M&A Deal
Transition of B2B Customer Base to a Competing Operator
| Company & Position | Startelecom-Novosibirsk, Chief Executive Officer |
| Industry | Telecommunications |
| Time & Place | Aug 2016 – Jan 2017, Russia |
| Tags | #M&A, #Sales, #BusinessDevelopment, #Strategy, #Operations |
Objective
To execute a strategic M&A transaction involving the sale and seamless transfer of Startelecom-Novosibirsk’s enterprise client base, ensuring maximum revenue preservation under highly competitive market conditions.
Responsibilities
- Led the end-to-end M&A process with full autonomy, overseeing all stages from initial negotiation to post-deal execution.
- Structured the transaction to transfer approximately 1,200 B2B customer accounts, focusing on revenue continuity rather than asset sale.
- Developed and implemented a detailed client migration plan, maintaining pricing structures and service terms throughout the transition period.
- Navigated a highly saturated market where five or more ISPs competed in each building, requiring precision in communication and execution.
- Coordinated internal operations and managed all stakeholder interactions to ensure uninterrupted service and client confidence.
Results
- Achieved a 96% revenue transfer, maintaining nearly the full commercial value of the client base during the transition.
- Revenue deviation remained within normal market variation over the 4–5 month project period, without reliance on discounts or tariff reductions.
- Delivered a smooth and controlled migration that reinforced the transaction’s strategic intent and long-term value for both parties.
Tools & Skills
M&A structuring, revenue retention strategy, sales transition planning, stakeholder management, strategic negotiation, market analysis, enterprise customer operations