Sales Integration

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Integrating for revenue growth

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.

GTM goals need a disciplined process

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.

  1. Understanding the business model
  2. Protecting existing revenue sources and opportunity pipeline
  3. Communicating effectively to customer facing employees, customers, and channel partners
  4. Establishing a foundation for the next wave of growth

Contact us

Gregg Nahass

US and Global M&A Integration Leader, PwC US

Jeff Hersh

Customer Consulting, PwC US

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