How to Successfully Lead a Billion-Dollar Acquisition with Alyse Daghelian

What does it take to lead a $2.2 billion acquisition and unite two massive organizations across cultures, systems, and time zones into one high-performing team? According to Alyse Daghelian, CRO at Rocket Software, it starts with empathy, intentionality, and a deep commitment to culture.

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter sits down with Alyse to discuss the lessons learned from integrating 750+ employees following Rocket Software's game-changing acquisition of Micro Focus’ Application Modernization and Connectivity business.

With a unique background in computer science, engineering, and sales leadership, Alyse brings over 25 years of experience from influential roles at IBM and ServiceNow. Prior to joining Rocket Software, she served as Global VP of Cloud Expert Services at IBM and Senior Vice President of Global Sales at ServiceNow.

‍

1. Building a Culture-First Approach to M&A

Alyse is quick to underscore what many overlook in billion-dollar deals: culture eats strategy for breakfast. At Rocket, the core values, such as empathy, humanity, trust, and love, aren't just written on posters. They're actively living from the top down. That cultural commitment became the bedrock for integrating the Micro Focus team, many of whom had experienced repeated acquisitions and instability.

Rocket didn't just buy technology. They welcomed people. The theme? "Welcome Home."

This was more than lip service. It was operationalized from day one. Laptops were ready. Systems access worked. Support was immediate. The result? New team members felt valued, respected, and, most importantly, heard.

‍

‍

2. Intentional, Face-to-Face Leadership

Acquisitions can live or die on how leaders show up. Alyse emphasizes the importance of intentional, structured, in-person meetings to build trust and drive alignment.

Just two months post-acquisition, Rocket brought the entire go-to-market leadership team together in person for several days. The focus? Bonding, co-creating priorities, and forging a shared vision. That wasn't a one-and-done.

A follow-up session in September included the broader team. Then, in January, Rocket hosted a massive global sales kickoff with 650+ attendees.

"Sales is a disciplined sport," Alyse says. "You have to prepare, plan, practice, and deliver. If you're good at your sales discipline, then you apply that to many other aspects of your life."

‍

3. Driving Growth Through Strategic Account Planning

Post-acquisition, the next big move was leveraging Rocket's expanded capabilities to drive account growth. But instead of rushing into it, Alyse took a data-driven approach grounded in account-based marketing (ABM) and field-level intelligence.

Sales and marketing worked hand-in-hand, analyzing account footprints, vertical trends, and installing bases to bases to identify cross-sell and upsell opportunities. Strategic accounts were selected, playbooks were developed, and customer intent signals, like website activity, were used to personalize outreach.

And yes, intuition still played a role.

This balance between rigor and trust is at the heart of Rocket's approach. Field reps were empowered, not micromanaged. Teams weren't just told what to sell; they were brought into the strategy early and given the freedom to adapt.

‍

4. Sustaining Momentum with Leadership by Example

Change is easy to kick off and hard to sustain. Alyse tackled this head-on by leading with transparency and purpose. She ensured consistent communication, repeated messaging, and crystal-clear expectations.

Her philosophy? Create a "handshake" with your team.

As Alyse puts it, "My job is to make your job as easy as possible."

This message wasn't just motivational; it was operational. Managers were equipped to support their reps, not just manage metrics. And when Alyse brought people together in person to build shared ownership of what "One Rocket" means.

‍

‍

5. Lessons for Future Go-To-Market Leaders

"What advice would you give to your younger self?" Alyse didn't hesitate:

"Take more risks."

She spent 25 years at IBM and admits the thought of leaving was scary. However, the growth came from jumping into new environments, even without a net.

Looking ahead, Alyse sees personalization powered by data and AI transforming how go-to-market teams operate.

‍

If you're facing a major acquisition, culture shift, or integration challenge, Alyse's blueprint offers a masterclass in modern leadership. Lead with empathy, act with intention, empower your team, and above all, keep listening to your customers and your people.

In the end, billion-dollar moves aren't just financial; they're deeply human.

Now that you know how to lead successful tech acquisitions, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

‍