Walden M&A is excited to announce the addition of Gui Carlos to its team of principals. Carlos brings a wealth of experience in venture capital and a specialized focus on technology mergers and acquisitions, further strengthening Walden M&A‘s capabilities in this dynamic sector. His international background and deep understanding of tech valuations position him as a valuable asset for founder and family-owned technology businesses seeking to sell.
“We are thrilled to welcome Gui to Walden M&A. His unparalleled expertise in the technology M&A space, combined with his entrepreneurial spirit, will be invaluable to our clients and further solidify our position as leaders in the middle-market,” said John Phillips, President of Walden M&A. “Gui opens new opportunities for Walden and our clients. His experience, spanning Venture Capital, Private Equity, and Investment Banking, provides our team with excellent resources. Gui’s technology orientation will expand our firm’s capabilities into new markets.”
Background and Journey to M&A
Gui Carlos’s career journey began in Brazil, where he spent a significant portion of his professional life in venture capital. This background provided him with a unique perspective on company growth, investment strategies, and identifying high-potential businesses. He built a VC firm in Brazil, which became one of the most frequent investors in seed investments in the country. After selling his company and a brief stint in investment banking, he returned to VC, managing a portfolio of technology companies. He also founded an internet company, further solidifying his entrepreneurial experience.
As a partner at Crescera Capital, Carlos managed two funds, focusing on Seed, Series A, and Series B investments, completing roughly 30 transactions some with high exit multiples. His experience in venture capital provided him with a keen eye for market evolution and future trends, a crucial skill in the rapidly changing technology sector. Carlos transitioned his expertise into the M&A advisory space in 2017, founding WGF Partners, an M&A firm in Brazil. “I had sold many SaaS and also many tech-enabled companies,” Carlos shared, highlighting his broad experience within the tech sector. WGF Partners quickly established itself with a 100% focus on technology transactions, primarily working with clients generating between $2 million and $20 million in revenue. This experience gave him firsthand knowledge of the intricacies involved in valuing and selling technology assets. Carlos’ experience extends to various facets of the technology landscape, including Software as a Service (SaaS) and tech-enabled companies.
A Trusted Advisor with Client-Centric Incentives
Carlos’ decision to transition into M&A advisory was driven by a desire to be a truly trusted advisor. He observed critical shortcomings in the traditional M&A advisory model. “Many, many times the advisors were not doing the best job in terms of selecting the buyer. I observed they were engaging the client and just sending outreach to the entire market. They were not methodically selecting the buyer or the investor,” Carlos stated. He felt the incentive structure, often tied to monthly retainers, could be misaligned with the client’s best interests.
This led him to adopt a model focused solely on success fees, ensuring incentives are directly aligned with achieving a successful transaction for the client. “I select the clients where I really believe I am going to make a transaction… I will advise them to get the right transaction,” Carlos emphasized. This approach prioritizes deep client relationships and strategic guidance over simply processing deals.
Expanding Reach: From Brazil to the U.S. Market
Carlos moved to Colorado in 2024, bringing with him the ambition to replicate his successful tech M&A practice in the U.S. market. “This was a long-term plan for me, I envisioned a permanent shift to the U.S.and I am thrilled ro be joining Walden.” he stated . He acknowledges the competitive landscape in the U.S. Technology M&A market and suggests a strategic approach for Walden M&A. He is optimistic about the growing opportunities in the Technology M&A space.
The Nuances of Technology M&A
The M&A landscape for technology companies presents unique challenges and opportunities as compared to industries like manufacturing or professional services. Having Carlos join the team further strengthens Walden M&A’s capabilities in the technology sector. With other principals like AJ Alexander and Steven Hutchison also possessing strong technology and SaaS backgrounds, the firm is well-equipped to guide technology business owners through successful transactions. This collective experience allows Walden M&A to craft tailored strategies for tech companies, ensuring their unique value propositions are effectively communicated to potential buyers.
A New Chapter for Tech-Focused Exits
Gui Carlos’s integration into Walden M&A marks an exciting new chapter for the firm, particularly in its ability to serve technology-focused and founder-owned businesses. His deep industry knowledge, international perspective, and commitment to maximizing client value align perfectly with Walden M&A’s core philosophy. “As I was a VC for a good number of years… I can look into a company and understand who can pay more, who should pay more, and who should buy the company, because of the market feel I built for many years as a VC,” Carlos shared, emphasizing how this perspective benefits founders.
For technology business owners considering an exit, Carlos’ expertise offers a distinct advantage. His experience in understanding unique tech valuations, navigating complex deal structures, and connecting with relevant buyer networks provides the specialized guidance needed to ensure a successful transaction. Walden M&A is poised to be the guide for technology business owners, helping them secure the exit they need for the future they want.
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