Post-merger integration for European tech player
Case study:
Post-merger integration for European tech player
- Situation
- Rapidly growing PE-backed tech player acquired an international competitor
- Client wanted to build a European-wide one-stop-shop solution and strengthen its value proposition
- Synergies had to be captured without losing specificity of market segments, price points and service levels
- Actions
- Led and structured the overall program management office to plan and steer the integration
- Analyzed both companies’ market positioning, customer segments and value propositions and identified opportunities for convergence and differentiation
- Developed a joint go-to-market model and defined client journeys for key personas to validate the one-stop-shop concept
- Defined a unified value proposition and harmonized product and service offering, pricing strategy and branding for the combined entity
- Designed a target operating model and integration concept balancing centralization and local market flexibility
- Identified commercial and operational synergies across functions and geographies and translated them into actionable initiatives
- Detailed combined sales organizations including sector coverage, account planning and cross-selling
- Explored legal and fiscal implications including tax, legal entity structure and labor law and defined the roadmap for legal entity consolidation
- Steered implementation along integration milestones and resolved key roadblocks
- Results
- Pan-European champion created with unified market presence, improved go-to-market model and full integration of staff, products and legal entities ahead of plan
- Value proposition, offering and pricing harmonized across markets while retaining key talent and local expertise
- Corporate and legal structure optimized and consolidated, commercial and operational synergies identified with capture underway and a scalable platform for further growth, cross- and upselling and future acquisitions established