Armen Panossian
Analyst · JMP Securities
Sure. I mean we're -- obviously, we're pretty active in both areas. With sponsors, we tend to focus on some very large sponsors that have deep subject matter expertise in particular verticals. We like that because of 2 things. One, you kind of want to ride along with a sponsor that does has a secret sauce and execution. But two, a lot of the sponsors that we do business with really support their businesses with strong equity checks. They view them as platforms for growth. In several instances, we have gotten more than a 50% equity check as well as covenants in those deals. So we like doing business with really, really strong sponsors, and when possible, when we see that type of deal flow, we're very interested in executing it. But I would say, by and large, in the market, in terms of sponsor deal flow, it's very competitive. I think there's been a lot of AUM that's been raised certainly in the last 1.5 years and as well as the last 4 or 5 years that are chasing after a lot of similar deals. I think there -- one can say that there's a lot of cash sitting on the sidelines, a lot of cash and not enough deals certainly would be a description of the sponsor market. And so what we're trying to do is go to places where maybe others aren't trafficking in as much, areas where our underwriting, our understanding of these businesses through cycles because of sort of Oaktree's DNA as a more opportunistic lender, having covered many different types of industries through several cycles, we're able to leverage that market reputation of ours to get pretty attractive deal flow that's, frankly, just less efficient or less competitive. And we're finding that in the nonsponsor area.
In my prepared remarks, I mentioned RumbleOn. That's just one example of nonsponsor deal flow that's very well structured, pretty lightly levered and has even some upside potential in it. When we see those types of deals, we're very interested in running hard at them. Obviously, we do see a lot of deals in both sponsor and nonsponsor. And that's part of our interest in expanding the funnel of potential deal flow that we see. However, we're executing on less than 5% of the deal flow that we are seeing. So it's job #1 to make sure from a sourcing perspective, we're seeing as much deal flow as possible, but it's a very close job #2 to make sure that we're selecting all the best credit and all the appropriate structuring that we can put in place to defend against the downside and participate in the upside when possible.