Market Entry Deals and Cross-sell Opportunities

Rachel oversees transformative acquisitions for the global leader in industrial AI and enterprise software. In this episode, Rachel shares how IFS navigates the unique dynamics of having three major private equity backers—EQT, HG, and TA Associates—while executing strategic deals that enhance their portfolio. She breaks down IFS's four acquisition archetypes (product bolt-ons, customer migration, market entry, and new platforms), explains why integration and value creation must be separated, and reveals how the company is adapting its strategy for early-stage AI acquisitions. M&A professionals will learn how to build repeatable frameworks, maintain cultural continuity during integration, and balance stakeholder priorities in complex deal environments.

Things you will learn:

• How to structure M&A around four distinct acquisition archetypes

• Why separating systems integration from value creation

• How to balance multiple PE stakeholder priorities

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____________________ Today's episode of the M&A Science Podcast is brought to you by Grata!

Grata is the leading private market dealmaking platform. With its best-in-class AI workflows and investment-grade data, Grata helps investors, advisors, and strategic acquirers effortlessly discover, research, and connect with potential targets — all in one sleek, user-friendly interface. Visit grata.com to learn more.

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This episode is brought to you by S&P Global.

Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work. This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.

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[00:02:30] From Tax to Corp Dev – Rachel's unconventional path from PwC tax structuring to leading M&A at a global software company.

[00:05:00] Managing Three PE Backers – How IFS leverages deep support from EQT, HG, and TA Associates while navigating different investment horizons and exit expectations.

[00:12:30] Four Acquisition Archetypes – Breaking down IFS's strategic framework: product bolt-ons, customer migration, market entry, and new platform deals.

[00:18:00] The AI Acquisition Challenge – Why IFS acquired The Loops despite it being smaller and earlier-stage than typical targets, and what it means for their agentic platform.

[00:26:00] The Standalone Strategy – How IFS kept Poka as a standalone business to preserve culture and agility while still achieving cross-sell synergies.

[00:31:00] In-House Commercial Diligence – Why IFS brings dozens of people into due diligence and keeps most work in-house rather than outsourcing to consultants.

[00:37:30] Integration vs. Value Creation – The critical distinction between systems integration and value creation that determines whether deals hit their business case projections.

[00:43:00] Cultural Retention Tactics – From MacBooks to Slack, the small decisions that make or break retention of key talent in acquired companies.

[00:52:30] Building Trust Before the Deal – Why bilateral deals trump auction processes and how face-to-face relationship building accelerates transaction timelines.

[00:59:00] Corporate Venture 2.0 – How fast-moving AI markets are pushing IFS to consider series financing and call options instead of traditional full acquisitions.

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Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.