Post-merger Integration (PMI): Integrating Sales & Marketing
Originally published: 26/02/2020 11:28
Publication number: ELQ-15817-1
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Post-merger Integration (PMI): Integrating Sales & Marketing

This framework discusses the integration of Sales & Marketing from various organizations as a strategic opportunity.

There are several challenges and opportunities in the wake of Mergers and Acquisition (M&A) that merit special attention. In particular:

1. Options to Reorganize the Operating Model
2. Risk of Staff Departure
3. Need to Look beyond Cost Synergies

This presentation discusses the integration of corporate functions from the various organizations as a strategic opportunity. There are 5 corporate functions that are core to most organizations and industries, which face notable PMI issues:

1. Information Technology (IT)
2. Research & Development (R&D)
3. Procurement
4. Production and Networks
5. Sales & Marketing

This deck will focus on Sales & Marketing. Striking the right balance between cost and revenue synergies comes into play as an issue while integrating the Sales and Marketing function.

There is actually a high risk of sales revenue dropping owing to factors. including:

1. Lack of knowledge and contacts with clients to sell each other’s products by the sales force of the buyer and target.
2. A risk of brands overlap in the combined portfolio, e.g. in consumer goods sector.
3. Sales team members will push the perceived winners and ignore other products.

Specific topics covered include Revenue Loss Factors, Revenue and Cost Synergies, Maintaining Customer Loyalty, Managing "Amputations," Portfolio Management, and others.

This document also includes slide templates for you to use in your own business presentations.

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