Episode
Episode 96: Inside the Deal with Brian Allen
- Podcast
- The Tech M&A Podcast
- Published
- Mar 24, 2026
- Duration seconds
- 682
- Processing state
not_requested- Audio
- https://traffic.libsyn.com/secure/corumgroup/TMNAPODCAST_EP93_Brian_Allen_mixdown.mp3?dest-id=102536
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Summary
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 Egis, 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…