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How We Put Culture First to Find The Ideal Business Partner

When Netsurit made the strategic decision to look for an opportunity to expand into the North American market, networking with our colleagues at Entrepreneurs’ Organization was the logical first step in finding a like-minded company in the US.

Everyone at Netsurit is driven by our cause of “supporting the dreams of the doers” and finding a potential business partner that understood this core part of our culture was a primary goal as we explored different options for how to best enter this new market.

Supporting the dreams of the doers also drives Netsurit’s approach to understanding client business goals. Once the deeper dreams and goals of our customers are clear, we can use our technology partnership to support them as we work together to meet those objectives.

I have been a member of the Entrepreneur Organization since 2004 and thought contacting other US-based EO entrepreneurs would be a great route to find a partner that was a complementary match for our organization. I met Scott Wilson, CEO of Marathon Consulting and Entrepreneur Organization of New York member since 2012, at the end of 2015 and we struck up an immediate friendship.

As we progressed through our due diligence process, it was clear that Marathon and Netsurit shared the same foundational beliefs in the value of putting people before profits. Both Netsurit and Marathon have long followed an “Employees>Clients>Profits” approach to doing business.

  • Put smart employees in challenging roles, and they are happy to come to work and provide outstanding service to clients.
  • Users who receive consistent VIP service from our engineers become long-term clients who refer colleagues.
  • This virtuous circle provides a stable path to profitability as a company.

Once it was clear Marathon was aligned with the unique culture we’ve built at Netsurit, we looked for corresponding strengths and expertise that would create a stronger overall organization. Netsurit’s core competencies overlap Marathon’s opportunities for improvement and vice versa. When you put both companies side-by-side on paper, it was clear that a merger would make both organizations more effective.

A presence in North America and South Africa gives all of our clients more flexibility. Clients in both markets can now rely on true 24/7 overnight IT support and maintenance from our engineers. Marathon’s entire team has been retained to ensure clients can benefit from the added knowledge the Marathon team offers. This investment in the team at Marathon also supports our long-term vision for growth by ensuring continuity during the merger process.

While I wouldn’t discourage any entrepreneur from considering international expansion or partnership opportunities, it definitely was a complex undertaking.

A key lesson we would take into any future merger discussions would be to focus on coming to an early agreement with your potential business partners on business and accounting terminology. If we had spent more focused time and effort at the beginning of the process creating a shared understanding of accounting principles for valuation and other business vocabulary, we would have been able to expedite our deal with Marathon.

Another takeaway was the value of a smart legal team. While it can be maddening to see the lawyers going back and forth during negotiations, the investment from both sides in intelligent legal guidance has paid off in the peace of mind that comes from a deal that has been thought through from every angle.

Merging with the team at Marathon is a milestone in the growth of both companies and I am proud that came from our shared involvement in the Entrepreneur Organization.

 

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