Richard Dunkel, Global Head of Field Enablement at Celonis The sales operation is the cornerstone of every business. Without it, companies would not have revenue. In this episode of the M&A; Science Podcast, Richard Dunkel, Global Head of Field Enablement at Celonis, discusses how to improve the sales function during integration. Liked today's episode? Unlock over 60 courses taught by top-tier M&A; practitioners by joining the M&A; Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you’re a head of corporate development and looking to build up a world-class M&A; team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

How to Improve the Sales Function During Integration

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Steve Lucas, CEO of Boomi The technology industry is currently experiencing significant growth, particularly with the emergence of artificial intelligence. This trend has not only attracted significant investments but has also intensified the competition among tech companies striving to lead the market. This has made the tech space a prime area for M&A.; Boomi is one of those companies who have recently made a significant move via acquisitions. In this episode of the M&A; Science Podcast, we will discuss how to source deals in the tech space with Steve Lucas, CEO of Boomi.   Things you will learn: • Approach on strategy • Acquiring capabilities • Deal sourcing in M&A; • Building relationships • Negotiations during M&A;  This episode is sponsored by the DealRoom.  Ready to take your M&A; to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net  ****************** Episode Timestamps 00:00 Intro 10:16 Boomi’s approach on strategy 16:32 Acquiring capabilities 18:55 Deal sourcing in M&A; 22:12 Building relationships 25:45 Convincing someone to sell their business 30:51 Example of pitch 32:31 Negotiations during M&A; 36:08 Tips on negotiating 38:45 M&A; at Boomi 41:43 Making integration successful 47:26 AI in M&A; 52:44 Boomi’s future 45:26 Craziest thing in M&A;

M&A Deal Sourcing in the Tech Space

Michael Frankel, Founder and Managing Partner of Trajectory Capital.  Here at M&A; Science, our goal is to bring you the best and most effective techniques to improve your M&A; practice. In light of our 300th podcast episode, we have compiled the top 10 things that make M&A; successful, together with Michael Frankel, Founder and Managing Partner of Trajectory Capital.  Things you will learn:   Alignment in the shared vision of the end-state   Cultural alignment   Reverse Diligence   Continuous learning and improvement   Empathetic leadership    This episode is sponsored by FirmRoom.  FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com  ****************** Episode Bookmarks 00:00 Intro 05:58 Alignment in the shared vision of the end-state 10:51 Cultural alignment 15:03 Joint Go-to-market planning pre-LOI 20:24 Parallel diligence and integration planning 24:33 Reverse Diligence 27:13 Communication strategy with stakeholders 32:37 Continuous learning and improvement 35:16 Anticipate functional challenges 39:52 Empathetic leadership 44:47 Proper preparation 47:56 Craziest thing in M&A;

Top 10 Things That Make M&A Successful

Jeremy Segal, Executive Vice President Corporate Development at Progress (NASDAQ: PRGS) When it comes to M&A;, time is of the essence. As a buyer, it’s best to identify whether to pursue the deal or not as soon as possible, to avoid wasting money and time. Also, if the seller is a good target company, procrastinating could lead to more competition.  In this episode of the M&A; Science Podcast, Jeremy Segal, Executive Vice President Corporate Development at Progress, shares their strategy on how to close deals in 30 days. Things you will learn: • Initial conversations with the target company • Price negotiations • Preliminary due diligence list • Deal specific adjustments • Confirmatory due diligence  This episode is sponsored by the DealRoom. Ready to take your M&A; to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Bookmarks 00:00 Intro 04:16 Initial conversations with the target company 08:56 Price negotiations 12:33 Preliminary due diligence list 17:05 When to ask questions 18:34 People Involved 19:10 Sales and Go-to-Market 21:02 Revenue Synergies 23:43 Customer Journey 24:26 Surprises 27:40 Customer Success 28:46 Financials 32:11 Red flags in people 32:47 Information Technology 34:28 Legal 36:48 Marketing 39:19 Breakdown of COGS 41:30 Benefits Template 42:56 Operating Expenses 43:58 General 44:58 Deal specific adjustments 45:56 Processing the preliminary diligence information 47:11 Confirmatory due diligence 50:40 Craziest thing in M&A;  

How to Close M&A Deals in 30 Days

Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A; Officer at Ntiva, Inc.  In a highly fragmented industry, roll-ups are a great growth strategy. But integrating multiple entities can be difficult, especially if you don’t have a proven framework. Ntiva has been successful in its M&A; strategy and has completed 15 acquisitions as of today.  In this episode of the M&A; Science Podcast, Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A; Officer at Ntiva, Inc., share their strategy on how to execute the roll-up strategy in the tech industry.  Things you will learn: • Creating value using a roll-up strategy • Evaluating a target company • Importance of recurring revenue • Red flags pre-LOI • Biggest advice for first-timers  This episode is sponsored by the DealRoom.  Ready to take your M&A; to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Bookmarks 00:00 Intro 08:04 Creating value using roll-up strategy 12:38 Pitching to private equity 18:32 Evaluating a target company 22:30 Importance of recurring revenue 23:35 Customer Concentration 26:42 Challenges of doing roll-ups 30:36 Mismanaging M&A; 37:52 Deal Sourcing 43:46 Red flags pre-LOI 46:53 Deal structure on roll-ups 51:52 Biggest advice for first-timers 52:46 Craziest thing in M&A;  

Executing the Roll Up Strategy in the Tech Industry

Kyle Price, Chief of Staff & Corporate Development at Roblox Creating a dedicated M&A; function can be daunting for non-acquisitive companies. It’s a big commitment that could take away valuable time and resources from top level management. However, when done right, corporate development muscle can be built slowly, and organically.  In this episode of the M&A; Science Podcast, Kyle Price, Chief of Staff & Corporate Development at Roblox, shares his experience on how to start an M&A; function slowly and successfully from scratch.  Things you will learn in this episode: • When to build an M&A; function • Importance of the people side in M&A; • Working with business leaders • Evolution of corporate development • Handling biases in the M&A; process   This episode is sponsored by FirmRoom.  FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com ****************** Episode Bookmarks 00:00 Intro 04:10 When to build an M&A; function 07:40 Challenges of a high-growth company doing M&A; 08:45 Lessons learned along the way 10:39 Importance of the people side in M&A; 12:57 Integration planning 14:39 Working with business leaders 16:42 Deal sourcing 17:24 Overcoming anti-M&A; culture 22:04 Team alignment from functional leads 24:02 M&A; surprises 25:59 Setting up new leaders for success 28:07 Evolution of corporate development 33:15 Measuring corporate development activity 34:20 Incentivizing the team 35:03 Handling biases in the M&A; process 43:33 Craziest thing in M&A;  

How to Improve the Sales Function During Integration

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