M&A Science

M&A Science, hosted by Kison Patel (Founder & CEO of DealRoom), is your go-to podcast for mastering the art of mergers and acquisitions. Each week, Kison and his expert guests from leading brands like Xerox, FastLap, and Cisco dig deep into real-world M&A strategies, offering actionable insights to optimize your M&A practice. Whether you're an experienced practitioner or new to the field, M&A Science provides practical advice on key topics like sourcing, due diligence, integration, divestitures, and more. With over 300 episodes, this podcast is the premier thought leadership resource designed to streamline your deal-making process. Start listening today and visit mascience.com/podcast to access over 300 episodes. Brought to you by DealRoom, the leading M&A optimization platform used by the best M&A teams around the world

Integration Starts with Hiring, Not the Deal with Brandon Batt 11/24/2025

Integration Starts with Hiring, Not the Deal with Brandon Batt – Chief People and Transformation Officer at Quadient joins us to discuss how successful M&A integration starts long before you sign an LOI. Brandon shares how Quadient built M&A capability across the organization through strategic hiring, created a transformation office that breaks down traditional silos, and executed portfolio transformation through dozens of acquisitions and divestitures. Learn why the secret to integration success isn't just about playbooks—it's about building M&A muscle into your team from day one. Things You'll Learn Why hiring for M&A experience across your organization creates the foundation for deal success, even in roles that seem unrelated to corporate development The transformation office model that eliminates the handoff problem Why cultural "add" beats cultural "fit" ____________________ Share Your M&A Experience for the Chance at $500 Giftcard M&A moved fast in 2025. But what actually changed? We're collecting real insights from practitioners—not consultants on the sidelines—to understand how corp dev teams, PE firms, and advisors are adapting. Takes 10 min. Get early access to results + chance at $500 gift card. ____________________ 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. __________________ Episode Chapters [00:02:30] Building a Transformation Office – How Quadient structured M&A, HR, legal, and sustainability under one umbrella to drive seamless execution [00:05:00] Portfolio Simplification Through M&A – Starting transformation with strategic divestitures before adding new capabilities through acquisitions [00:10:00] The Pre-LOI Integration Planning Model – Why strategic operations teams get involved in due diligence from the beginning, not after the deal is signed [00:16:00] Human Connection as M&A Secret Sauce – Building trust with founders and management teams before discussing price and terms [00:21:00] Hiring for M&A Muscle – Why M&A readiness starts with recruiting people who have transaction experience across key business functions [00:28:00] Evolving M&A Maturity – Getting more formal about talent assessment and playbooks while giving teams autonomy to move fast [00:33:00] Founder-Led Business Challenges – Learning to structure deals and set expectations upfront when acquiring companies led by first-time sellers [00:42:00] Collaboration Without Hierarchy – How "collaborate like crazy" became a cultural principle that breaks down silos in M&A execution [00:47:00] Deal Story: Meeting in London During COVID – Why some deals still require getting on a plane, even during a pandemic [00:51:00] AI in M&A and the Human Element – Balancing technology efficiency with the human intuition that uncovers critical deal insights __________________ Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/39158615

Strategic M&A Framework: IFS's Acquisition Playbook with Rachel Hindley 11/17/2025

Strategic M&A Framework: IFS's Acquisition Playbook with Rachel Hindley , Vice President of Corporate Development, IFS 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 ____________________ Share Your M&A Experience for the Chance at $500 Giftcard M&A moved fast in 2025. But what actually changed? We're collecting real insights from practitioners—not consultants on the sidelines—to understand how corp dev teams, PE firms, and advisors are adapting. Takes 10 min. Get early access to results + chance at $500 gift card. ____________________ 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. __________________ 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. __________________ Episode Chapters [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. __________________ Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/39065040

Mastering Carve-Out Transactions with Keith Crawford 11/10/2025

Mastering Carve-Out Transactions with Keith Crawford , Global Head of Corporate Development and M&A at State Street Corporation , Global Head of Corporate Development and M&A at State Street Corporation, brings over 20 years of expertise executing some of the most intricate custody business carve-outs in financial services. In this episode, Keith breaks down the realities of carve-out transactions—from proactive deal sourcing and dependency mapping to navigating TSAs and post-close integration. He shares hard-won lessons on avoiding common pitfalls like scope creep, third-party contract renegotiations, and employee retention challenges that can derail even the most promising deals. Things You'll Learn Why carve-out transactions demand bespoke approaches: No two deals are alike—discover how to identify the 20% of unknowns that templates can't capture and build flexibility into your diligence process. How to source carve-out opportunities proactively: Learn State Street's strategy for targeting custody business carve-outs, including the "why us" narrative and who to approach (hint: not the business unit leader). The integration secrets that prevent deal failure: From embedding integration experts early in diligence to managing employee retention and TSA timelines, Keith reveals how to align synergy assumptions with operational reality. ____________________ Share Your M&A Experience for the Chance at $500 Giftcard M&A moved fast in 2025. But what actually changed? We're collecting real insights from practitioners—not consultants on the sidelines—to understand how corp dev teams, PE firms, and advisors are adapting. Takes 10 min. Get early access to results + chance at $500 gift card. ____________________ 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. https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225 _______________ Episode Chapters: [00:03:30] From Accountant to M&A Leader – Keith's journey from audit to becoming a dealmaking general contractor [00:06:00] The General Contractor Mindset – Why successful M&A requires orchestrating expert teams across tax, operations, IT, and risk [00:06:30] The 80/20 Rule of Carve-Outs – Why templates work for most deals but the 20% whitespace requires bespoke analysis [00:10:00] Third-Party Contract Landmines – How change-of-control provisions can blow up your valuation assumptions [00:16:00] Building Strategic Alignment Early – Embedding integration experts into diligence to bridge deal models with operational reality [00:23:00] Proactive Deal Sourcing Strategy – State Street's approach to targeting custody business carve-outs with a clear "why us" narrative [00:35:00] Leveraging Banker Networks Strategically – How mid-tier investment banks often have better contacts for carve-out opportunities [00:48:00] Culture Preservation in Integration – Lessons from the Charles River acquisition on maintaining employee morale and retention [00:52:30] Major Deal Breakers – The two red flags that cause State Street to walk away from carve-out transactions [00:55:00] The Craziest M&A Moment – A hospital room negotiation that almost derailed a major international carve-out ____________________ Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38973985

Integration-Led M&A: Cisco's Approach to Deal Success Part 2 with Johanna Jaakola and Tesia Hostetler 11/03/2025

Integration-Led M&A: Cisco's Approach to Deal Success Part 2 with Johanna Jaakola and Tesia Hostetler – Integration Lead, Corporate Development Integration Team, Cisco – Leader, Acquisition Integration Practice, Cisco , Integration Lead on Cisco's Corporate Development Integration Team, and , Leader of Cisco's Acquisition Integration Practice, continue their deep dive into Cisco's integration-led M&A framework. In Part 2, they reveal how integration planning shapes diligence, how value drivers guide surgical execution, and what it takes to coordinate a 180-person M&A community. From day one employee experience to go-to-market complexity and the Splunk mega-deal, this episode delivers practical frameworks for M&A professionals looking to accelerate value creation while protecting what matters most. Things you will learn: Learn how Cisco tests integration strategy during diligence and adjusts execution plans based on findings without losing sight of deal thesis Discover how Cisco structures functional integration leaders, maintains alignment through recurring touchpoints, and tracks everything in a centralized M&A hub Understand how to validate customer stories, align partner ecosystems, and make surgical decisions about when to integrate sales motions versus protecting existing revenue engines _____________________ M&A Doesn't Have to Be So Painful 💔 Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 ____________________ 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. https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225 _______________ Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38896780

Integration-Led Diligence: Cisco's M&A Approach with Johanna Jaakola & Tesia Hostetle 10/27/2025

Integration-Led Diligence: Cisco's M&A Approach with Johanna Jaakola & Tesia Hostetle – Integration Lead, Corporate Development Integration Team, Cisco – Leader, Acquisition Integration Practice, Cisco , Integration Lead on Cisco's Corporate Development Integration Team, and , Leader of Cisco's Acquisition Integration Practice, share how one of the world's most prolific acquirers structures deals for success. This episode breaks down Cisco's integration-led diligence model, where integration leads orchestrate due diligence from the deal thesis stage, ensuring strategic alignment and execution readiness before ink hits paper. Learn how Cisco's structured approach to integration strategy, two-stage approvals, and tight feedback loops between strategy and execution have transformed their M&A outcomes—with insights from their $28 billion Splunk acquisition. Things You'll Learn Why integration leads should orchestrate diligence How creating an integration thesis alongside your deal thesis ensures every diligence question tests strategic assumptions and drives execution clarity How Cisco's dual approval process (one to negotiate LOI, another for final purchase agreement) creates natural checkpoints to validate strategy before committing capital ____________________ Only 3 Days Left to Register for the Buyer-Led M&A™ Summit. This is the #1 virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Network with leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ M&A Doesn't Have to Be So Painful 💔🥀 Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 ____________________ Episode Chapters [00:02:00] Cisco's Integration Leadership Team [00:06:00] Role Clarity – Integration Lead vs. Integration Practice Leader [00:10:00] How Cisco evolved from integration showing up late to embedding integration thinking at the earliest deal thesis conversations. [00:15:00] Testing Assumptions Through Diligence [00:22:00] How Cisco reorganized corporate development to eliminate silos between deal strategy and integration execution, creating tighter feedback loops. [00:29:00] Two-Stage Approvals – Protecting Value with Structured Gates [00:33:00] Integration Leads Diligence – The Air Traffic Controller Model Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38799480

When Integration Beats Roll-Ups with Tim Hall 10/20/2025

When Integration Beats Roll-Ups with Tim Hall - Managing Partner and Founder, brings 29 years of private equity experience to this conversation about what actually works in buy-and-build strategies. After launching Brenton Point in 2024 following a 20-year run at CI Capital Partners, where he completed 200+ acquisitions across 12 platforms, Tim breaks down the independent sponsor model and why integration—not just aggregation—is the real value driver. He walks through building platforms from scratch, the executive-first strategy for fragmented markets, and how standardized integration playbooks turn acquired companies into cohesive, high-performing businesses. Things You'll Learn Why independent sponsors can outperform traditional PE funds through concentrated investments, longer hold periods, and direct alignment with management teams earning 15% equity upside versus the typical 10% The difference between roll-ups and consolidation and why integration excellence separates winning platforms from aggregated disasters How to build platforms from scratch ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ 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. __________________ Episode Chapters [00:02:00] The GE Capital Training Ground – How Tim's early experience with expert networks shaped his approach to surrounding deals with industry advisors who invest alongside him [00:04:30] Starting companies with zero revenue by hiring CEOs first, then building deal pipelines in fragmented industries like funeral services [00:06:00] Why deal-by-deal capital raising enables longer hold periods, eliminates fund-driven decisions, and captures more value creation in the back half [00:11:30] Finding and Aligning Operators – Sourcing executives through recruiting firms willing to co-invest, and structuring 15% management equity pools for maximum alignment [00:22:00] Using buy-side search firms to validate thesis and create deal flow before platform acquisition, touching 2,000+ companies to close 200 deals [00:27:00] Why acquiring is easy but integrating is hard, and how culture assessment, facility tours, and team retention determine success [00:49:00] Hub, Spoke, and Route Strategy – Three acquisition types for platform building: regional hubs with management depth, spoke deals for synergies, and route buys for pure customer acquisition [00:52:00] The 150-Point Integration Playbook [00:58:30] One-Page Strategic Plans – Keeping teams aligned on priorities from monthly goals to five-year vision with a single dense but powerful reference document [01:04:00] The Herd Mentality Warning – How quickly industries go from undiscovered to overcrowded, and why being the 30th platform in a space means you're already too late Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38651010

Buyer-Led M&A™ Strategy at Snowflake with Stefan WIlliams 10/06/2025

Buyer-Led M&A™ Strategy at Snowflake with Stefan WIlliams Vice President of Corporate Development and Snowflake Ventures at Snowflake , Vice President of Corporate Development and Snowflake Ventures at Snowflake, leads the company's acquisition strategy, corporate venture capital, and startup accelerator programs. In this episode, Stefan takes us inside Snowflake's disciplined, culture-first approach to M&A—from building the corporate development function from scratch to executing 20+ acquisitions while maintaining breakneck organic growth. He shares hard-won lessons on integration accountability, why relationships matter more than auctions, and how to balance proactive deal-making with the realities of a fast-moving AI landscape. Things You'll Learn Start small and build M&A muscle – Why Snowflake began with sub-50 person acquisitions to prove integration capabilities before scaling to larger, more complex deals Integration accountability drives success – The critical importance of assigning DRIs (Directly Responsible Individuals) with clear timelines at 30, 60, 90, and 180 days post-close Buyer-led beats reactive – How investing time in proactive CEO relationships and strategic alignment dramatically improves deal outcomes versus responding to banker processes ___________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ Join us for the 3rd M&A Science Fair IN PERSON Get pure, off-the-record collaboration between corporate development, private equity, and integration leaders. Instead of passive listening, you’ll be sharing real frameworks, trading ideas, and testing what actually works in modern deal execution. Everything’s practitioner-led, and every topic is surfaced by the attendees themselves. October 16th — NYC 8AM-7:30PM Request an invite here: https://luma.com/khkuh6yw ____________________ Episode Chapters [00:02:30] From Banking to Building – Stefan's journey from investment banking to building corporate development teams at ServiceNow and Snowflake [00:04:30] How the "amp it up" mentality shapes every aspect of operations, including M&A strategy [00:07:00] Why high-growth companies must begin with digestible acquisitions to develop integration capabilities [00:10:00] Week One Playbook – How to build a corporate development function from scratch by interviewing product leaders and aligning on strategy [00:14:00] Managing internal relationships across product, engineering, and go-to-market to maintain strategic clarity [00:21:00] Strategic Ventures, Not Financial Bets [00:27:00] Integration DRIs and the Marriage Analogy [00:37:30] Managing Three Concurrent Deals [00:42:00] Why nearly all 20 Snowflake acquisitions involved prior relationships and how buyer-led strategy wins [00:48:30] Navigating the AI Explosion – Staying current in a landscape where companies scale from zero to $100M in years, not decades Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38487415

Corporate Development Strategy: Notion's M&A Approach with Hilary Shirazi 09/30/2025

Corporate Development Strategy: Notion's M&A Approach with Hilary Shirazi - Head of Corporate Development at Notion , Head of Corporate Development at Notion, brings over a decade of M&A experience from LinkedIn, Pinterest, and Zendesk to discuss building corporate development strategy at high-growth tech companies. She shares her proven deal thesis methodology, the "Four T's" framework for categorizing acquisitions, and why integration without an IMO might be the better approach for agile teams. Things you will learn: The Deal Thesis Framework – How to crystallize strategy before identifying targets using Hilary's proven document template The Four T's of M&A – Talent, Tech, Traction, and Terrain categories that determine your acquisition approach and integration strategy Integration Without IMO – Why embedding integration throughout the process beats traditional handoff models for most deals ___________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ Join us for the 3rd M&A Science Fair IN PERSON Get pure, off-the-record collaboration between corporate development, private equity, and integration leaders. Instead of passive listening, you’ll be sharing real frameworks, trading ideas, and testing what actually works in modern deal execution. Everything’s practitioner-led, and every topic is surfaced by the attendees themselves. October 16th — NYC 8AM-7:30PM Request an invite here: https://luma.com/khkuh6yw ____________________ Episode Chapters [00:02:00] Hilary's career evolution and why in-house M&A beats advisory work [00:05:00] Building M&A Best Practices – Why starting at a mature organization teaches critical fundamentals before going solo [00:08:30] Getting to know executives' M&A fears and biases before sourcing deals [00:11:00] The Deal Thesis Methodology – Creating strategy documents before naming targets to avoid "solution shopping" [00:16:00] Deal Sponsor Selection [00:20:00] Front-Loading Vision Alignment [00:30:00] The Four T's Framework – Categorizing acquisitions as Talent, Tech, Traction, or Terrain deals [00:35:00] Integration Without IMO – Why Corp Dev should own integration instead of handing off to separate teams [00:42:00] Using Notion for M&A [00:51:00] AI in Corporate Development Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38411870

How Corporate Venture Capital 2.0 is Reshaping M&A with Jennifer Miller 09/23/2025

How Corporate Venture Capital 2.0 is Reshaping M&A with Jennifer Miller - Senior Director of Corporate Development, Oshkosh Corporation , Senior Director of Corporate Development at Oshkosh Corporation, brings over 24 years of M&A experience spanning investment banking, boutique advisory, and corporate development. In this episode, she reveals how Oshkosh evolved their corporate venture capital approach from CVC 1.0's financial focus to CVC 2.0's strategic innovation partnerships. Jennifer shares practical insights on managing 400+ deal flow annually, structuring IP agreements, and balancing minority investments with traditional M&A within a single corporate development function. Things You'll Learn CVC 2.0 Framework: How to evolve from pure financial returns to strategic innovation partnerships that accelerate technology adoption Deal Flow Management: Systematic approach to evaluate 400+ companies annually using thematic prioritization and rapid technical diligence IP Structuring: Strategic methods for negotiating exclusivity, co-development agreements, and future acquisition rights without limiting startup growth ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ 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. __________________ Episode Chapters [00:02:30] Corporate Development Evolution – Jennifer's 24-year journey from investment banking to strategic partnerships [00:05:00] CVC 2.0 Philosophy – Shifting from financial investments to innovation-first partnerships [00:10:00] Balancing M&A and CVC – Managing traditional acquisitions alongside minority investments in one team [00:16:00] Proof of Concept Budget – How Oshkosh funds cross-business unit technology pilots [00:20:30] Deal Flow Sourcing – Processing 400+ companies annually through thematic prioritization [00:24:00] IP and Acquisition Rights – Structuring exclusivity and information rights without limiting startup exits [00:31:00] Strategic Value Proposition – What startups gain from corporate investors beyond capital [00:36:00] Integration Management – Preventing startup overwhelm while ensuring technology adoption [00:41:30] Startup Positioning Advice – How entrepreneurs should approach strategic versus financial investors Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38323260

M&A Integration Reality: Deal Economics vs Human Dynamics with Nicole Markowski 09/16/2025

M&A Integration Reality: Deal Economics vs Human Dynamics with Nicole Markowski - Former Director of Business Integration and Operations, Wipfli Join Nicole as she shares unvarnished truths from managing 30+ transactions. Nicole reveals how integration-led diligence prevents value destruction, why traditional deal economics often miss critical human factors, and practical strategies for maintaining the human touch while scaling M&A programs from 3 to 16 concurrent deals. Things You'll Learn Why integration leaders must be involved in deal economics discussions to prevent value destruction How to scale M&A operations from 2-3 to 16+ concurrent deals without losing the human touch The critical difference between project managers and true integration leaders in M&A success ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ Join us for the 3rd M&A Science Fair IN PERSON Get pure, off-the-record collaboration between corporate development, private equity, and integration leaders. Instead of passive listening, you’ll be sharing real frameworks, trading ideas, and testing what actually works in modern deal execution. Everything’s practitioner-led, and every topic is surfaced by the attendees themselves. October 16th — NYC 8AM-7:30PM Request an invite here: https://luma.com/khkuh6yw ____________________ Episode Chapters [00:02:00] Engineering an M&A Career – From Accenture consultant to integration expert [00:04:00] Tale of Two Velocities – Contrasting measured vs high-volume M&A approaches [00:07:00] Why cost pool analysis can destroy deal value [00:17:00] When Sellers Walk Away – The Mac vs PC deal breaker story [00:22:00] Integration-Led Diligence – Why integration leaders should quarterback due diligence [00:32:00] Keeping It Human at Scale [00:37:00] Bridging cultural gaps in professional services [00:47:00] Beyond Project Management – What makes a true integration leader [00:53:00] When IT Walks Out – Crisis management Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38236785

Strategic M&A at Scale: Insight Partners' Buyer-Led Approach with Byron Lichtenstein 09/01/2025

Strategic M&A at Scale: Insight Partners' Buyer-Led Approach with Byron Lichtenstein , Managing Director at Insight Partners Byron brings over a decade of experience scaling M&A operations across one of the world's leading software investors. In this episode, Byron breaks down how Insight executes buyer-led M&A at scale, supporting CEOs across their 500+ portfolio companies from sourcing through integration. He shares frameworks for strategic positioning, the critical difference between types of M&A deals, and why strategy must drive every acquisition decision. M&A professionals will learn how to build repeatable M&A processes and avoid the common trap of unfocused deal-making. Things You'll Learn Strategic positioning framework: How to "write the S-1 on day one" and create a clear 5-year vision that guides every M&A decision M&A categorization strategy: The three core types of M&A (market consolidation, product expansion, geographic expansion) and how to execute each differently Integration execution: Why integration must be 100% of someone's job and how to build flexible 100-day plans that actually get executed ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who’ve built scalable, repeatable strategies that keep deals on track - ____________________ M&A Doesn't Have to Be So Painful 💔🥀 Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 ____________________ Episode Timestamps: [00:02:00] Building M&A at Scale – Byron's journey scaling Insight's portfolio support from 6 to 120 people across 500+ companies [00:06:30] The Evolution of Software Roll-Ups – How the market shifted from simple consolidation plays to product-focused strategic acquisitions [00:10:30] The NMI Case Study – Real example of product expansion M&A strategy in the payments infrastructure space [00:14:00] Focus vs. Expansion Dilemma – When to stay focused on core customers versus expanding to new segments and markets [00:28:30] Strategic Positioning Framework – The "write the S-1 on day one" approach to creating long-term M&A vision [00:35:00] Founder-Led But Not Founder-Limited – Key qualities that determine which founders scale successfully through M&A [00:38:00] Integration Planning and 100-Day Plans – Why someone needs to own integration full-time and how to build flexible execution plans [00:48:30] AI and the Future of M&A – How AI is changing software M&A and the Optimizely orchestration layer case study [00:52:30] Market Sophistication – Why software buyers are becoming more discerning and what this means for deal strategy Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/38045495

Think Like a Buyer: Valuation & Deal Structuring with Javier Enrile 08/25/2025

Think Like a Buyer: Valuation & Deal Structuring with Javier Enrile , Managing Director of M&A at In this episode, he breaks down the art and science of thinking like a strategic buyer—from building proprietary deal pipelines through relationship-first sourcing to using sophisticated valuation techniques that separate intrinsic value from market noise. Javier reveals why patient relationship building beats aggressive auction processes, how to structure deals that protect against downside risk, and the critical integration between valuation, diligence, and deal structuring that separates successful acquirers from the rest. Things you will learn: How to build proprietary deal flow through relationship-first sourcing that creates competitive advantages over auction processes The framework for separating standalone intrinsic value from synergy premiums using DCF analysis, especially in cross-border situations Deal structuring tools like priority returns, earnouts, and rep & warranty policies that protect buyers when deals underperform _____________ 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. __________________ M&A Doesn't Have to Be So Painful 💔🥀 Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _____________ Episode Timestamps: [] From Sell-Side to Buy-Side – Why strategic M&A combines PE rigor with strategic thinking [] Strategy Before Deals – The three-step framework for aligning inorganic growth with business strategy [] Building Proprietary Pipeline – Relationship-first sourcing and managing 10-20 active targets effectively [] Valuation Methodology Deep Dive – DCF vs. comps and why intrinsic value drives better decisions [] Cross-Border Valuation Complexity – Modeling currency risk and geopolitical premiums in international deals [] Deal Structuring for Risk Management – Priority returns, earnouts, and protecting against downside scenarios [] The Integration Feedback Loop – How valuation, diligence, and integration planning inform each other [] When Theory Meets Reality – A negotiation story about rational assumptions and irrational responses /episode/index/show/dealroom/id/38003945

Founder Exit Strategy: Xavier Gury on M&A Deal Terms vs Valuation 08/18/2025

Founder Exit Strategy: Xavier Gury on M&A Deal Terms vs Valuation , Founding Partner at Wind , founding partner at Wind venture capital firm, brings a unique triple perspective to M&A: serial entrepreneur, acquisition target, and now investor. In this episode, Xavier unpacks the critical lessons from his three successful exits, including one transformative deal with Publicis, where he structured a performance-based earnout that prioritized terms over upfront valuation. The conversation reveals why 90% of the deal value came through earnout performance, how to align teams during integration, and the strategic mistakes buyers make when acquiring founder-led companies. M&A professionals will learn practical frameworks for structuring deals that actually work post-close. Things You'll Learn Why deal terms matter more than valuation – and how Xavier structured an earnout where only 10% was paid upfront The "yin yang" principle for balanced M&A deals that create value for both buyer and seller How to incentivize key employees during earnout periods to ensure alignment and execution success _____________ 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. ___________________ M&A Doesn't Have to Be So Painful 💔🥀 Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _____________ Episode Chapters [00:02:00] Xavier's unconventional path from teaching AltaVista to founding startups [00:08:30] How a 10-person company acquired a 100-person competitor during market consolidation [00:14:00] Timing the Publicis Exit – Why selling to the "worst" digital player created the biggest value creation opportunity [00:18:00] How market timing generated 5x vs 12x EBITDA multiples from different buyer types [00:21:30] Breaking down the deal where upfront payment was only 10% of total value [00:26:00] The equity strategy that made earnout management effortless [00:31:00] The Yin Yang M&A Principle – Why balanced deals create 1+1=3 value instead of destroying it [00:38:00] How VCs navigate the schizophrenic nature of investment lifecycle [00:43:00] Terms vs Valuation Deep Dive [00:47:00] The $50 Billion Mistake Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37865045

M&A Execution: Strategy from Skadden Expert Arash Attar 08/11/2025

M&A Execution: Strategy from Skadden Expert Arash Attar - M&A Partner, In part two of this masterclass conversation, gets into the execution challenges that separate successful M&A practitioners from the rest. From deconstructing French labor consultation myths to revealing how AI will reshape legal advisory models, this segment delivers actionable frameworks for advanced deal execution. Things You'll Learn How to structure aggressive workforce reduction plans within French labor laws and turn compliance into deal terms The psychology of cross-cultural deal-making and why listening trumps being the loudest voice in the room How AI will reshape M&A legal services and why success fees may replace hourly billing _____________________ 📅 Join Me at the Inside the Deal Session on August 14th! 📅 See how US Heart & Vascular scaled M&A with DealRoom on August 14th,11am EST Learn how to consolidate diligence across vendors, the simple system they use to hit deadlines, and how they cut weeks off close timelines, without burning out the team. Register now at ____________________ Episode Chapters [00:33:00] French Labor Law Reality – Why employment consultation is easier than American buyers think [00:36:00] Aggressive Cost Synergy Planning – How to structure 40% workforce reductions within European frameworks [00:40:00] Cross-Cultural Negotiation Mastery – Reading the room and adapting communication styles for French business culture [00:47:00] Defining High-Stakes Transactions – Why people's livelihoods matter more than dollar amounts in deal significance [00:51:30] First-of-Kind Deal Innovation – Creating the Luxembourg/Hong Kong take-private structure when no legal path existed [00:55:30] AI's Impact on Legal Advisory – How automation will force fee model evolution and reshape junior lawyer training [01:01:30] Deal Structure Evolution – From SPACs boom-bust to emerging PE club deals and earnout complications [01:06:30] Partnership Career Strategy – Why obsessing over partnership tracks derails early career development [01:10:00] Integrity Under Pressure – Handling government interference and corruption while maintaining client relationships Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37761885

Cross-Border M&A Strategy: Navigating Complex International Deals with Arash Attar-Rezvani 08/04/2025

Cross-Border M&A Strategy: Navigating Complex International Deals with Arash Attar-Rezvani - M&A Partner, Arash Attar-Rezvani, M&A Partner at Skadden based in Paris, brings over two decades of cross-border M&A strategy experience to this in-depth conversation. From billion-dollar telecom deals across Latin America to luxury brand acquisitions spanning multiple jurisdictions, Arash reveals the hidden complexities that make international M&A uniquely challenging. M&A professionals will learn how to structure deals across incompatible legal systems, navigate emerging regulatory landscapes, and build the trust essential for successful cross-border transactions. Things you will learn: How to identify and manage multiple antitrust and national security clearances across jurisdictions with varying sophistication levels Why smaller transactions often require more innovation than billion-dollar deals, and how to build structures when no legal playbook exists The psychology behind cross-border deal-making and why trust trumps even the most ironclad contracts _________________ How One Small M&A Team is Closing 8 Deals This Year See how US Heart & Vascular is running faster, cleaner deals using Buyer-Led M&A™ and DealRoom. Join Kison in the live session on August 14 at 11am EST. 👉Register now at _________________ Episode Chapters [00:02:30] International Legal Foundation – Arash's multicultural background and path to cross-border M&A expertise [00:06:00] Deal Size vs. Complexity – Why Smaller Founder-Led Acquisitions Present Unique Structural Challenges [00:14:30] Strategic M&A Motivations – The full spectrum of acquisition rationales from geography to technology [00:18:30] Building Long-Term Client Relationships – The trusted advisor model and its impact on deal success [00:21:00] Cross-Border Regulatory Landscape – GDPR, Cloud Act, and the proliferation of national security reviews [00:28:00] Managing Multiple Jurisdictions – How to prevent small markets from derailing global transactions [00:33:00] French M&A Environment – Labor consultation requirements and overcoming cultural prejudices [00:47:00] High-Stakes Deal Philosophy – Why people, not money, define truly consequential transactions [00:51:30] Creative Deal Innovation – The first-of-its-kind Luxottica take-private structure across Luxembourg and Hong Kong [00:57:30] AI's Impact on Legal Services – How technology will reshape M&A advisory and fee structures Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37666150

Building Successful Buy-and-Build Platforms: Alpine's Blueprint for Strategic M&A with Haley Van Cleve 07/28/2025

Building Successful Buy-and-Build Platforms: Alpine's Blueprint for Strategic M&A with Haley Van Cleve , Partner at Haley joins us to decode the art of building successful buy-and-build platforms from the ground up. In this episode, Haley walks through Alpine's proven methodology for transforming small $3M EBITDA businesses into $100M+ platforms through strategic M&A and operational excellence. Learn how Alpine's unique talent model, integration-first approach, and buyer-led M&A strategy has driven over 850 deals, including 170 in 2024 alone. Whether you're a corporate development professional or private equity investor, this conversation delivers actionable insights on platform identification, integration best practices, and scaling through acquisitions. Things you will learn: Alpine's team-market-business prioritization model for identifying $3M businesses with scaling potential Building 20-30 day system rollouts upfront to enable high-velocity acquisitions without operational breakdowns CEO-in-residence programs and profit interest pools that align management for long-term value creation Episode Chapters [00:02:30] Alpine's Evolution – From $400M Fund V to $4.5B today with 180+ team members across three offices [00:04:30] Platform Definition – Why Alpine takes a liberal view of platforms, starting with $3M EBITDA businesses in fragmented markets [00:07:30] Software vs. Services – Rule of 40 for software deals versus EBITDA-focused services acquisitions and different scaling approaches [00:13:30] Legal Tech Case Study – Building a $4M revenue time-billing business into a $30M+ platform through four strategic add-ons [00:16:00] Integration Excellence – People and systems integration within 20-30 days to maintain visibility during high-velocity M&A [00:22:00] Vision Alignment – Setting clear expectations upfront about system standardization and operational changes before LOI [00:25:00] Platform Challenges – Overhiring executive teams early and building integration capacity before closing deals [00:36:00] In-House M&A Teams – When and how to build dedicated M&A functions at portfolio companies for double-digit acquisition strategies [00:44:00] CEO-in-Residence Program – How Alpine hires executives before finding deals and pairs them with markets for 12+ month searches [00:49:00] When Deals Go Sideways – COVID impact on K-12 businesses and pivoting M&A strategies when market assumptions prove wrong Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37585865

M&A in Healthcare with John Palusci 07/21/2025

M&A in Healthcare with John Palusci Former Vice President of Transformation and Strategic Finance, In this episode of M&A Science, John Palusci, former Vice President of Transformation and Strategic Finance at BAYADA, joins Kison Patel to discuss how to build a repeatable, Buyer-Led M&A™ engine within a nonprofit structure. John walks through his journey from IT to finance to corporate development, detailing how he helped scale BAYADA’s deal strategy with a focus on long-term value, integration-led diligence, and mission alignment. He shares real lessons from joint ventures, cashless acquisitions, and how to avoid surprises in highly regulated industries like healthcare. Things you will learn: How to structure healthcare M&A for long-term mission alignment What a “conceptual pro forma” is and why it accelerates early deal screening How to manage integration risk in people-first, regulation-heavy industries ________________________ Sponsored by —where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ Episode Chapters [00:01:00] John’s unconventional path from IT to M&A leadership [00:05:00] Running joint ventures with hospital systems [00:07:30] Third-party valuation in nonprofit deals [00:10:00] How BAYADA sourced and filtered deals [00:13:00] Key reasons to kill a healthcare deal early [00:16:00] How BAYADA transitioned from for-profit to nonprofit [00:22:30] Standardizing diligence with a conceptual pro forma [00:27:00] Managing talent transitions in home healthcare [00:34:00] Cashless deals: how they work and when they’re possible [00:38:30] Integration-led diligence and DealRoom’s role in execution Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37485600

The Secrets to Sourcing Proprietary Deals in Private Equity with Ryan Gable 07/17/2025

Why Pendo Buys Startups (And It’s Not for Revenue) with Todd Olson 07/14/2025

Why Beacon Created an AI Committee for M&A—and What They’re Testing Next (Part 2) with Harrison Thomas 07/10/2025

Why Beacon Created an AI Committee for M&A—and What They’re Testing Next (Part 2) with Harrison Thomas , Chief Growth Officer at In Part 2 of our conversation, we go deep into how Beacon is operationalizing M&A. Harrison reveals how they reduced their request list by over 65%, why they require third parties to use their DealRoom, and how integration now begins before the deal is even signed. He also dives into the organization's AI roadmap, their internal CRM transformation, and the surprising challenges of acquiring non-profit organizations. If you want a behind-the-scenes look at building a scalable, tech-forward M&A machine in healthcare, don’t miss this episode. Things you will learn: How to build a centralized M&A system across CRM, diligence, and integration Why Beacon embeds integration planning before close—and the real cost of waiting What it takes to acquire and integrate nonprofit healthcare organizations Episode Chapters [00:02:30] Using third-party compliance audits and chart reviews in diligence [00:06:00] Evolving the deal process from relationship-building to IOI to close [00:12:00] Reducing diligence requests from 474 to 147 using DealRoom [00:14:00] Enforcing platform accountability for both internal teams and sellers [00:16:00] Managing deal fatigue and broker feedback in seller-heavy processes [00:21:00] Beacon’s shift from siloed M&A to One Beacon integration strategy [00:26:00] Running diligence and integration in parallel, starting pre-close [00:29:30] Valuation risks of integration backlog and how Beacon is addressing it [00:35:00] Centralizing the full M&A lifecycle—from CRM to integration—in one platform [0:41:00] How to approach acquiring nonprofit organizations (and why it’s worth it) _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37359795

Why Beacon Created an AI Committee for M&A with Harrison Thomas 07/07/2025

Why Beacon Created an AI Committee for M&A with Harrison Thomas , Chief Growth Officer at In Part 1 of our conversation with Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, we dive into how one of the largest providers of specialized behavioral health services is rethinking M&A using AI. Harrison shares why Beacon created a dedicated AI committee focused on improving every stage of the deal lifecycle—from sourcing to integration—and what tools and pilots they’re exploring right now. If you want a first-hand look at how AI is already changing M&A in healthcare services, this episode is for you. Things you will learn: Why creating an AI committee can accelerate innovation in M&A processes. How AI tools are being piloted to improve diligence, sourcing, and integration planning. Practical challenges and lessons learned when adopting AI in a complex, people-centric industry. ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ Episode Chapters [00:02:00] Why Beacon formed an AI committee specifically for M&A [00:04:30] Early AI experiments and low-risk pilots to test use cases [00:07:00] How AI is enhancing diligence processes and data analysis [00:09:00] Approaching cultural adoption of AI tools across the deal team [00:11:30] Evaluating vendor solutions vs. building AI tools in-house [00:14:00] Tracking ROI on AI adoption in the M&A process [00:16:00] Ethical considerations and privacy concerns when using AI in healthcare M&A [00:19:00] Overcoming skepticism about AI among senior leadership [00:22:00] Key metrics Beacon is using to measure AI-driven efficiency [00:31:00] Lessons learned on aligning AI strategy with overall M&A goals Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37359730

How to Break Into M&A: Lessons from Todd Manley Part 2 07/03/2025

How to Break Into M&A: Lessons from Todd Manley Part 2 , VP of Corporate Development Integration at In Part 2 of our conversation with Todd Manley, VP of Corporate Development Integration at Intel, we unpack how professionals from diverse backgrounds can successfully break into M&A and what it takes to build and maintain high-performing deal teams. Todd shares tactical advice on networking, career transitions, team dynamics, and leadership traits he looks for when hiring M&A talent. Whether you’re early in your M&A career or looking to level up, this episode is packed with practical insights to help you navigate the world of dealmaking. Things You Will Learn: How to leverage networking inside and outside your company to break into M&A. Key characteristics and behaviors Todd looks for when hiring successful M&A professionals. Why being present and learning from your journey is critical to career growth in M&A. ________________________ Sponsored by —where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ Episode Chapters: [00:02:00] Teaching leadership frameworks and practical skills at Santa Clara University [00:04:30] The power of intentional networking and early adoption of LinkedIn [00:06:00] Rebuilding in-person connections post-COVID and the value of conferences [00:07:00] Strategies for networking inside large organizations [00:10:30] Maintaining and nurturing your professional network over time [00:13:30] Building effective M&A teams and recognizing potential during interviews [00:18:00] The importance of humility, ownership, and curiosity in M&A [00:25:30] Translating customer experience skills to M&A opportunities [00:28:00] Knowing when to lead and when to follow on M&A teams [00:34:00] Defining success post-close and understanding cultural dynamics Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37272055

Build a Career in M&A: Lessons from Intel’s Todd Manley 06/30/2025

Build a Career in M&A: Lessons from Intel’s Todd Manley , VP of Corporate Development Integration at In this episode, Todd Manley joins Kison Patel to share his non-traditional path into the world of M&A. Starting his career in IT and organizational behavior, Todd brings a unique lens to integration and leadership in corporate development. From his early consulting days to overseeing integrations at Cisco, Symantec, and now Intel, Todd has seen it all. He opens up about what it really takes to thrive in M&A—from career pivots and networking to managing divestitures and leading with empathy. This episode is packed with career insight, integration best practices, and practical leadership advice for anyone navigating—or trying to break into—the fast-paced world of M&A. Things you will learn: How to break into M&A without a finance or banking background The critical leadership traits that matter in integration roles Why networking and curiosity matter more than job titles ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters Intro & Background – [00:01:00] First Career Steps in IT & Oracle Work – [00:05:00] Early Passion for Startups & Joining WebEx – [00:06:30] Getting into M&A via Cisco’s Acquisition of WebEx – [00:08:30] Integration Lessons from Cisco & Career Growth – [00:10:00] Experience in Divestitures vs. Acquisitions – [00:14:30] The Value of Empathy in Integration – [00:16:30] Skills That Translate into M&A Success – [00:19:00] How to Break into M&A & Structuring Career Moves – [00:22:30] Why Leadership & Communication Are Non-Negotiable – [00:28:00] Networking Tips, Playbooks, and Mentorship – [00:39:30] Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37219890

Buyer-Led vs. Seller-Led M&A with Matthew Person 06/26/2025

Buyer-Led vs. Seller-Led M&A with Matthew Person , Senior Vice President of Corporate Development at In this episode of the M&A Science Podcast, Kison Patel interviews Mathew Person, Senior Vice President of Corporate Development at Quickbase. Mathew brings a unique blend of operator, banker, and corp dev experience, making him a strategic leader in buyer-led M&A. Together, they dive deep into how to proactively structure acquisitions, align internal stakeholders, avoid over-rationalization, and ensure integration success. Things You Will Learn: How to design and align around a box of preference (quant + qual criteria) Tactics for proactively sourcing and assessing cultural fit How to structure your corp dev team for scale and deal velocity ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ Episode Timestamps [00:01:30] Mathew's unique background: sports operator, banker, corp dev [00:03:30] Quickbase's carveout history and PE backing [00:04:00] What buyer-led M&A means and why it matters [00:05:00] Box of preference: building deal criteria with stakeholders [00:07:30] Market mapping and capability-driven strategy [00:09:30] Scorecards, deal screening, and qualitative diligence [00:15:30] Identifying and quantifying culture fit [00:19:30] Modeling dis-synergies and avoiding over-rationalization [00:23:30] Structuring corp dev teams for stakeholder alignment [00:30:00] Managing negotiations and bid-ask spread with trust [00:33:30] The ROI of being known as a "good home" [00:42:30] Integration success: same team from diligence to execution [00:47:00] Culture as a deal breaker or driver [00:52:30] Why stakeholder consensus is the hardest part of M&A Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37162165

From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes 06/23/2025

From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes , Head of Corporate Development and Product Partnerships, Uncover the inside workings of Atlassian’s M&A strategy—from how Sarah’s team sources deals and aligns with product to the importance of relationship-building and a structured, founder-first integration approach. With over seven years of experience leading corporate development at Atlassian, Sarah shares practical lessons on building strategic pipelines, cultivating founder trust, and operationalizing successful integrations across Atlassian's global portfolio Things you will learn: Building long-term relationships with founders, even years before deals happen Aligning product, venture, and partnership decisions under one roof Atlassian’s approach to cultural diligence, integration planning, and transparency post-close _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters 00:02:00 – Sarah’s path into corporate development via Google and Atlassian 00:04:00 – Strategic rationale behind Trello and Loom acquisitions 00:07:00 – Atlassian’s three M&A strategy pillars: roadmap accelerants, vacuums, and break-glass opportunities 00:09:00 – How corp dev aligns with product: push-pull strategy and joint roadmaps 00:12:30 – Centralizing M&A, ventures, and partnerships under one team 00:15:30 – Using AI to accelerate sourcing, market mapping, and diligence 00:19:00 – Loom case study: a 5-year founder relationship turned acquisition 00:25:00 – Creating co-authored vision docs to align on integration and success metrics 00:33:00 – How Atlassian handles cultural diligence and post-close attrition risk 00:36:00 – Atlassian’s integration approach: open playbooks, IMO structure, and post-close planning 00:42:00 – Where AI is driving efficiency across the deal lifecycle 00:48:30 – Sarah’s advice to corp dev leaders on sourcing, alignment, and outside-in perspective Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37115630

Building Trust in Acquisitions with Dan Pollock 06/20/2025

Building Trust in Acquisitions with Dan Pollock , Vice President of Corporate Development/M&A at Dan shares how he built SAM Companies’ M&A function from the ground up—executing over 30 deals and transforming M&A into a strategic growth engine. Backed by Peak Rock Capital, SAM Companies focuses on acquiring founder-led geospatial and infrastructure services businesses. Dan dives deep into how he balances disciplined diligence with relationship-first sourcing, how his team integrates small companies into a larger framework, and why culture and seller alignment matter as much as price. Whether you're building out corp dev from scratch or refining your playbook, this conversation offers tactical insight into how to scale M&A the right way. Things you will learn: How to build an in-house M&A engine with a lean corp dev team How to source proprietary deals through trust and local relationships How to structure earnouts and retention payments to align incentives ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ Episode Chapters 00:03:00 – Dan’s background: from audit to M&A leadership at SAM 00:05:00 – Building SAM’s M&A muscle from the ground up 00:08:30 – Creating buy-in and accountability for integration success 00:10:00 – Getting the company ready to integrate acquisitions 00:11:00 – Sourcing: proprietary relationships vs. cold outreach 00:13:30 – Case study: renewable energy firm acquisition 00:15:00 – Thinking through revenue vs. cost synergies 00:16:30 – The psychology of earnouts and why they changed their approach 00:18:30 – How to open conversations with founder-led businesses 00:21:00 – Why founder retention is tied to valuation 00:24:00 – Turning relationships into actionable deals over time 00:29:00 – Competing with PE: how SAM positions better long-term fit 00:33:00 – Retention bonuses vs. earnouts: what's working better 00:39:00 – Why diligence and integration must run in parallel 00:41:30 – Managing team fatigue and repeatability with DealRoom 00:45:00 – Letting sellers speak with past acquired founders 00:47:00 – Private equity partnership governance at SAM 00:51:00 – Diligence red flags and small business surprises Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37088270

How Blackstone is Unlocking Lasting Value Across Private Equity with Viral Patel 06/16/2025

How Blackstone is Unlocking Lasting Value Across Private Equity with Viral Patel l, CEO of Viral Patel unpacks how the firm is reshaping private equity for the next era. From launching new fund structures to leading thematic investments in sectors like electrification and AI infrastructure, Viral shares how Blackstone builds enduring value—and why alignment, data, and management fit are key to every deal. He also breaks down the cultural values that drive Blackstone’s success and why individual investors are the future of private capital. Things you will learn: How Blackstone’s investment philosophy is built on long-term secular trends What makes a management team the right fit—and why talent diligence is critical Why Blackstone created perpetual funds and how they work How data, scale, and operating resources become a strategic advantage post-close ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters [00:01:00] Viral’s 20-year journey across Blackstone’s business units [00:05:00] The cultural pillars that define Blackstone: excellence, integrity, and innovation [00:13:00] Blackstone’s thematic investment strategy and sector focus [00:16:30] Evaluating management fit as a core part of diligence [00:21:00] Value creation through Blackstone’s operating team and functional specialists [00:24:30] Using data science during diligence to build early trust with management [00:27:00] Why Blackstone builds for the long term—not just for a quick exit [00:32:00] The rise of perpetual fund models for individual investors [00:36:00] Why private equity access is shifting beyond institutions [00:44:00] Educating the market: how BXU and Blackstone’s private wealth team bridge the knowledge gap [00:46:30] Market cycles, public vs. private ownership, and the future of exit strategies Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/37025720

M&A Lawyers vs. Bankers: What’s Changed and What Still Matters with Rob Kindler 06/12/2025

M&A Lawyers vs. Bankers: What’s Changed and What Still Matters with Rob Kindler Partner at In this episode of the M&A Science podcast, Kison Patel sits down with Rob Kindler, a uniquely positioned dealmaker whose career has spanned both sides of the M&A table—law and investment banking. Rob previously led global M&A at Morgan Stanley and is now a senior partner at Paul Weiss. With 44 years of experience, he’s seen firsthand how the roles of lawyers and bankers have evolved, what makes a deal succeed or fail, and how today’s regulatory, activist, and valuation pressures are reshaping M&A execution. Things you will learn: Why legal advisors are now the first call in M&A, not the last How corporate development teams have replaced bankers in early-stage deal sourcing Why regulatory strategy and shareholder approval planning can make or break a deal How to negotiate effectively by predicting “the end of the movie” ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 ________________________ Episode Chapters [00:01:00] Rob’s career arc from lawyer to banker and back again [00:04:30] Why Rob left law for investment banking in 2000 [00:06:00] How corporate dev teams changed the role of bankers [00:11:30] Structuring deals to avoid shareholder approval pitfalls [00:14:30] The rise of activism and merger arbitrage in public M&A [00:16:00] How buyer-led M&A has transformed deal strategy [00:22:30] Impact of regulatory regimes in U.S. vs. Europe [00:27:00] Lessons in negotiation and predicting deal dynamics [00:36:00] Why intrinsic value matters more than financial engineering [00:48:30] What top CEOs understand about using M&A to drive strategy [00:51:00] How to spot a bad deal—and the red flags bankers sometimes ignore [00:53:00] Rob’s funniest moment: 300 pounds of turnips on a conference table Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/36972765

CEO Growth Strategy: How Culligan Scaled 300+ Acquisitions with Scott Clawson 06/09/2025

CEO Growth Strategy: How Culligan Scaled 300+ Acquisitions with Scott Clawson , CEO of Scott Clawson turned Culligan from a legacy water treatment business into a $3.3 billion global platform operating in over 50 countries—powered by a programmatic M&A engine that has executed 300+ acquisitions. In this episode, he sits down with Kison to share exactly how that machine works. From beachside inspiration to building a decentralized deal engine, Scott walks us through his journey scaling Culligan’s strategy with support from capital partners like Advent and BDT MSD. He breaks down how to structure pipeline teams, create incentive systems that align corporate and local interests, and keep integration from becoming a bottleneck. If you want a real-world blueprint for high-volume, globally scaled M&A that doesn’t break the business—this episode delivers. Things you will learn: How to build and scale a decentralized M&A engine across geographies The critical role of strategic focus, pipeline ownership, and integration playbooks Why cultural alignment and seller trust drive long-term M&A success What to look for when choosing a private equity partner—and how they can unlock growth ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 ________________________ Episode Chapters [03:00] – The Culligan turnaround story [06:00] – Finding purpose and shifting strategy [08:30] – How Culligan mapped its global market [11:00] – Role of Advent and consulting partners in early strategy [13:30] – Building the M&A engine: people, pipeline, and playbooks [17:00] – Scaling programmatic M&A across 50+ countries [25:00] – Structuring the M&A org and decentralized execution [29:00] – Building seller trust and sourcing proprietary deals [33:00] – How Culligan stays buyer-led at scale [38:00] – The role of the Head of Corp Dev in a programmatic model [41:00] – Choosing the right PE partner: Advent vs. BDT MSD [48:00] – The risk of overrelying on synergies and underinvesting in capability [51:00] – Advice for CEOs building a repeatable M&A model Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/36918495

Fixing Broken Companies Through Smart Deals with Marc Bell Part 2 06/05/2025

Fixing Broken Companies Through Smart Deals with Marc Bell Part 2 , CEO of Marc Bell has taken 17 companies public, rebuilt distressed businesses, and invested across industries most wouldn’t dare touch. In this follow-up to Part 1, he’s back with sharp insights on what it really takes to run high-stakes deals—and survive them. Marc and Kison cover everything from building a rock-solid diligence process to choosing between private equity and private credit. They get tactical about capital allocation strategy, reflect on the mistakes that shaped Marc’s approach today, and unpack how to lead during downturns—when optimism fades and character shows. This episode is a masterclass in M&A realism. Whether you're planning your first minority recap or running a mature corp dev team, you'll walk away with fresh perspective—and a few war stories that’ll stick with you. Things you will learn: The tradeoffs between debt and equity—and when to choose either Why the wrong private equity partner can cost more than capital How to lead through setbacks and build people-first organizations ________________________ Sponsored by —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 ________________________ Episode Chapters 03:00 – How to run smarter diligence 04:30 – Building the business case 06:30 – Avoiding deal surprises 07:00 – Culture as a value lever 09:30 – Capital allocation 101 11:30 – Vetting PE partners 15:30 – Why Marc avoids public markets 18:30 – Structuring around IRR and risk 20:30 – Real estate timing and opportunity 22:00 – Leading through failure 24:00 – Solving real problems with hospitality 25:30 – The cost of bad partners Questions, comments, concerns?Follow for behind-the-scenes insights on modern M&A. /episode/index/show/dealroom/id/36866040

M&A Science

TOPICS