Data Services Company (DSC), the market leader for records management, with $3B in revenues and operations around the world. acquired their largest competitor (~$2B) and needed a plan to integrate their combined global sales organizations on Day One. Our team was chartered with designing and implementing a combined North America and European coverage model yielding common role definitions, deployment, and structures with unambiguous go-to-market assignments.

Our team adopted a “clean room” methodology to collect and consolidate employee, customer, sales, and pipeline data from both companies. This enabled us to create a centralized data repository of accurate and reliable customer data, sales census data, and current and prospective customer pipelines – providing the basis for redesigning sales coverage from the bottom up. To facilitate the transition to a unified sales force, we developed pro forma business models, implementation plans, and coverage design tools to estimate synergies and support the transition to a combined sales force.

The company achieved a 50% reduction in selling expenses for the acquired entity by redesigning the sales organization to eliminate overlapping coverage and manage low-value accounts through centralized, remote sales teams. The merger was also successfully completed with no material impact on customer retention or satisfaction.