Gartner Research

Tech Go-to-Market: Critical Success Factors for M&A (Part 3) — Gartner's Blueprint for Successful Integration

Published: 25 January 2018

ID: G00341612

Analyst(s): Lars Van Dam


M&A integration typically makes or breaks a merger or acquisition. Yet there is often a lack of cross-functional alignment to deal synergies and strategic drivers. Technology business unit leaders should apply this blueprint to improve success odds for this critical phase of M&A.

Table Of Contents



  • Step 1 — Align Executives to Deal Drivers, and Empower an Integration Executive to Execute the Integration Plan
    • Essentials — The Integration Executive, the Integration Plan and the Office of Integration
  • Step 2 — Revisit Initial Vision and Goals, and Execute a Role-Specific Communication Plan Grounded in Transparency and Engagement
    • Define the Vision, Aligning Stakeholders From Both Companies and Across Functions
    • Execute a Role-Specific Communication Plan Grounded in Transparency and Engagement
  • Step 3 — Ensure That Success Metrics Are Clearly Defined, Understood and Tied to Compensation for Sellers and Key Executives
    • Compensation Drives Behavior — Consider Special Incentives for Key Stakeholders
    • Validate Due Diligence Synergies, Risks and Inhibitors
    • Use Probabilities and Weights to Inform Integration Plan Priorities
    • Preserve the Value You Are Acquiring
  • Step 4 — Start Go-to-Market and Development Integration as Early as Possible, and Use CX as an Essential Underpinning


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