From volatile markets to the seismic shifts driven by AI, the path to creating and realising value in the information, media, and events sector has never been more complex. Standing still is no longer an option.

This October, Collingwood convened an exclusive gathering of founders, CEOs, senior investors, and strategic acquirers at the Value Creation Summit in London. Under Chatham House Rule, industry leaders shared candid insights and hard-won lessons on navigating uncertainty, embracing disruption, and building the high-value, future-proof businesses of tomorrow.

For those navigating the scale-up journey, the discussions provided a rare, behind-the-scenes look at what truly moves the needle – today and towards 2035.

The AI imperative: disruption and defence

Unsurprisingly, AI dominated the conversation. It has rapidly evolved from a future hypothetical to a deal-critical factor. A lack of a considered AI strategy, addressing both operational risks / efficiencies and strategic opportunities, is already becoming a red flag in M&A discussions. Buyers are operationalising AI themselves, and expect potential investments to demonstrate similar awareness.

While AI threatens to commoditise easily replicable content, it simultaneously increases the value of defensible assets. Truly proprietary data – sourced through unique access, deep analysis, or expert human networks – becomes an essential moat. Expertise, community, and trusted brands are paramount.

Furthermore, AI enhances, rather than simply replaces, human capabilities. The focus is shifting towards leveraging AI to drive experts up the value chain, enabling them to provide more sophisticated, higher-value insights and services. High-value B2B relationships, strategic creativity, and complex sales remain firmly in the human domain. For events, AI reinforces the premium placed on unique, face-to-face interactions, making market-leading gatherings potentially more valuable.

Beyond pureplay: the power of integrated models

While high-value, proprietary data subscriptions retain top multiples, buyer appetite is growing significantly for integrated, mixed-model businesses.

The future lies in building 365-day communities and platforms, not just delivering isolated products. Market-leading events are evolving into ‘festivals’ — experience-led gatherings focused on meeting, discovering, and growing. This ‘festivalisation’, creating unforgettable moments, justifies premium pricing and builds deep audience loyalty.

Similarly, successful media and information businesses are integrating events, memberships, intelligence, and advisory services. This creates a powerful flywheel: events drive membership and data gathering; intelligence informs event content and attracts senior audiences; memberships deepen engagement and provide richer data. The result? Higher average order value (AOV), increased client retention, greater resilience, and ultimately, enhanced equity value. However, this diversification must be built around a strong, market-leading core – attempting to be average at everything dilutes value.

Building the engine: data, tech, and execution

Underpinning these integrated models is a sophisticated engine built on data, technology, and rigorous execution. First-party data is the foundation of modern marketing services platforms, enabling businesses to move beyond selling impressions to demonstrating tangible ROI – pipeline influence and closed revenue – for clients.

Joining up user journeys across media, events, and intelligence requires significant investment. Discussions suggested that a benchmark of 8-10% of turnover dedicated to outward-facing technology is becoming the norm for ambitious media companies. Data unification across disparate systems, often inherited through acquisition, remains a key challenge, demanding consistent taxonomies and integrated platforms – often leveraging third-party solutions over expensive in-house builds.

Beyond technology, disciplined execution is critical. Formal Value Creation Plans (VCPs), outlining a 10-15 year strategic vision but focusing on 4-5 key transformational initiatives integrated into regular reporting, were cited as essential for improving the odds of success, particularly when preparing for investment or exit.

Scaling smart: people, partnership, and preparation

Scaling, particularly with private equity, requires more than capital – it demands a strategic approach to people and partnerships. Organic growth was repeatedly emphasised as the lifeblood of value creation; it builds investor confidence and funds M&A.

Successfully navigating founder transitions involves professionalising the business – investing in systems, data, and the next layer of leadership – without ‘sterilising’ the entrepreneurial culture. Maintaining a strong culture is vital during rapid growth and integration.

Choosing the right investment partner is likewise crucial. Alignment of ambition, a genuine understanding of the business’s operating rhythm, and a partnership approach (often facilitated by an independent Chair) are key ingredients for success. PE involvement marks a profound shift, requiring deep transparency and shared control.

Finally, meticulous preparation is non-negotiable for any capital event. Getting your house in order early – from customer contracts and supplier agreements to financial data and, critically, tax compliance – is essential. Deals often falter not on the core financials, but on unforeseen issues unearthed during diligence. Engaging with potential buyers informally, even two years ahead of a process, can de-risk and humanise the eventual transaction.

The road ahead

The Value Creation Summit underscored that building resilient, high-value businesses in today’s landscape demands strategic foresight, disciplined execution, and a willingness to disrupt established models. From harnessing AI and proprietary data to building integrated platforms and fostering strong leadership, the path to outperformance requires focus and investment.

The insights shared offered a compelling roadmap for navigating the challenges and seizing the opportunities ahead – a glimpse into the future for those ready to build the B2B information, media, and events businesses of tomorrow.

 

Are you ready to accelerate your value creation journey?

The path to building a resilient, high-value business requires strategic foresight and decisive action. Connect with Collingwood to discuss how these insights can transform your business and help you achieve your ambitions: hello@collingwood.group