Strategies for Cross-Selling in M&A and Importance of Communication and Guardrails

Exploring the successful cross-selling strategy employed post-acquisition of Genability, leading to notable growth in annual recurring revenue. The importance of communication and setting up guardrails for integrating new companies with diverse locations is also emphasized in the discussion.

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In this special edition, live from the New York Stock Exchange, CJ interviews Paul Mulé, CFO of Arcadia, as the first in a series of episodes featuring CFOs from pre-IPO companies. Paul explains what inspired his leap from investment banker to operator after 14 years at JP Morgan Chase and emphasizes the importance of betting on oneself. He also provides a unique perspective on the scarcity of CFOs capable of guiding tech companies through an IPO. Paul delves into the evolution of Arcadia's business model and how they built their M&A playbook. He and CJ discuss how to get M&A right as a private company and the role of current employees in this process. Paul highlights why a CFO needs to be able to tell the company's whole story, not just the financial aspect. He also underscores the importance of transparency and not being afraid to share too much information with employees.

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@cjgustafson222 (CJ)

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TIMESTAMPS:(00:00) Preview and Intro

(02:08) Sponsor - Netsuite | Maxio

(04:53) Making the Leap From Banker to Operator

(05:40) The Scarcity of CFOs Who Can Take a Tech Company Public

(06:50) Betting on Yourself in Any Role

(10:07) What Led Paul to Arcadia

(12:55) Building a Playbook for M&A

(16:28) Sponsor - Planful | Leapfin | Mercury