Post merger integration for technology scale-up
Situation:
- Rapidly growing private equity-backed tech player had acquired an international competitor to strengthen its European footprint
- Client wanted to integrate its acquisition to build a one-stop-shop solution and enhance its value proposition
- At the same time, synergies should be captured without losing specificity of individual market segments, price points, and service levels
Actions:
- Led and structured overall program management office to plan and oversee the integration process
- Developed a joint go-to-market model for the combined entity
- Conducted a thorough analysis of both companies’ market positioning, customer segments, and value propositions
- Defined journeys for various client personas to ensure robustness of one-stop-shop concept
- Developed a unified value proposition that leverages the strengths of both companies
- Identified areas for convergence and differentiation in the product/service offering to optimize market coverage and avoid cannibalization
- Designed a harmonized pricing strategy that aligns with the combined value proposition and market positioning
- Defined branding strategy for the combined entity, considering brand equity and market recognition
- Defined an international operating model and integration concept
- Identified opportunities for integration and synergies across functions and geographies
- Developed a target operating model for the combined entity
- Designed an integration concept balancing need for centralization vs. local market adaptability and resulting degrees of freedom between buying company and the acquired entity
- Detailed national sales organizations including sector and account planning
- Explored legal and fiscal implications (tax, legal entity structure, GDPR, labor law etc.)
- Oversaw and steered implementation along integration milestone planning
Results:
- New Pan-European champion in the relevant market segment created
- Successfully integrated the acquired company into the parent organization
- Established a strong and unified market presence across multiple European countries
- Positioned the combined entity as a leading player in its market segments, with a comprehensive and yet differentiated offering
- Full integration of staff, product, and legal entities secured ahead of the already ambitious time plan
- Achieved a smooth and efficient integration of all key aspects of the business
- Retained key talent and expertise from both organizations
- Harmonized the value proposition and product/service offering across markets
- Consolidated legal entities and optimized the corporate structure
- Commercial and operational synergies identified and capture started
- Leveraged combined scale to improve go-to-market model and relevance with clients
- Identified opportunities for cross-selling and upselling to the combined customer base
- Set-up new sales structure to continue growth
- Laid the foundation for a scalable and agile Pan-European organization
- Established a strong platform for further growth and expansion in the European market
- Positioned the company to pursue further acquisitions to grow its market share
