In M&A, ‘Show Me The Money’ Only Part Of Making The Deal

June 27, 2011, Wall Street Journal – Deborah Gage

“We’re an apps company,” said Jonathan Becher, SAP AG’’s interim chief marketing officer, “and I saw an amazing infrastructure company yesterday, and then I thought, wait -– it has nothing to do with the business we’re in.”Figuring out how to compensate acquired employees can be tricky too. SAP favors earn-outs, according to Becher — giving employees of the acquired company an incentive to stay by ensuring that they earn more money — while IBM does not.


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