster our firm’s substantial leadership dominance and build comprehensive product portfolios development capabilities.”7 (see right). Investors have also been actively pursuing opportunities in the space. In April, Outreach, a sales Leeds Equity Partners, LLC Acquires VitalSmarts engagement platform that uses machine learning to track L.C. (September 2019, Undisclosed) – Prior to its patterns and increase deal pipelines, secured $114 million sale to Korn Ferry, Miller Heiman Group sold its 2014 in a Series E funding round led by Lone Pine Capital, acquisition, VitalSmarts, a provider of research-driven valuing the company at $1.1 billion post-funding. corporate training methods, to Leeds Equity Partners. “Through market education andcreatingaproductthat Terms of the deal were not disclosed. The delivers on the promise of an inherently better workflow transaction follows Leeds’ June acquisition of The for all customer-facing teams, we have built the sales Center for Legal Studies, a Capstone advised sale (see engagement category from the ground up and are page six). uniquely positioned to leverage this momentum across the entire enterprise,” Manny Medina, Outreach CEO, said "Leeds Equity has a proven track record of success in in a press release.5 More recently in November, Sverica the training sector," VitalSmarts CEO Andrew Capital Management completed an undisclosed Shimberg in a press release. "We are confident that investment in Gryphon Networks Corp., a provider of an Leeds Equity is the right partner for us and shares our enterprise-grade platform that offers real-time screening vision of providing best-in-class experiences and and data collection on sales calls and emails. “Gryphon outcomes for corporate clients and learners. With addresses key challenges facing sales executives today, Leeds Equity's help, we aim to train more than one namely capturing sales activity that is not simply self- million people annually with crucial workplace reported, connecting activity to results, and protecting advancement skills.“8 their brands with compliant communications,” Sverica’s Ryan Harstad, said in press release.6 2 eLearning, Corporate & Professional Training | 2019 Year in Review SEGMENT HIGHLIGHT: CERTIFICATIONS The Certification segment of the eLearning, Corporate, Occupations Requiring/Recommending Certifications and Professional Training industry has a strong level of Projected Employment Growth, 2018-2028 recurring revenue and high level of recession resiliency due to the many jobs that demand certification to meet government regulated employment Healthcare Occupations Job Growth Median Salary requirements. Healthcare specifically has a high Healthcare number of positions where certificates are either required or recommended to work in the sector. As Medical Assistant 23% $33,610 showninthetabletotheright,manyofthese healthcare occupations are projected to see double- Massage Therapist 22% $41,420 digit growth through 2028, according to the U.S. Substance Abuse and Mental 22% $44,630 Bureau of Labor, with median salaries and growth Health Counselor projections well above the national average. Veterinary Assistant 19% $34,420 In addition to specialized occupational certifications, Diagnostic Medical 14% $67,080 many certificates exist to ensure that individuals and Sonographer professionals in the larger community are employing Psychologist 14% $79,010 the most innovative safety practices. This includes nationally-certified courses such as First Aid, Dental Assistant 11% $38,660 Cardiopulmonary Resuscitation (CPR), and Licensed Practical and Lifeguarding—all of which require renewal every two 11% $46,240 Vocational Nurse years. Additionally, many professionals, including doctors, nurses, medical technicians, paramedics, and Medical Lab Technician 11% $52,330 law enforcement, are required to acquire and maintain CPR certification. Medical Records Technician 11% $40,350 Radiologic and MRI 9% $61,240 While some jobs require a certification in addition to a Technologist postsecondary degree, other occupations (such as Flight Attendant or Real Estate Agent) can be entered Emergency Medical Technician 7% $34,320 with the completion of a qualified professional Pharmacy Technician 7% $32,700 certificate. With the rising cost of a postsecondary education and the subsequent debt that many Other graduates incur, certifications are an attractive alternative, providing jobseekers with a specialized Athletic Trainer 19% $47,510 skillset
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