What’s Needed for RevOps in M&A Situations?
Protect revenue Day-0, harmonize data and stages, and execute a governed integration with clear owners, timelines, and KPIs.
Immediate Priorities
M&A RevOps Playbook (30/60/90)
| Phase | What to do | Output | Owner | Timeframe |
|---|---|---|---|---|
| Day-0 to Day-30 | Freeze risky changes; document both stacks; align lifecycle, territories, and SLAs; stand up revenue continuity war-room | Stability plan + harmonized stages | RevOps lead + Sales/CS Ops | 0–30 days |
| Day-31 to Day-60 | Identity mapping and dedupe; establish source precedence; baseline dashboards; pilot cross-routing and quoting | Unified keys + KPI baseline | RevOps Data + Platform | 31–60 days |
| Day-61 to Day-90 | Cutover core tools (CRM/MAP/CPQ/CS) by workstream with rollback; migrate automation and BI; publish release notes | Integrated stack + audit trail | Platform/PMO | 61–90 days |
Governance & Risk Controls
Continuity & Integration KPIs
| Metric | Formula | Target/Range | Stage | Notes |
|---|---|---|---|---|
| Lead/Case continuity | Successful routes ÷ total | ≥ 99% | Stabilize | Day-0 protection |
| Duplicate rate (accounts/contacts) | Duplicates ÷ total | ≤ 2–3% | Harmonize | Before & after merge |
| Quote/Order success | Valid quotes or orders ÷ attempts | ≥ 98% | Operate | CPQ/ERP pathways |
| Forecast variance | |Actual − Forecast| ÷ Actual | Shrinking MoM | Plan | Post-integration signal |
| Renewal risk coverage | Accounts with health score ÷ renewals next 120d | ≥ 95% | Retain | Avoid churn spike |
Why These Elements Matter
M&A breaks revenue when changes happen faster than governance. RevOps prevents leakage by sequencing stabilization before consolidation, aligning lifecycle definitions, and controlling identity merges. Dual-run reporting and rollback plans protect the number while teams adapt. Clear owners, release notes, and KPIs keep integration accountable and auditable.
TPG POV: The Pedowitz Group runs RevOps like a program office in M&A—revenue continuity first, then harmonization, then cutover—so leaders keep confidence in the number throughout integration.
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Frequently Asked Questions
Prepare a Day-0 continuity plan, identify high-risk automations, map lifecycles, and define identity strategy—without sharing restricted data pre-close.
No. Stabilize and harmonize first. Consolidate when identity, territories, and reporting are ready, with rollback options.
Publish interim rules, honor existing ownership, and phase changes with time-boxed exceptions; document every reassignment.
Routing, dedupe/merge, and CPQ integrations. Use dry-runs, dual-run audits, and go/no-go checklists with owners.
Report continuity and integration KPIs (routing success, duplicate rate, quote success, forecast variance, renewal coverage) with variance commentary.