Michael Ginzo

Building Deel IT

[Michael Ginzo @michaelginzo]

@amjLane @chamath @friedberg Margin

[Michael Ginzo @michaelginzo]

By connecting this into our existing ecosystem of Devices, Security and IT Support, we're going way beyond table stakes SaaS mgmt of saving money and surfacing shadow IT.

Deel IT's mission is to enable anyone to run a global IT department. Today, we get a step closer to that.

[Michael Ginzo @michaelginzo]

@Sastrify - welcome to the team!

Sastrify built something hard: buying software for businesses.

And this problem is becoming more important every week: SaaS spend is exploding through AI adoption.

[Alex Bouaziz @Bouazizalex]

Deel has acquired Sastrify, a leading AI-powered SaaS procurement & management platform.

Pumped to welcome Sven Lackinger, Max Messing, and the whole Sastrify team!

This is the 14th acquisition we've done at Deel.
Maybe good opp to speak about how we think about M&A:

- Don't make a deal unless it's a "hell yes"
Deals that didn't go very well were those that we were 70-85% certain. Aim for 85-99% certainty. There's enough information out there. Everything must make sense: product, roadmap, financials, and people.
You can't hope to convert hundreds of people into your culture. We go for those who already operate like we do.
Sven, Max, and their team are outstanding. We're lucky to now have them as colleagues.

- Acquire for expertise & accelerate time to market.
In 2019, we started going down the legal rabbit hole of hiring abroad. How to set up entities in other countries, different regulatory environments concerning payroll, gross-to-net salary calculations, tax compliance.
It took us 5 years of building to have an operationally great product. We can't pretend to do the same in 6 months for other products. People like Sven and Max -who have obsessed over theirs for 5-15- years are invaluable.

- We want to own 100% of the customer experience.
We started Deel IT with devices. Now we're expanding into the full software lifecycle - licenses, renewals, spend optimization. Customers want to use less vendors; it's simpler. And the more things we own at Deel, the more details we can be in.

- Integration time can get halved by doing the right things.
At Deel, we follow a simple process that cut integration time by 50%+ without adding extra risk.
Step 1: Rebuild frontend inside Deel while keeping the backend running underneath. v1 live within a month.
Step 2: Put that v1 in the hands of sales org so the 9–12 month ramp to selling comfort starts on day one.
Step 3: In parallel, engineering rebuilds the full backend natively and migrates all customers over 3–12 months.
Step 4: By month 12, the product is fully native and the sales team is already trained.

- AI is compressing the timeline even more.
The hardest part of M&A has always been rewriting backends, migrating data, and stitching systems together.
But engineers are shipping code at 4x the pace of two years ago. What used to be the bottleneck in every acquisition isn't one anymore.
And the faster you integrate, the faster you realize the synergies and compound your advantage.

- The only good deal is one where both sides look back five years later and say they're happy it happened.

[Michael Ginzo @michaelginzo]

- know how much they should be paying for their software
- uploading contracts to find wasted seats/licences (if you've connected your Identity provider)
- knowing the SOC/ISO-readiness of your software supplier base

[Michael Ginzo @michaelginzo]

@peer_rich @calcom @stripe 👏

[Ryan Petersen @typesfast]

Starlink coming to United flights will boost US GDP by ~1%

[Dalton Caldwell @daltonc]

If you think someone is wasting your time, one option is to not let them.

[Michael Ginzo @michaelginzo]

@thisisgrantlee Nice!

[Michael Ginzo @michaelginzo]

@HarryStebbings Every day I’m opening x/linkedin to find at least 2-3 >50m series As. Every day. Fun times.

[Alex Bouaziz @Bouazizalex]

https://t.co/ZlyngVP95I

[Michael Ginzo @michaelginzo]

@DavidOndrej1 Sounds cool, but Servienow *is* a system of recod.

[Michael Ginzo @michaelginzo]

@HarryStebbings @WisprFlow @WillowVoiceAI is the way Harry

[Michael Ginzo @michaelginzo]

@Bouazizalex @deel 🤔

[Michael Ginzo @michaelginzo]

Because Deel owns the infrastructure, we can automate the actual work, not just the status updates.

[Michael Ginzo @michaelginzo]

Onboarding, payroll, and support are finally becoming pure software workflow problems for @deel customers.

In 2026, I expect most customers to automate >80% of their day-to-day HR and IT operations on Deel.

[Michael Ginzo @michaelginzo]

Now we're seeing something magical happen when customers combine the best of horizontal automation tools with the vertical HR/IT specialization.

[Michael Ginzo @michaelginzo]

@thierryEdde44 @deel 🔥