The M&A Integration Blind Spot: Autonomy vs. Synergy

Post-acquisition, most leaders promise: “Nothing changes for 6–12 months.” According to Xero CRO Ashley Grech, that’s exactly how you destroy deal value. In this episode of Revenue Blindspots, Sam Jacobs and Ashley unpack the hidden costs of “leaving the acquired company alone,” how to decide which teams to integrate and when, and why you should start with the customer experience—not org charts. They also dig into the tension between regional vs. functional structures and Ashley’s practical advice for rising revenue leaders in an AI-driven world: deeply understand the underlying workflows before you try to automate them.