MergerTech's Post-Acquisition Data Integration

MergerTech, a mid-size technology company, has acquired CompetitorSoft for $500 million. The integration team must unify data from both companies within 12 months to achieve the projected $80 million in annual synergies. MergerTech uses Salesforce for CRM, SAP for ERP, and Snowflake for analytics. CompetitorSoft uses HubSpot for CRM, Oracle for ERP, and a custom data warehouse on PostgreSQL. Key integration challenges include 40% customer overlap (shared customers exist in both CRM systems), incompatible product catalogs (MergerTech has 500 products, CompetitorSoft has 300, with 50 overlapping products coded differently), and conflicting financial reporting periods (MergerTech uses calendar year, CompetitorSoft uses fiscal year ending in March). The integration must be completed without disrupting either company's ongoing operations. Customer-facing systems must show a unified view within 6 months for the sales team, and financial consolidation must be operational within 9 months for the combined year-end reporting.

MergerTech's Post-Acquisition Data Integration

💼 Scenario

Question 1: What integration approach should MergerTech use for the customer data with 40% overlap between Salesforce and HubSpot?

Question 2: How should MergerTech address the incompatible product catalogs between the two companies?

Question 3: What is the BEST approach to achieve financial consolidation given the different reporting periods (calendar year vs. fiscal year ending March)?