M&A Day 1 Test Run

By Joe Aberger

A Day 1 test run is not designed to simulate every possible scenario. Instead, it is a cross-functional stress test of the processes most likely to create disruption. 

The meeting creates a structured environment where every attendee has an important role: 

• A facilitator guides the discussion.
• Scenario owners lead each transaction walkthrough. 
• A process lead monitors progress against defined exit criteria. 
• Cross-functional subject matter experts challenge assumptions and identify issues. 
• Observers capture decisions, open questions, and required follow-up actions. 

The team tests three high-complexity Day 1 scenarios designed to expose the areas where integrations typically break down:

• The first evaluates an Acquirer-owned customer purchasing a combined hardware and tape solution, testing margin protection, sales ownership, and the elimination of intercompany complexity. 
• The second focuses on a strategic top-20 account requiring cross-compensation, non-standard configurations, and contract alignment across both organizations. 
• The third examines an acquired-company customer being introduced to Acquirer products for the first time, testing cross-training, product knowledge, and support escalation paths.

Each situation is evaluated across critical variables — customer ownership, sales responsibility, channel, product mix, configuration complexity, service model, and geography — to identify where processes, systems, or roles are not yet aligned. The result is not just a list of issues; it is a prioritized remediation plan with clear owners and deadlines, ensuring the organization enters Day 1 with known gaps addressed.