Manali Jain leads key TMT investment banking transactions at SMBC, including Blackstone’s $1.5B bid for Hipgnosis Songs Fund. With a background in M&A at Deloitte and early-stage investing across India, she brings deep expertise across deal stages. A Columbia MBA and social impact
advocate, she co-founded Kala Akshar to drive financial literacy in rural communities.
In the startup world, the path to growth often feels like you’re trying to build a rocket while it’s already lifting off. You’re scaling, expanding, and hustling to stay ahead, but sometimes it feels like you’re running on fumes. That’s when M&A (mergers and acquisitions) can step in—not as a last-ditch effort, but as a smart way to supercharge growth and stay competitive.
For most startups, M&A isn’t something you wake up thinking about in the early stages. It’s more of a “what if?” option that gets tucked away until growth demands something bigger. But sometimes, the right time to consider M&A is when you want to scale smart—not just fast. So, when should startups think about merging or acquiring?
The Right Moment to Think M&A
Startups get to a point where organic growth can’t keep up with the ambition anymore. You’ve built a solid foundation, but to grow into your next chapter, you need something more—a larger market, new talent, or additional technology. That’s when M&A can be a game-changer, offering a shortcut to things that would take years to build from scratch.
Here are some key moments when M&A can make sense:
When You’re Ready to Scale Faster: Think of M&A as a rocket booster. You don’t have to reinvent the wheel; you can acquire companies with the technology, expertise, or market presence you need to accelerate. Instead of building from ground zero, you can immediately tap into new resources.
When You’ve Outgrown Your Current Model: A startup, like any living thing, needs to evolve. At some point, your current model might not be enough to take you to the next level. M&A can help diversify your business, provide the talent you lack, or bring in new products that bolster your offering.
When Competitors are Gaining on You: When you’re up against competitors nipping at your heels, acquiring a competitor—or a company with complementary
strengths—can help you stay ahead. It’s not just about survival; it’s about staying on top of the game.
How to Approach M&A with Confidence
If you’re ready to scale smart through M&A, it’s time to break it down. Just because it’s a powerful tool doesn’t mean you should dive in headfirst. Here’s how to do it right:
Know Your Value: Before making any move, get crystal clear on your own strengths. What makes your startup tick? What can you offer in an acquisition, and what do you need in return? M&A should fill the gaps, not just increase the headcount.
Have a Clear M&A Strategy: It’s not about doing a deal for the sake of it. McKinsey suggests that startups need a focused approach—whether it’s acquiring technology, entering new markets, or bolstering your talent pool. Whatever it is, make sure it fits your bigger picture.
Programmatic M&A Over Large Deals: You don’t need one giant acquisition to change the game. Instead, a series of smaller acquisitions can add up over time, building a portfolio that accelerates your growth. This gives you flexibility and reduces the risk of overextending yourself.
Pick the Right Targets: This is where strategy meets art. You want to acquire companies that complement your strengths, not duplicate them. The right target can enhance your capabilities, whether it’s adding customers, improving products, or opening new markets.
Integration Without Overcontrol: One of the biggest mistakes in acquisitions is trying to integrate too aggressively. The best acquisitions keep the spirit of the startup alive. McKinsey highlights how the acquired team should maintain their autonomy in key areas, ensuring that their innovation and drive stay intact.
Governance and Alignment: Setting up a dedicated team to oversee the integration process can make or break your success. McKinsey talks about having a Growth Management Office (GMO) that keeps things on track—setting clear goals, responsibilities, and ensuring that the integration process aligns with the company’s broader strategy.
Incentives and KPIs: Aligning incentives is crucial to ensuring everyone is on the same page. You want to create the right incentives for both the acquired company
and your team. Think performance-based bonuses or equity offers to keep the focus on growth and integration.
Final Thoughts
M&A is not a magic bullet that solves all startup problems, but it’s a tool that, when wielded with precision, can propel your startup into a whole new realm of growth. It’s about choosing the right moment, having a clear strategy, and executing with care. Done well, M&A is not just a path to faster scaling—it’s a way to expand your business, strengthen your position, and keep innovating.
So, when you’re thinking about scaling smart, consider M&A as your rocket booster. But make sure you’re ready to manage the flight.