Post-acquisition revenue gen models — Howard Luks // Eyeota

Chief Revenue Officer at Eyeota, Howard Luks discusses how Eyeota has navigated its recent acquisition. Acquisitions are a great way for teams to access a wider market, products, technology, and resources. However, challenges are to be expected in the early days. Howard takes us through the challenges they have experienced and the measures they are taking moving forward.
About the speaker

Howard Luks

Eyeota

 - Eyeota

Howard is Chief Revenue Office at Eyeota

Show Notes

  • 01:59
    Are post
    No, they are not. Our post-acquisition model uses a customer-centric approach to effectively address the needs of our clients.
  • 06:15
    How do you help the team navigate challenges that come with the acquisition?
    A lot of account mapping and internal planning is needed to help teams understand their new responsibilities and duties. Also, communicating with the team on any fears that they might have post-acquisition.
  • 9:16
    In the five
    Managing a larger sales team can get difficult, especially immediately after a new acquisition. Sales teams can also get excited and try to sell products that they dont fully understand yet. There is a need for more education and training, particularly at this stage.
  • 11:41
    How big was Eyeota prior to the acquisition, and how big is Dun and Bradstreet?
    Eyeota pre-acquisition had 70 employees. Dun and Bradstreet has approximately 3,000 employees.
  • 12:21
    Are there advantages to being a part of Big Co.?
    The brand recognition that comes with joining Big. Co opens more doors, especially for the sales team.
  • 14:09
    Is there more bureaucracy in Big Co.?
    When working with big corporations, things tend to move slower, and more people need to make approvals before a decision is made. It can be difficult for someone who has come from a startup environment.
  • 14:35
    How has your marketing team supported this customer
    Our marketing team works closely with us to plan different campaigns ahead of time.
  • 15:54
    Have you used an account
    We do use account-based strategies often when bringing new products to market. It helps us understand those products before we can sell them.

Quotes

  • “A very important part of being client-centric and being a successful selling organization is in the planning.” - Howard Luks

  • “Post-acquisition, there needs to be a lot more internal strategy meetings, a lot more collaboration in terms of account planning and account strategies.” Howard Luks

  • “Bureaucracy is a necessary evil of merging with large organizations, but there is more access to resources. Most importantly, its a great brand lift.” Doug Bell

About the speaker

Howard Luks

Eyeota

 - Eyeota

Howard is Chief Revenue Office at Eyeota

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