Beckway Insights: Commercial Integration Strategy
M&A activity in the U.S. and globally hit record highs in 2021, with many integrations continuing into 2022. While cost savings through integration can be one driver of value, often overlooked is the opportunity to develop a cohesive commercial integration strategy and optimize the selling organization for growth.
If you’re in the midst of an integration, ask yourself: Are you focused on growth? Are you building the right teams in the right territories with the right account plans? Are you getting the most out of your top-line ambitions while still focusing on the bottom line?