E4: M&A Strategy for Category Defining SaaS with Rob Gonzalez

In/Organic Podcast

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E4: M&A Strategy for Category Defining SaaS with Rob Gonzalez

Christian Hassold

Nov 06, 2023

There are plenty of playbooks for developing an M&A strategy, but the kind of strategy that is best for one SaaS company versus another is less clear. For example, should one only buy tech they can integrate behind the scenes, or should you add new products that stand alone? How far outside your product focus should you expand, especially when pre-IPO? People are an important element of M&A success, how best to approach people integration?

In this episode, Rob Gonzalez, co-founder and CMO of Salsify, a category-defining SaaS company that helps brands win the e-commerce game joins us to share how Salsify approaches their M&A. Drawing on experiences from four acquisitions, including one cross-border acquisition of Paris-based Alkemics, one can gain some great insight into what M&A should and should not be about, according to Rob.

In this episode, Rob joins us to share his opinion on what kind of M&A makes sense for a company that seeks to provide a single consistent experience for its customers. During the discussion, Rob provided examples of how each of Salsify’s four acquisitions added value to the company, customers, and partners.

Throughout this episode, you'll learn about Rob's thoughts on using acquisitions to integrate third-party tools into a platform's core experience and using strategic partnerships with complementary services to create a competitive advantage. Rob also shares his own opinion on how to approach integrating talent from acquired companies and cultural integrations in cross-border transactions, and much more.

Tune in to Episode 4 of In/organic Podcast, and discover the best way of aligning your growth and M&A strategies with your product, culture, and talent.

In This Episode, You Will Learn: