Need Help Customizing Salesforce into M&A CRM?
Let Ascendix experts create custom objects and workflows, integrate or connect necessary tools, and select cost-effective AI solutions.
Real estate mergers and acquisitions pipeline management requires more than a bunch of spreadsheets; it requires precision and control. Salesforce M&A CRM brings clarity to chaos, helping you organize, track, and close deals efficiently, automate tasks, enhance team communication, enhance analytics and forecasting, and keep your data secure.
M&A Pipeline Management Software is a specialized tool that helps real estate companies track, manage, and optimize their mergers and acquisitions processes. It provides a centralized platform to monitor potential deals, track progress, store documents, manage due diligence, and analyze deal metrics.
In addition to M&A pipeline management software, the merging and acquisition processes often involve Virtual Data Rooms (VDR), CRMs as well as tools for analytics and due diligence, post-merger integration, deal sourcing, and others.
There are many off-the-shelf solutions on the market, but let’s analyze Salesforce from the M&A deal management software perspective. Salesforce M&A CRM is an optimal option for those real estate investment firms that already use Salesforce and want to keep all processes and data centralized instead of adding other software.
Salesforce for M&A pipeline management provides a comprehensive, real-time view of all potential deals in various stages. Salesforce M&A CRM’s sophisticated pipeline management capabilities enable real estate firms to track multiple acquisition opportunities simultaneously while maintaining detailed oversight of each transaction’s progress.
Salesforce M&A CRM allows firms to create customized deal stages that reflect their specific M&A process, typically including stages such as Initial Screening, Preliminary Due Diligence, LOI Submission, Detailed Due Diligence, Closing, and Integration.
Each stage can be configured with automated validation rules ensuring all requirements are met before a deal progresses like signing an NDA or providing all necessary documents for due diligence according to the checklist.
M&A Pipeline Visibility in Salesforce | Source: ux-54.com
In an M&A deal management, hard due diligence is the battlefield of lawyers, accountants, and negotiators. Typically, hard due diligence focuses on taxes, depreciation and amortization (EBITDA), cash flow, and capital expenditures.
Detailed tracking of rent rolls, operating statements, CAM reconciliations, lease abstracts, credit analysis, reviewing and auditing financial statements, analyzing historical occupancy rates, NOI calculations, and property-level working capital analysis is just a top of an iceberg of financial due diligence in M&A deal management.
Salesforce can help not only with centralizing all necessary information and documents but also with analytics and financial modeling. For example, Salesforce M&A CRM’s integration capabilities enable direct connections with financial modeling tools, ensuring that all stakeholders work with the most current financial data.
Meanwhile, custom objects and fields can be dedicated to key financial metrics. For example, custom capital expenditure object tracks historical and planned capital improvements with fields like project descriptions and budgets, property value fluctuations, return on investment calculations, and elated lists connected to project documentation and vendor contracts.
Salesforce M&A CRM automation can operate on pre-defined checklists ensuring that financial M&A experts do not miss anything. For example, the system will notify the analyst if a document package is incomplete and send reminders to a customer to provide the missing documents.
Let Ascendix experts create custom objects and workflows, integrate or connect necessary tools, and select cost-effective AI solutions.
Property condition reports and engineering assessments can be managed through custom objects in Salesforce. Teams can create detailed property inspection checklists, track maintenance histories, and document capital expenditure requirements.
The mobile functionality allows field teams to update real-time property condition data and complete property profiles with photo attachments and geolocation tagging. Custom objects can also contain property valuation data and ownership documentation.
You can integrate AI property valuation systems or Zillow Home Value Connector Salesforce integration to get an approximate price before engaging an appraiser.
In the process of M&A deal management, experts have to dive into not only financial information but also complex relationships. Salesforce functionality can help you gain visibility through a relationship graph or relationship mapping in Salesforce Financial Services Cloud.
Salesforce FSC Relationship Mapping | Source: Salesforce
With Salesforce M&A CRM, you can see customer dependencies, vendor networks, strategic partnerships, tenants of each unit, and other related information in one place.
M&A deal management software cannot accurately analyze soft factors, that are common deal breakers. It explains why according to the Global PMI Partners Study, over 60% of M&A deals fail to achieve their intended goals, meaning they do not create value for shareholders or recover acquisition costs.
Nevertheless, M&A deal management software like Salesforce can help with gathering and storing data for soft due diligence.
For example, you can use Salesforce Surveys or Formstack Salesforce integration to create questionaries to better understand the company’s values and culture. The answers are automatically added to your CRM.
After you get all the data about the soft factors that you need, AI starts its game. Ask a Salesforce AI assistant to analyze sentiment and compatibility, highlight possible mismatching, predict future issues, and suggest coping strategies. The decision is up to experts, but M&A deal management software can analyze countless survey responses and facilitate the process.
Our Salesforce AI Consultants can help you select a cost-effective option or outline a roadmap for a custom solution.
Advanced analytics capabilities provide deep insights into pipeline health and performance. Custom dashboards can display critical metrics including:
Weighted pipeline forecasting helps real estate firms predict likely outcomes and resource requirements, while historical trend analysis aids in identifying patterns that influence deal success rates.
With Tableau, you can take data visualization to the next level and boost analytics with information from external sources. There is an interactive example created by the Continental Divide Group, so you can see Tableau in action.
M&A Payments Tracking with Tableau | Source: Tableau
Synergy forecasting is a typical deal-breaker when it comes to real estate merging and acquisition. That’s difficult to forecast, track, and analyze because of how many factors are involved. Fortunately, Salesforce M&A CRM is equipped with powerful analytics.
Portfolio performance modeling has reached new levels of sophistication through predictive AI analytics tools like Einstein in Salesforce or announced AI modeling in Tableau. M&A deal teams can now conduct real-time scenario modeling based on tenant correlation analysis and operating expense benchmarking.
Operational synergy analysis requires a detailed examination of vendor spending patterns, property management team coverage optimization, and service contract consolidation opportunities. These insights help teams quantify potential cost savings and operational improvements with greater accuracy.
Through Tableau‘s advanced mapping capabilities, deal teams can visualize market penetration opportunities and competitive positioning, and overlay multiple data points including submarket rent trends, development pipeline concentrations, and demographic patterns.
All this data can become a solid basis for decision-making in M&A deal management.
Successful M&A deals require seamless coordination among various stakeholders, including corporate development teams, investment bankers, lawyers, and other advisors. Salesforce’s collaboration features facilitate smooth communication and document sharing across all parties.
Salesforce M&A CRM provides comprehensive solutions for managing the complex legal and regulatory requirements inherent in real estate M&A transactions.
The platform enables firms to track compliance across multiple jurisdictions, including SEC regulations, FIRPTA requirements, and local zoning laws. Through customized workflows and automated tracking systems, teams can maintain detailed compliance checklists that automatically adjust based on deal characteristics and jurisdictional requirements.
Salesforce’s document management capabilities and integrations ensure proper handling of regulatory filings, permits, and licenses, with automated notifications for renewals and deadlines.
With custom objects in Salesforce, you can monitor environmental permits, certificates, and ongoing compliance obligations, ensuring comprehensive risk management throughout the due diligence process.
Template creation in Composer Online by Ascendix
Generate documents and branded marketing materials with a few clicks.
Perhaps one of the most overlooked aspects of M&A is post-merger integration. Salesforce extends its value proposition beyond deal closure by providing tools to manage the critical integration phase. You can track synergy realization, manage integration milestones, and monitor key performance indicators to ensure the successful implementation of the merger strategy.
After merging or acquisition, processes and data formerly scattered across numerous databases, applications, and platforms must be centralized in one digital hub. Salesforce CRM can easily become one.
Salesforce M&A CRM possesses security protocols that shape the whole industry, so your data is surely secure. Also, there are regular security audits that highlight suspicious activities and possible security issues. Virtual Salesforce Admins are guardians of the system who take steps to mitigate risks and keep everything running smoothly.
We can help with secure data migration from other platforms to Salesforce and perform data cleansing and deduplication.
Salesforce M&A CRM enables comprehensive tracking of human resources aspects, including property management teams, leasing agents, and asset managers. By configuring custom objects M&A advisors can track broker licenses, commission structures, tenant relationships, and performance metrics such as occupancy rates and tenant satisfaction scores that are crucial for maintaining continuity during integration.
M&A deal teams can create detailed retention strategies for key personnel like top-producing commercial brokers as well as identify skill gaps that have to be mitigated. The platform can track historical deal performance, helping identify high-value team members during integration planning
Also, Salesforce’s workflow automation helps manage complex commission structures common in real estate, including split commissions, referral fees, and performance-based incentives.
We can build anything on the top of Salesforce but creating fully-fledged M&A project management functionality will not justify expenses. That’s why we suggest two options:
Integration with third-party project management tools that already have everything you need. Data will be synchronized with Salesforce, so you will not lose the big picture.
Integrate affordable native project management solutions available on AppExchange like TaskRay, Milestones PM+, and Inspire Planner.
M&A Project Management in Salesforce with Inspire Planner | Source: Inspire Planner
Also, Salesforce M&A CRM is compatible with calendars, scheduling tools like Calendly, and communication channels like email and Outlook.
Ascendix has over 25 years of deep real estate expertise combined with extensive Salesforce consulting experience. We can help real estate investment firms that already use Salesforce add custom M&A functionality to their Salesforce CRM so that everything stays in one system.
Ascendix’s expertise covers:
Contact our team today for a free consultation and discover how we can help streamline your M&A operations with Salesforce.
We will help you facilitate your business processes without overpaying for unnecessary functionality.
Kateryna is an experienced writer focused on topics related to Salesforce consulting and optimizing operations within the real estate industry via CRM implementation. Through her insightful articles, Kateryna aims to help organizations make the most of their Salesforce adoption.
AscendixRE CRM for Capital Markets is a great CRM for brokers, investors, and commercial mortgage professionals of all sizes. We'll help you to set up everything and upload your data. No obligations.