Dissecting GTM for Successful Integration

Dustin Delewski, Director of M&A Integration Management at Cardinal Health (NYSE: CAH)

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Go-to-market integration is more than just combining the sales and marketing teams. Many nuances often get overlooked, especially in the back office. To increase integration success, there has to be a detailed understanding of the go-to-market system. 

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In this episode of the M&A Science Podcast, Dustin Delewski, Director of M&A Integration Management at Cardinal Health, gives a comprehensive view of how to dissect a GTM for successful integration. 

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Things you will learn:

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• The importance of business mapping
• A detailed view of prospect-to-customer and order-to-cash processes
• Eight go-to-market areas Dustin uses to assess companies
• Why focusing on the front office is a big mistake 
• Dustin’s biggest advice to M&A practitioners