ACQUISITION INTEGRATION
After a $3 billion acquisition, our client was faced with integrating over 1,000 channel partners, migrating data from Salesforce.com and developing new organizational structure, roles and budgets for the newly combined organization. Milestone project resources were tapped to assist with the integration.
Milestone Contributions and Results
- Managed integration strategy, authored acquisition integration “playbook,” and managed global integration team and budget over a 20-month period with legacy and newly acquired company resources, customers and partners across Americas, EMEA and Asia regions. Integration scope included: project management, sales force planning, partner/customer/vendor transition, sales/ordering tools migration and Saleforce.com migration.
- Developed and led cross functional executive and global stakeholder engagement, communications and commitment to the “to be” plans.
ACQUISITION GOVERNANCE PROCESS
Our client wanted to grow and needed an effective way to identify and manage acquisitions. Milestone project resources worked with C-level executives to develop a new acquisition governance process. It provided the process and decision activities to manage acquisition initiatives through the integration process, including business case development, integration design, implementation and turnover to run teams.
Milestone Contributions and Results
- Established a new model and process for acquisition integration governance with executive management and cross functional teams, including global sales, channels, marketing, finance, operations, HR, legal and technology.
- The model and process accounted for a multi-year, multi-billion dollar acquisition program including over a dozen target acquisitions.
Acquisition Integration
Integrating the IT infrastructure, systems and data of a newly acquired company can cause long-term impacts to the organization if not done correctly. Our client asked Milestone to develop and lead the change management plan to ensure employees and stakeholders from both companies were ready for the change.
Milestone Contributions and Results
- Developed impact assessment for integrating IT systems, applications, data and employee collaboration tools.
- Developed stakeholder engagement, communications and training plan and material to ensure end user readiness of all new technologies to be used by the acquired company employees. Led and delivered end user training activities.
- Developed and led an enterprise data clean up initiative to ensure compliance with data privacy, legal and HR policies, and to reduce total data storage costs.
NEW BUSINESS DEVELOPMENT
Our client’s growth strategy centered on creating a new card services division. Milestone’s resources managed the project – and then some.
Milestone Contributions and Results
- Assessed financials and cost benefit analysis for the new venture.
- Defined and managed a program office, overseeing six cross-functional project teams, to build marketing, operations, finance, sales and IT functions.
- Assessed acquisition targets; performed due diligence and partner integration.
- Developed business plan, business partners and marketing plan for new business-to-business service generating over $20M annually.