M&A Science Kison Patel

M&A processes can vary from country to country, making cross-border deals extremely challenging. Understanding the cultural differences is crucial for a smooth transaction. 
In this episode of the M&A Science Podcast, we focus on how to do M&A deals in Germany, featuring Frank Tepper-Sawicki, Partner, Corporate M&A, Private Equity, and Venture Capital at Dentons. 

Things you will learn:
• How dealmaking is different in Germany
• Structuring Deals in Germany
• Letter of Intent in Germany
• Prioritizations during deals in Germany
• Regulatory issues in Germany
 
This episode is sponsored by the DealRoom

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net
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Episode Timestamps
00:00 Intro
03:49 How dealmaking is different in Germany
05:48 Private Equity Emerging in Germany
07:47 Structuring Deals in Germany
16:33 Letter of Intent in Germany
22:11 Prioritizations during deals in Germany
24:59 Transparency in Germany
26:17 Regulatory issues in Germany
28:17 Laying off people in Germany
30:15 Biggest risk when doing deals in Germany
32:43 M&A culture in Germany
35:00 Dealing with people from Germany
37:28 M&A process in Germany
39:18 Craziest thing in M&A
 

Artificial Intelligence has taken the world by storm, and there seems to be no way of stopping it. Every industry in the world has adopted AI, and M&A is no different. The integration of AI is revolutionizing how deals are sourced, evaluated, and executed. In short, AI is becoming an indispensable tool for M&A professionals. 
In this episode of the M&A Science Podcast, we discuss how to make AI practical in M&A featuring two AI specialists: Michael Bachman, Head of Research, Architecture, and AI Strategy at Boomi, Chris Cappetta, Principal Solutions Architect at Boomi.  
Things you will learn:
• Retrieval augmented generation
• Large language models
• Discriminative vs Generative AI
• Fine-tuning
• Agents
This episode is sponsored by FirmRoom.
FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com 
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Episode Timestamps
00:00 Intro
03:07 Making AI practical
04:36 Retrieval augmented generation
10:07 Large language models
13:15 Discriminative vs. Generative AI 
16:37 Fine tuning
22:14 Agents
28:46 Real-life use cases of AI

Steve Lucas, CEO of Boomi
The technology industry is currently experiencing significant growth, particularly with the emergence of artificial intelligence. This trend has not only attracted significant investments but has also intensified the competition among tech companies striving to lead the market. This has made the tech space a prime area for M&A. Boomi is one of those companies who have recently made a significant move via acquisitions.
In this episode of the M&A Science Podcast, we will discuss how to source deals in the tech space with Steve Lucas, CEO of Boomi.  
Things you will learn:
• Approach on strategy
• Acquiring capabilities
• Deal sourcing in M&A
• Building relationships
• Negotiations during M&A
This episode is sponsored by DealRoom.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net 
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Episode Timestamps
00:00 Intro
10:16 Boomi’s approach on strategy
16:32 Acquiring capabilities
18:55 Deal sourcing in M&A
22:12 Building relationships
25:45 Convincing someone to sell their business
30:51 Example of pitch
32:31 Negotiations during M&A
36:08 Tips on negotiating
38:45 M&A at Boomi
41:43 Making integration successful
47:26 AI in M&A
52:44 Boomi’s future
45:26 Craziest thing in M&A

Michael Frankel, Founder and Managing Partner of Trajectory Capital. 
Here at M&A Science, our goal is to bring you the best and most effective techniques to improve your M&A practice.
In light of our 300th podcast episode, we have compiled the top 10 things that make M&A successful, together with Michael Frankel, Founder and Managing Partner of Trajectory Capital. 
Things you will learn:
Alignment in the shared vision of the end-state
Cultural alignment
Reverse Diligence
Continuous learning and improvement
Empathetic leadership
This episode is sponsored by FirmRoom.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com 
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Episode Bookmarks
00:00 Intro
05:58 Alignment in the shared vision of the end-state
10:51 Cultural alignment
15:03 Joint Go-to-market planning pre-LOI
20:24 Parallel diligence and integration planning
24:33 Reverse Diligence
27:13 Communication strategy with stakeholders
32:37 Continuous learning and improvement
35:16 Anticipate functional challenges
39:52 Empathetic leadership
44:47 Proper preparation
47:56 Craziest thing in M&A

Jeremy Segal, Executive Vice President Corporate Development at Progress (NASDAQ: PRGS)
When it comes to M&A, time is of the essence. As a buyer, it’s best to identify whether to pursue the deal or not as soon as possible, to avoid wasting money and time. Also, if the seller is a good target company, procrastinating could lead to more competition. 
In this episode of the M&A Science Podcast, Jeremy Segal, Executive Vice President Corporate Development at Progress, shares their strategy on how to close deals in 30 days.
Things you will learn:
• Initial conversations with the target company
• Price negotiations
• Preliminary due diligence list
• Deal specific adjustments
• Confirmatory due diligence 
This episode is sponsored by the DealRoom.
Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net
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Episode Bookmarks
00:00 Intro
04:16 Initial conversations with the target company
08:56 Price negotiations
12:33 Preliminary due diligence list
17:05 When to ask questions
18:34 People Involved
19:10 Sales and Go-to-Market
21:02 Revenue Synergies
23:43 Customer Journey
24:26 Surprises
27:40 Customer Success
28:46 Financials
32:11 Red flags in people
32:47 Information Technology
34:28 Legal
36:48 Marketing
39:19 Breakdown of COGS
41:30 Benefits Template
42:56 Operating Expenses
43:58 General
44:58 Deal specific adjustments
45:56 Processing the preliminary diligence information
47:11 Confirmatory due diligence
50:40 Craziest thing in M&A
 

Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, Inc. 
In a highly fragmented industry, roll-ups are a great growth strategy. But integrating multiple entities can be difficult, especially if you don’t have a proven framework. Ntiva has been successful in its M&A strategy and has completed 15 acquisitions as of today. 
In this episode of the M&A Science Podcast, Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, Inc., share their strategy on how to execute the roll-up strategy in the tech industry. 
Things you will learn:
• Creating value using a roll-up strategy
• Evaluating a target company
• Importance of recurring revenue
• Red flags pre-LOI
• Biggest advice for first-timers
This episode is sponsored by the DealRoom.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net
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Episode Bookmarks
00:00 Intro
08:04 Creating value using roll-up strategy
12:38 Pitching to private equity
18:32 Evaluating a target company
22:30 Importance of recurring revenue
23:35 Customer Concentration
26:42 Challenges of doing roll-ups
30:36 Mismanaging M&A
37:52 Deal Sourcing
43:46 Red flags pre-LOI
46:53 Deal structure on roll-ups
51:52 Biggest advice for first-timers
52:46 Craziest thing in M&A