Best Practice Report

Postacquisition: Assessing The B2B Revenue Management Process

April 8th, 2024
Vicki Brown, VP, Principal Analyst
Vicki Brown VP, Principal Analyst
With contributors:
Cristina De Martini , Tyler Orleans , Ellen Lind

Summary

Following an acquisition announcement, the acquiring company must assess the acquired company’s revenue management process to ensure a smooth integration of the two companies. A common assumption is that the acquiring company’s operations and practices absorb the acquired company’s practices — but this approach may not be the best way forward. In this report, we outline a four-step process for assessing the key revenue management activities of a newly acquired company and planning for improvement.

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