Sales and marketing integration

Download Sales and marketing integration

Growth in market share and access to new markets are often key objectives for pursuing a merger or acquisition. However, immediately after deal announcement the company promptly gets put into a holding pattern. Competitors take advantage of the uncertainty to win customers and recruit the best sales people from both companies, spelling trouble for the ensuing integration.

This paper outlines critical steps that companies should consider in their efforts to capture deal value while working through sales and marketing integration challenges. It addresses specific and relevant issues for the Sales and Marketing function by progressing through the PwC integration process steps of Setting the Course, Planning for and Executing Day One, and Designing and Maximizing the Future State.