Making GTM Successful
M&A Science
00:00
Building a Good Market Plane
The steps are, first of all, understanding the vision. What is the vision that we want to achieve at this typically ties back to the business case in terms owided we originally think this transaction makes business sense. So we identify the vision, then depick the right pilot acaps and all work happens jointly between the acquiring company and the target together. A side part, but very important, is we need to make sure the sales teams on both ends are rightly incentivized. Because you've got to understand is limited trust between salespeople or to organizations in the very initial stages.
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