Ben & David are joined by special guest Taylor Barada, VP and Head of Corporate Development & Strategic Partnerships at Adobe, to discuss how large tech acquirers approach buying companies. This episode is full of great insights for startups & entrepreneurs who might find themselves navigating the M&A process, as well as anyone curious about the craft of dealmaking and the strategic approach of large acquirers.

Topics Covered

• How conversations begin between startups and acquirers
• The importance of building a relationship with acquirers over time and "investing in lines, not dots" (just like raising VC)
• The often under-appreciated role of culture fit between acquirers and acquisition targets
• How entrepreneurs should evaluate acquirers throughout the M&A process
• Two examples of successful acquisitions Taylor completed at Yahoo in Citizen Sports and IntoNow
• The M&A process at large technology acquirers, from initial conversations to LOI, due diligence and the definitive merger agreement
• The relative roles of Corp Dev, business/product owners and executive sponsors in the M&A process
• Common mistakes startups (and VC's) often make in the M&A process
• Different "categories" of M&A that acquirers think about, and the relative risks & opportunities of "core" acquisitions vs transformative new businesses
• What percentage of deals Adobe looks at actually happen, and the importance of being willing to say no
• M&A as a tool for strategy, and the different M&A cultures & approaches at different companies
• Tech themes Taylor and Adobe think about as part of their M&A strategy
• Evaluating the longterm success of deals and the importance of the M&A integration function

Follow-ups

• Ben & David's quick take on Instagram Stories! 

Carve Outs

• Ben: Why the Concorde failed by Vox
• David: Simone Biles, the greatest gymnast of all time
• Taylor: Mindset by Carol Dweck, Shoe Dog by Phil Knight, Originals: How Non-Conformists Move the World by Adam Grant