1177: Navigating an Acquisition at the Edge of Change | Tom DiDesidero, CFO, SmartRecruiters

Tom DiDesidero describes a period when SmartRecruiters was actively taking customers from a much larger competitor. It wasn’t just momentum—it was proof. “We were stealing a lot of their customers,” DiDesidero tells us, describing how that traction became a defining signal of value.

At the same time, SmartRecruiters was moving quickly on a new front. “We were really the first mover in the embedded AI product,” DiDesidero tells us, emphasizing that speed and execution—not perfection—mattered most. The team brought its AI platform to market early, leaning on strong customer relationships and credibility. Beta users quickly became paying customers, reinforcing that the strategy was working.

This combination—customer momentum and early AI execution—positioned SmartRecruiters as more than just a product. It became a strategic asset. “It’s important… it’s not just the theory, it’s the execution,” DiDesidero tells us. That distinction ultimately shaped how SAP evaluated the opportunity.

Still, the deal itself was only the beginning. Integration, he explains, is where value is realized. “You keep being you. Don’t let our bureaucracy slow you down,” DiDesidero tells us, recalling the message from SAP leadership.

Six months in, the reality is nuanced. “It’s a mixture of progress and pain every day,” he tells us. Yet, for DiDesidero, the differentiator remains the people—teams committed to building, adapting, and pushing forward.

In his view, success at scale isn’t just about strategy or technology—it’s about sustaining the behaviors that made growth possible in the first place.