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The gap is a bit narrower in the U. The Tableau mandate speaks to how Goldman starts seeking out tech companies well before they become big businesses. Goldman won the lead left spot on Tableau's IPO in , which Britton attributes to a longstanding relationship between the company's founders and Goldman's George Lee, who joined the bank in and is co-chairman of the global tech group. Qatalyst Group, the boutique technology bank founded by Frank Quattrone, has earned such a reputation after years of getting sky-high premiums for clients.

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Britton's approach is different, according to those who have done deals with and against him. There are others who have specific industry expertise from years of experience. Hodge, who's now a partner at buyout firm Rubicon Technology Partners , puts Britton in a third category of bankers who "are very rare" and "actually true advisors to boards of directors.

Britton says he picked up his analytical style from his father, a mathematician who would jokingly chide his banking skills as nothing more than "division and multiplication. Britton declined to comment on that process. He's quick to deflect his success to a team of technology bankers who have been together since the s and now manage various practices. They include Lee as well as Ryan Limaye and Nick Giovanni, who are co-heads of global tech banking, and Tammy Kiely, who was promoted last year to co-lead tech, media and telecommunications deals.

Giovanni said in an interview that the team consists of "sector experts who develop deep client relationships that last much longer than any single transaction.

Strategic boutique M&A firms are taking on the big name investment banks

And unlike at other financial firms, where advisors get commissions for specific transactions, Goldman pays out the whole team for its collective results, Britton said. About five years ago, Britton said he saw the changing tech landscape and made a conscious decision to focus more on subscription software, bulking up Goldman's software banking team and learning as much as he could about what acquirers like Salesforce, Oracle , Cisco , HPE and IBM would be pursuing.

The three top deals of have all been in software, while semiconductor, data center and internet acquisitions have been sparse. Symantec, a year-old software company that's made all sorts of acquisitions and divestitures over the years, had never turned to Goldman to lead a deal prior to its recent sale process.


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A series of related transactions led by Britton put his group in position to get the call. The most lucrative in the sequence of deals came this month, when Britton flipped sides to advise Symantec on the sale of its enterprise business to Broadcom. To keep getting hired by different buyers of the same asset, Britton did two things at once that may explain his broader success. He stayed close with management and the board, but he also impressed them by making them pay up.

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