The Evolution of M&A Integration Part 2: GTM Integration

Pat Belotti, VP Corporate Development Integration at Zendesk

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The go-to-market (GTM) integration strategy has a large impact on revenue generation and overall deal success. Integration can be very disruptive to the customers, but if done right, it can enhance the customer experience and acquisition results.

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In this 2 part episode of the M&A Science podcast, Pat Belotti, VP Corporate Development Integration at Zendesk, continues to discuss the evolution of M&A integration and delves into the intricacies of GTM integration and offers valuable insights on how to approach it.

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Things you will learn in this episode:

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Importance of GTM integration
GTM integration gone wrong
GTM integration planning
Compensation
Success metrics

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Zendesk started the customer experience revolution in 2007 by enabling any business around the world to take their customer service online. Today, Zendesk is the champion of great service everywhere for everyone, and powers billions of conversations, connecting more than 100,000 brands with hundreds of millions of customers over telephony, chat, email, messaging, social channels, communities, review sites and help centers. Zendesk products are built with love to be loved. The company was conceived in Copenhagen, Denmark, built and grown in California, taken public in New York City, and today employs more than 4,000 people across the world.

Industry

Software Development

Founded

2007

Website

http://zendesk.com

Pat Belotti

Pat Belotti is an experienced M&A Integration Advisor and former VP of Corporate Development at Zendesk. She led Zendesk's Corporate Development Operations, overseeing sourcing, due diligence, and integration, and played a key role in the company's acquisition by a consortium of private equity firms in 2022. With over 20 years of experience, Pat has led integration efforts for more than 100 acquisitions, developing best practices for a variety of deals. She is also a frequent speaker at industry conferences on acquisition integration and go-to-market strategies.