Growth in market share and access to new markets are often top reasons for pursuing a merger or acquisition. When integrating the Sales function of two companies, the First Commandment is: There shall be no disruption to customers. Fulfilling this goal is of paramount importance since achieving combined Sales revenue targets in the first quarter after deal close is critical. Sustaining the customer base and opportunity pipeline early on increases the probability for success in achieving long-term revenue growth anticipated by the deal.
While a consistent, top-down enterprise-wide integration process is a key success factor for any M&A Integration, it is critically important for the Sales function.
The Sales integration plan should align to the deal thesis and acquisition strategy to increase the likelihood of success for completing GTM milestones, achieving revenue synergy capture, and mitigating business continuity risks. Setting the course for Sales requires immediate attention to address critical objectives significant in the early stages of a merger or acquisition, and typically include the following areas.
US and Global M&A Integration Leader, PwC US
Customer Consulting, PwC US