Launching a search fund is never a straightforward path - especially in smaller ETA markets like Italy. In this episode of the INSEAD ETA & Search Funds Hub podcast, we sit down with Daniele and Giulio of Napolilo Industry, to explore how they built their partnership, shaped their investment thesis, and faced the uncertainty of fundraising and deal-making.

Beyond the transaction, Daniele and Giulio reflect on the operator’s reality: the first 100 days as a test of survival, prioritization, and listening. They discuss adapting leadership styles to the existing culture of an Italian SME, earning trust by understanding what motivates people on the shop floor and in the back office, and translating strategy into simple, measurable actions. Their story highlights the power of flexibility - adjusting pace, communication, and goals without losing the long-term compass

Shining a light on key lessons: the importance of strong investor relationships, recognising when to pivot or walk away, and adapting leadership to fit company culture, hear Daniele and Giulio share with us. Honest, grounded, and full of practical takeaways, this conversation captures what it means to stay resilient and adaptable in the evolving world of ETA.

00:00 Introduction to Entrepreneurship Through Acquisition
02:56 The Journey of Fitex Capital
06:04 Fundraising Strategies and Building Relationships
08:54 Navigating the Search Phase
12:06 The Importance of Trust and Reliability
14:57 Evolving Industry Theses and Conviction
18:04 The Acquisition of Napolilo Industry
20:53 Lessons from the Acquisition Process
24:02 First 100 Days of Operation
27:12 Leadership Style and Cultural Shifts
30:09 Final Reflections and Advice for Future Searchers

Entrepreneurship Through Acquisition (ETA) is a rapidly evolving path for entrepreneurs looking to build and scale companies, yet it comes with a host of challenges. While the potential to acquire and transform a business is immense, success requires sharp focus, credibility, and a relentless drive to execute. In this episode of the INSEAD ETA & Search Funds Hub podcast, host Kudirat Olateju speaks with Pawel Malon, Group CEO of Singu & Micad Software, and co-founder of Stability Capital. Pawel’s journey began in investment banking and private equity, but he chose to carve a new path - launching a search fund in Poland, an emerging hub for ETA opportunities. His story sheds light on breaking ground in less mature markets, building trust with investors, and scaling effectively in the PropTech sector. 

Drawing on his experience as both a searcher and operator, Pawel explains how he leveraged the INSEAD network to build credibility and unlock investor confidence and how strong products and customer-led growth transformed sales and scaled Singu. 

This conversation delivers fresh insights into how credibility, networks, and execution come together to define entrepreneurial success. Whether you’re a student, investor, or aspiring searcher, Pawel’s journey offers practical lessons on scaling within ETA while navigating market challenges and opportunities. 

00:00 Introduction to Entrepreneurship Through Acquisition
01:57 Paweł Malon's Journey and Background
04:06 The Search Fund Model in Poland
07:47 Leveraging the INSEAD Network
09:57 Fundraising Strategies and Building Credibility
12:41 Identifying Opportunities in PropTech
15:07 Scaling Singu: Strategies for Growth
20:43 Navigating Due Diligence Challenges
24:19 Operational Challenges and Customer Relationships
28:19 The Exit Strategy and Consolidation Opportunities
34:11 Advice for Aspiring Entrepreneurs

What happens when over 350 of the sharpest minds in Entrepreneurship Through Acquisition gather in one room? Pure entrepreneurial gold. For our Season 1 finale, we're bringing you the highlight reel from the INSEAD ETA Conference 2025 - six power-packed segments that distill hours of insights into your personal 30-minute masterclass. From Fontainebleau's historic halls, we captured the conversations that matter: where ETA is heading, how to finance your climb, and why your "why" determines everything. Whether you're drafting your first LOI or running a 50-company roll-up, these aren't just conference takeaways - they're battle-tested strategies from operators who've been in the trenches. What you'll discover:

• The ETA boom decoded: 20% CAGR growth, 42 countries, and why right now might be the best entry window ever
• Purpose as your north star: How driven searchers like VetCare Canada's Andrew Black turn chaos into competitive advantage
• Capital that fits your velocity: From delayed-draw facilities to seller psychology—when structure beats price every time
• Boards that actually help: The brutal truth about founder board seats and recruiting for chemistry, not just credentials
• Integration without soul-crushing: Templated processes for the spreadsheets, human focus for everything else
• Exit paths architected from day one: Why optionality starts with your first acquisition, not your last

Featuring voices from across the ETA ecosystem - seasoned operators, sharp investors, and the academics mapping our future. Plus an exclusive update from the INSEAD ETA and Search Fund Hub on what's coming next. No fluff, no theory - just the distilled wisdom of a community that's redefining how businesses change hands and grow.

00:00 Introduction to ETA and Conference Highlights
02:01 Evolution of ETA and Search Funds
07:52 Connecting with Sellers: The Human Element
14:01 Leveraging Smart Money and Board Dynamics
19:55 Exit Strategies and Value Maximization

Special thanks once again to everyone who made this episode and the conference a possibility. For a text-based summary, visit the INSEAD ETA & Search Fund Hub.

Entrepreneurship Through Acquisition (ETA) can feel like a roller-coaster of strategy, capital, and heart. In this episode, we sit down with Andrew Black - Managing Director of VetCare Canada and architect of a 50-clinic veterinary roll-up - to unpack how he turned a thesis on “mission-driven pet care” into a nationwide platform.
 
Andrew pulls back the curtain on: 

• Finding the right industry fit: why personal passion for animal health anchored his search thesis 
• Networking that moves the needle: the investor coffees, operator calls, and late-night Slack channels that shaped his deal flow 
• Capital for scale: blending debt, equity, and seller rollover to keep ownership—and upside 
• Culture as the secret sauce: integrating dozens of practice teams without losing their local soul 
• Surviving the macro headwinds: lessons from financing in a high-rate environment and keeping growth steady 

From due-diligence trenches to post-close integrations, Andrew shares candid wins and gut-check moments - plus the reflective practices that keep him grounded as CEO. Tune in for a playbook on thriving after the acquisition and building a business that heals pets and people. 

00:00 Introduction to Entrepreneurship Through Acquisition 
01:06 Andrew's Career Journey and the Path to ETA 
02:32 Emotional Challenges of Entrepreneurship 
04:35 Networking and Industry Hypothesis Development 
06:47 Crafting a Business Thesis for Success 
09:50 Personal Connection vs. Market Opportunity 
12:27 Strategic Approach to the Search Process 
14:50 Capital Strategy and Financing for Growth 
17:13 Identifying Ideal Acquisition Targets 
18:48 Importance of Vision Alignment in Acquisitions 
20:56 Evolving Due Diligence Practices 
24:00 Building and Maintaining Advisor Relationships 
24:19 Building Relationships with Advisors and Investors 
27:12 Thriving Post-Acquisition: Key Strategies 

Entrepreneurship Through Acquisition (ETA) is a path that requires equal parts strategy, adaptability, and relationship-building. In this episode of the INSEAD ETA podcast, we sit down with A.C. Goh, founder of Garlic Equity Capital, Singapore’s first traditional search fund, to explore his journey and the unique challenges of navigating the search phase in Southeast Asia. A.C. shares how his career experiences at Uber and McKinsey prepared him for the complexities of fundraising and searching for the perfect acquisition target. The conversation dives into the interpersonal dynamics of deal-making, the critical role of trust in business transactions, and the unique nuances of Singapore’s business landscape. Listeners will gain valuable insights into the misconceptions surrounding the search phase, the supportive nature of the search fund community, and strategies for creating value in acquired businesses. A.C. also offers actionable advice for aspiring searchers, emphasizing the importance of purpose, adaptability, and a strong network. This episode is a must-listen for anyone curious about the evolving ETA landscape in Southeast Asia.  
 
00:00 Introduction to Entrepreneurship Through Acquisition  
05:11 A.C. Goh's Career Journey  
10:37 The Search Fund Model  
17:02 Fundraising for Garlic Equity Capital  
20:17 Networking and Its Importance in Search Funds  
20:28 Building Trust in Business Transactions  
23:02 Navigating Singapore's Unique Business Landscape  
25:35 Misconceptions and Surprises in the Search Fund Journey  
27:49 Advice for Aspiring Search Fund Entrepreneurs  
30:40 Creating Value and Driving Growth in Acquired Businesses  
33:12 The Future of the ETA Model in Southeast Asia  

Entrepreneurship often begins with a bold leap, and for Kieron Chalder, that leap meant transitioning from a corporate career to pursuing his entrepreneurial vision through acquisition. As co-CEO of Emotion and founder of the search fund Iberica Cap, Kieron’s journey is one of resilience, adaptability, and innovation. In this episode of the INSEAD ETA podcast, we delve into Kieron’s experiences, from his time at INSEAD to the challenges of acquiring CarPro during the uncertainty of the COVID-19 pandemic. Kieron shares how he navigated the transformation of a traditional business into a modern technology provider, highlighting the importance of cultural shifts, internal process improvements, and growth strategies tailored to changing market conditions. The conversation also explores the value of supportive investors, effective people management, and the balance between operational execution and long-term planning. Reflecting on his global business operations, Kieron emphasizes the critical role of education, networking, and the lessons learned from his search fund journey. He offers actionable advice for aspiring entrepreneurs, illustrating why ETA can be a fulfilling and impactful career choice.  
 
00:00 Introduction to Entrepreneurship Through Acquisition  
06:43 The INSEAD Experience and Networking  
11:58 First Days as a CEO  
18:57 Cultural Transformation in a Modern Company  
24:03 Key Learnings in Managing Investors  
29:27 The Benefits of a Global Business  
34:41 Reflecting on the Journey and Future Directions  

As an evolving pathway that blends strategic vision with hands-on business leadership, 
Entrepreneurship Through Acquisition (ETA) is growing in popularity. For aspiring entrepreneurs, 
investors, and advisors alike, understanding the nuances of this field is critical to success. In this 
episode of the INSEAD ETA podcast, we speak with Dr. Gernot Eisinger, a leading voice in the ETA 
space and a founder of Afinum, an investment firm shaping succession situations for SMEs for more than 20 years. With a career that spans the chemicals industry, strategy consulting, and private 
equity, Dr. Eisinger offers a wealth of experience and insights into building businesses through 
acquisition. Dr. Eisinger delves into the qualities that differentiate successful searchers, emphasizing the importance of active listening, management skills, and a deep understanding of the seller's perspective. He sheds light on identifying ideal acquisition targets, navigating the complexities of the search phase, and attracting investor interest in an increasingly competitive market. This conversation also explores how ETA compares to traditional startup entrepreneurship, the critical role of networking, and the long-term value of strategic exit planning. For those curious about the potential of ETA, Dr. Eisinger presents it as a powerful avenue for entrepreneurial growth, rich with opportunities for those who dare to seize them. 

00:00 Introduction to Entrepreneurship Through Acquisition 
06:08 The Rise of Search Funds
11:57 Understanding the Seller's Perspective
17:56 The Evolving Landscape of Search Funds 
24:03 Attracting Investors as a Searcher 
30:22 Challenges in the ETA Landscape 
40:10 Strategizing for Exits 

Entrepreneurship Through Acquisition (ETA) is becoming an increasingly popular career path for recent MBA graduates and mid-career professionals. The entrepreneurial route of acquiring and scaling a business holds immense promise, however the journey is anything but straightforward. In this episode of the INSEAD ETA and Search Funds podcast, we speak with Monika Wincel, founder of CEDO Capital and a trailblazer in Poland’s ETA landscape. 

As the first female-led search fund in the country, CEDO Capital represents a bold step forward in a market ripe with untapped potential. Drawing on her diverse career in consulting Privae Equity and entrepreneurship, Monika sheds light on the unique challenges of launching a search fund in a market where such activity is still in its infancy. She shares invaluable insights into the resilience and adaptability required to navigate the fundraising phase, secure acquisitions and scale successfully.

Monika also explores how ETA is evolving in Poland, emphasizing the importance of understanding local market dynamics and leveraging diverse experiences to carve out a successful path. This conversation offers practical advice and fresh perspectives for searchers and investors alike.

00:00 Introduction to Entrepreneurship Through Acquisition
01:26 Monika Winslow's Inspiring Journey
07:47 The Birth of CEDO Capital
11:40 Identifying Opportunities in Poland
15:50 Successful Fundraising Journey
22:17 Navigating the Search Phase
23:21 Navigating the Search Landscape
27:58 Leveraging Past Experiences
30:40 The Importance of Resilience
33:24 Identifying Value Creation Opportunities
38:31 The Future of ETA in Emerging Markets