How Strong Partnerships Lay the Groundwork for Successful Acquisitions

Tomer Stavitsky, SVP Corp Dev at Omnicell [NASDAQ: OMCL]

There's a category of acquisition target that never makes it to the deal table. Interestingly, it’s not because the strategic fit isn't there. It’s because the timing is wrong. Maybe the company is too early, or the PE owner is three years into a five-year hold. Or maybe it’s because your organization doesn't have the bandwidth to integrate right now. 

Most corp dev teams treat that as a dead end, but Tomer Stavitsky sees it as the beginning.

Tomer is SVP and Chief Corporate Development Officer at Omnicell, where he built the corp dev function from the ground up. He came up through Pfizer, J&J, ConvaTec, Intuitive Surgical, and Ginkgo Bioworks, and spent a year and a half running fractional corporate development for startups before joining Omnicell, which gave him a view from the other side of the table.

In this episode, Kison Patel sits down with Tomer to work through what he calls the partner-first approach: a framework for leveraging partnerships as part of the acquisition strategy when a direct deal isn't possible. 

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What You'll Learn

• When partner-first is the right call and when it isn't
• How to keep the acquisition thesis alive through the partnership execution phase
• Managing the three-way dynamic between target leadership, the PE owner, and your own org
• How to negotiate a right of first refusal and what happens when it gets tested
• Why teams pull the trigger too early, and how to protect the process from internal pressure
• Applying partner-first to AI-era targets without getting caught in the hype cycle

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If you're working through a partner-first deal, the M&A Science membership has frameworks and tools built for exactly this kind of situation. Learn more at mascience.com/membership.