Go-To-Market Integration Planning Part 1

Go-to-market integration planning in M&A deals is explored with James Harris, Principal of Corporate Development Integration at Google. The conversation centers on the challenges and opportunities in go-to-market integration, emphasizing that revenue synergies are more valuable than cost-cutting. Customer understanding is key, starting with the deal thesis and involving sales early in the process. Harris highlights the importance of aligning sales, engineering, and product teams, and rigorously validating financial models against tangible execution capabilities. Planning involves balancing front-end customer experience with back-end infrastructure, and sales readiness requires clear communication and change management. The discussion also covers the nuances of integrating marketing functions and setting end-of-life policies for products.