Arck Systems, a manufacturer of enterprise servers, merged with Lux, a leading middleware software provider, to better integrate hardware and software. The merger was an all-stock deal that valued Lux 50% above its market capitalization. Following the merger, Arck faced issues with differing sales techniques between the hardware-focused Arck and software-focused Lux sales teams, including targeting different decision makers and varying compensation plans. To address this, Arck's solution was to restructure the sales force, reevaluate hiring, and redefine compensation, job expectations, and policies.
Arck Systems, a manufacturer of enterprise servers, merged with Lux, a leading middleware software provider, to better integrate hardware and software. The merger was an all-stock deal that valued Lux 50% above its market capitalization. Following the merger, Arck faced issues with differing sales techniques between the hardware-focused Arck and software-focused Lux sales teams, including targeting different decision makers and varying compensation plans. To address this, Arck's solution was to restructure the sales force, reevaluate hiring, and redefine compensation, job expectations, and policies.
Arck Systems, a manufacturer of enterprise servers, merged with Lux, a leading middleware software provider, to better integrate hardware and software. The merger was an all-stock deal that valued Lux 50% above its market capitalization. Following the merger, Arck faced issues with differing sales techniques between the hardware-focused Arck and software-focused Lux sales teams, including targeting different decision makers and varying compensation plans. To address this, Arck's solution was to restructure the sales force, reevaluate hiring, and redefine compensation, job expectations, and policies.
enterprise servers, which are powerful network computers used in corporations to manage data. Provideddata management hardware to businesses through network servers. Provided these servers to all sizes of businesses and types of industries Background of Lux Company
Leading provider of middleware
Middleware is software that acts as an itermediatery between software application so that they can exchange data Arck Company Merger with Lux Company The reason for merger: Enterprise software market growing quickly Software gross margin doubled hardware Helpbetter integrated hardware to the software aplication Helpobtain a greater amount of enterprise knowledge and information to the Industry THE DEAL Arck moved quickly to purchase Lux Software, making an all-stock offer which valued the company at 50% above its market capitalization. The deal included a delayed bonus provision In addition, core members of Lux Softwares engineering staff were given large stock option grants that vested if they stayed at the company for three years. BUSINESS ISSUE
Theres some problems since Arck merger with Lux :
Arck and Lux sales representative have differing selling techniques and methods (hardware and software) Targeting different decision makers Differences in sales compensation plans at Arck and Lux SOLUTION Restructure Sales Force Reevaluate who we are hiring Redefineterms of compensation, job expectation and company policies