Finding the Perfect Partner: Culture and Data in M&A with Jacqueline Martinez
Description
Episode 117: This week, Kyle Van Pelt talks with Jacqueline Martinez, Managing Partner at Alaris Acquisitions. Previously part of United Capital's M&A team, Jacqueline contributed to $10.5B in acquisitions before the firm's 2019 sale to Goldman Sachs. Now at Alaris, she and her team have closed more than 50 deals with leading wealth management firms. Recognized for her leadership in culture-first M&A, Jacqueline was named M&A Executive of the Year in Wealth Solutions Report's Pathfinder Awards and honored among WealthManagement.com's "Ten to Watch" in 2025.
Kyle and Jacqueline discuss what makes a truly successful merger or acquisition in the wealth management industry. Jacqueline unpacks how data, AI, and cultural alignment can make or break a deal, why emotional intelligence matters as much as financials, and what sellers can do to ensure they're choosing the right partner for the next chapter of their business.
In this episode:
(00:00 ) - Intro
(01:44 ) - Jacqueline's money moment
(04:02 ) - United Capital's secret to success
(06:51 ) - The psychology of finding the right buying partner
(09:19 ) - Inside Alaris Lens
(12:41 ) - How to vet potential buyers
(14:46 ) - How Alaris Lens can help find the right culture fit for companies
(20:40 ) - How to verify a buyer's promises and programs
(23:25 ) - How to handle 'cold feet' moments during the sales process
(27:36 ) - The role of the seller's current tech stack in a deal's success
(31:50 ) - The impact of having centralized data in the valuation of a firm
(33:22 ) - Jacqueline's outlook on the future of the industry
(34:45 ) - Jacqueline's Milemarker Minute
Key Takeaways
Focus on alignment points, not just price. The best partnerships start when both sides clearly define what they want — from deal structure to future vision — long before the negotiation table.
Data brings clarity. Matching firms based on quantifiable factors reduces surprises later. Data-driven fit creates long-term success.
Prepare emotionally, not just financially. Every deal comes with "freak-out moments." Knowing they're normal and working through the fears helps avoid walking away from a great opportunity.
Ask the hard questions — twice. Sellers need to verify every promise made by potential buyers. Ask for data. Talk to past partners. Consistency in answers reveals the truth.
Quotes
"Every conversation or piece of information that you're sending to a buyer is like a constant evaluation of the risk of your business." ~ Jacqueline Martinez
"Everyone says cultural fit, but what does that really even mean? If the buyer aligns well with the seller's needs, that's a much better foundation for exploring the cultural fit." ~ Jacqueline Martinez
"It's important when you're running your business to make better decisions throughout the journey. Particularly in a sales process. There's always a risk evaluation that's happening, and you want to appear as organized and professional as possible and deliver the data people are asking for." ~ Jacqueline Martinez
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