Post-Merger Commercial Integration of EUR 130M Acquisition
9 months | Integration advisory + interim leadership
The Challenge
A global MedTech company had completed the acquisition of a regional competitor valued at EUR 130M. The commercial integration across Northern European markets was behind schedule, with conflicting channel strategies, customer confusion, and declining sales team morale.
Our Approach
We were engaged to accelerate the commercial integration across four Northern European markets. Our work included harmonizing the channel strategy, resolving pricing conflicts, designing a unified key account management framework, and coaching the newly merged sales leadership team. We implemented a structured integration playbook with clear milestones, accountability frameworks, and communication protocols for customers and distributors.
Results
- Completed commercial integration 3 months ahead of revised timeline
- Achieved 19% market share expansion in combined portfolio
- Reduced channel conflict incidents by 80%
- Delivered EUR 8M in revenue synergies within first year