Johanna Jaakola – Integration Lead, Corporate Development Integration Team, Cisco Tesia Hostetler – Leader, Acquisition Integration Practice, Cisco Johanna Jaakola, Integration Lead on Cisco's Corporate Development Integration Team, and Tesia Hostetler, 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. 👉 Learn how you can run a repeatable, buyer-led process at DealRoom.net ____________________ 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. Learn More Here: 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 Kison Patel for behind-the-scenes insights on modern M&A.
Johanna Jaakola – Integration Lead, Corporate Development Integration Team, Cisco Tesia Hostetler – Leader, Acquisition Integration Practice, Cisco Johanna Jaakola, Integration Lead on Cisco's Corporate Development Integration Team, and Tesia Hostetler, 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 - Register now. ____________________ 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. 👉 Learn how you can run a repeatable, buyer-led process ____________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Tim Hall - Managing Partner and Founder, Brenton Point Capital Tim 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 - Register now. ____________________ 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. __________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Stefan Williams - Vice President of Corporate Development and Snowflake Ventures at Snowflake Stefan Williams, 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 - Register now. ____________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Hilary Shirazi - Head of Corporate Development at Notion Hilary Shirazi, 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 - Register now. ____________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Jennifer Miller - Senior Director of Corporate Development, Oshkosh Corporation Jennifer Miller, 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 - Register now. ____________________ 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. __________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
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 - Register now. ____________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
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 - Register now. ____________________ 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. 👉 Learn how you can run a repeatable, buyer-led process ____________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Javier Enrile, Managing Director of M&A at TIAA 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. Visit grata.com to learn more. __________________ 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. 👉 Learn how you can run a repeatable, buyer-led process _____________ Episode Timestamps: [00:02:30] From Sell-Side to Buy-Side – Why strategic M&A combines PE rigor with strategic thinking [00:08:00] Strategy Before Deals – The three-step framework for aligning inorganic growth with business strategy [00:12:00] Building Proprietary Pipeline – Relationship-first sourcing and managing 10-20 active targets effectively [00:20:30] Valuation Methodology Deep Dive – DCF vs. comps and why intrinsic value drives better decisions [00:25:00] Cross-Border Valuation Complexity – Modeling currency risk and geopolitical premiums in international deals [00:29:00] Deal Structuring for Risk Management – Priority returns, earnouts, and protecting against downside scenarios [00:39:30] The Integration Feedback Loop – How valuation, diligence, and integration planning inform each other [00:47:00] When Theory Meets Reality – A negotiation story about rational assumptions and irrational responses
Xavier Gury, Founding Partner at Wind Xavier Gury, 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. Visit grata.com to learn more. ___________________ 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. 👉 Learn how you can run a repeatable, buyer-led process _____________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Arash Attar-Rezvani - M&A Partner, Skadden, Arps, Slate, Meagher & Flom LLP In part two of this masterclass conversation, Arash Attar-Rezvani 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 dealroom.net/insidethedeal ____________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Arash Attar-Rezvani - M&A Partner, Skadden, Arps, Slate, Meagher & Flom LLP 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 dealroom.net/insidethedeal _________________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Haley Van Cleve, Partner at Alpine Investors 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 Kison Patel for behind-the-scenes insights on modern M&A.
John Palusci, Former Vice President of Transformation and Strategic Finance, BAYADA 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 DealRoom—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. 👉 Learn how you can run a repeatable, buyer-led process _______________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Ryan Gable, Managing Partner, BW Forsyth Partners Ryan discusses how his team uses a hybrid private equity model backed by Barry-Wehmiller to execute people-first, long-term acquisitions. With over 55 deals and zero exits, Forsyth has developed a sourcing and integration playbook that challenges traditional PE norms, focusing instead on trust, cultural alignment, and multi-decade value creation. Ryan breaks down how to build relationships that convert to proprietary deal flow, structure rollover equity with flexibility, and align seller incentives for lasting outcomes. Things you will learn: How to source proprietary deals by building trust with founders and prioritizing cultural fit Why Forsyth avoids traditional PE norms like over-leveraging and fixed exit timelines How they structure flexible equity rollovers and provide liquidity without needing to sell Episode Chapters: [00:02:00] From Investment Banking to Building Forsyth with Barry-Wehmiller [00:07:00] Why Barry-Wehmiller Created a New Investment Arm Instead of Scaling Internally [00:10:00] The Hybrid Equity Model: Strategic Backing + PE Agility [00:14:30] Rollover Equity and How Forsyth Structures Flexible Liquidity [00:23:30] From Auction Fatigue to Sourcing Proprietary Deals [00:26:00] How Forsyth Builds Trust With Sellers (And Wins Deals Off-Market) [00:31:00] Why Founders Should Think About Selling Before They're Ready to Retire [00:41:00] Structuring Earnouts that Sellers Actually Want to Hit [00:49:00] The "Less is More" Approach to Post-Close Integration [00:56:00] The Future of M&A: Return Expectations, Capital Saturation, and Deal Discipline Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A
Todd Olson, CEO and Co-founder, Pendo From buying startups to speed up roadmap execution to preserving founder autonomy post-close, Todd breaks down the real levers behind successful acquisitions. This episode dives into how Pendo thinks about M&A without a corporate development team, why it rarely buys for revenue, and how Todd's team avoids common post-close integration mistakes by keeping culture, product, and people at the center. Things you will learn: Why speed and product alignment—not revenue—drive most of Pendo's acquisitions The cost of delaying integration and how Todd learned to fix it How to retain founder energy post-acquisition without over-relying on cash ________________________ Sponsored by DealRoom—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. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Chapters [00:04:30] – Taking a buyer-led approach from day one [00:05:30] – When is the right time to do M&A as a startup? [00:07:00] – The real reason behind Pendo's first acquisition (spoiler: mobile gap) [00:10:30] – How the team visit to Tel Aviv sealed the deal [00:15:00] – Why preserving a legacy tech stack was a painful mistake [00:19:30] – Walking away from a $1M customer (and why it was worth it) [00:23:00] – Choosing smaller, simpler teams over "obvious" targets [00:27:30] – Why AI startups are attractive—but only with the right integration mindset [00:33:00] – Deal structures that actually retain entrepreneurs [00:50:00] – Post-close surprises, real value creation, and the "pink wash" trap Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.
Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, Inc. 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 Kison Patel for behind-the-scenes insights on modern M&A.
Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, Inc. 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 DealRoom—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. 👉 Learn how you can run a repeatable, buyer-led process _______________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Todd Manley, VP of Corporate Development Integration at Intel 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 DealRoom—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. 👉 Learn how you can run a repeatable, buyer-led process _______________ 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 Kison Patel for behind-the-scenes insights on modern M&A.
Todd Manley, VP of Corporate Development Integration at Intel 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 DealRoom—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. 👉 Learn how you can run a repeatable, buyer-led process _______________ 💡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 Kison Patel for behind-the-scenes insights on modern M&A.
Abed Aftabi
was a great conversation
Abed Aftabi
one of your best episods so far! 👌