Sales Engineers and Revenue Enablement in Mergers and Acquisitions

Corporate mergers and acquisitions are typically a time of stress and uncertainty for both newly acquired and existing revenue teams. Revenue Enablement teams play a key role in accelerating time to post acquisition revenue and ensuring employee retention during this pivotal period. This is the 2nd part of a 2 part series where Jamie Kanac is sharing what he’s learned through ​​20+ years as a revenue & growth operations leader directing strategic sales initiatives, mergers, and acquisitions for IBM and other companies. In Part 2 we’ll discuss:

• Onboarding and partnering with the Sales Engineering teams
• Identifying and connecting with the right acquired teams to facilitate the transfer of critical knowledge
• Creating the right curriculum for onboarding acquired teams 
• Certifications, testing and KPIs for measuring success
• Sales Enablement as the “glue” between cultures of their company and the acquired company

 Jamie Klanac is a proven revenue operations executive who has successfully executed transformations and managed operations in both public and private multinational companies. He has  the unique experience of having led Revenue Operations in North America, Latin America and Asia and significant experience in leading cross-functional partnerships with Marketing, Sales, Client Success, Finance, HR, Product, C-Suite, and Investors.

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