This PPT slide, part of the 131-slide Post-merger Integration Training PowerPoint presentation, outlines key considerations for selling IT integration services in the context of mergers and acquisitions (M&A). It emphasizes the importance of understanding the buyer's profile, which varies based on the size and complexity of the deal, as well as the influence of the IT organization. The content is structured into three main sections: Buyers, Purchase Options, and Decision Factors.

The 'Buyers' section lists key roles involved in the purchasing decision, including the CEO, CFO, and various vice presidents. This indicates that multiple stakeholders are involved, each with distinct priorities and concerns. The 'Purchase Options' section suggests that buyers can opt for comprehensive support, including Project Management Office (PMO) and functional workstream assistance, or choose a more focused IT support service. This flexibility in offerings caters to the diverse needs of organizations during M&A activities.

The 'Decision Factors' section is particularly critical, as it delineates what both corporate and IT-focused buyers seek in an M&A partner. Corporate buyers prioritize trust, proven experience in M&A, and methodologies that facilitate a smooth transition. They are also concerned with achieving synergies and ensuring a seamless Day 1 experience. On the other hand, IT-focused buyers emphasize the partner's IT track record and familiarity with specific applications and architecture.

This slide effectively communicates the dual approach needed in sales strategy, highlighting the necessity to address both corporate and IT-centric needs. It serves as a guide for potential customers to understand the multifaceted nature of IT integration in M&A scenarios.

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