Rewrite a vague M&A synergy claim as a specific, measurable, achievable, relevant, and time-bound integration milestone.
The integration plan says, "Capture customer cross-sell synergies." The deal model assumes $1.2M of year-one ARR upside, but no one has defined the work. SMART goals: make the milestone specific, measurable, achievable, relevant, and time-bound. The common trap is leaving synergy language at the strategy level. If the milestone lacks an owner, customer segment, metric, target, and date, the integration team cannot tell whether it is on track until it is too late. Specific Target mid-market customers already using the acquired workflow, not the entire customer base. Specificity focuses scarce post-close sales capacity on the customers most likely to adopt.…
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