{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Episode 104: Inside the Deal with Heriberto Garcia","description":"In this episode of the Tech M&A Podcast, we chat with Heriberto Garcia, founder and former CEO of Vialterna Comunicaciones, a leading modern telecommunications firm serving all of Mexico. Over 15 years, Heriberto built Vialterna into a powerhouse of connectivity before navigating a successful exit to a search fund \u2014 a buyer type he initially never expected to consider. Heriberto shares how a Corum seminar he attended three decades ago planted the seed for his eventual exit, and how that knowledge stayed with him until the timing was right. He offers candid advice on the importance of pre-deal preparation, the often-overlooked complexity of tax due diligence, and why authenticity and transparency with buyers can be your greatest asset. He also reflects on the realities of post-exit life \u2014 including the multi-year transition that follows a deal and the importance of learning to manage newfound wealth. Takeaways Plant the seed early: A seminar attended 30 years prior shaped Heriberto's entire approach to eventually selling \u2014 long-term mindset matters. Run a pre-due diligence on yourself: Conducting your own internal DD before going to market surfaces surprises early and dramatically smooths the formal process. Don't underestimate tax: Tax due diligence should be addressed from the very beginning of the process, not left to the end. Be open to unexpected buyers: A search fund \u2014 initially rejected outright \u2014 turned out to be the perfect match, proving that criteria should remain flexible. Authenticity wins deals: Transparency and openness with potential buyers builds trust and accelerates the process. Keep the sale confidential: Avoid telling staff or partners until necessary \u2014 unexpected reactions can complicate operations mid-deal. Expect a long transition: Post-exit life involves a multi-year handover, not an overnight handoff. Timestamps 00:00 \u2013 Introduction: Heriberto Garcia and Vialterna Comunicaciones 01:00 \u2013 15 years building a telecom powerhouse across Mexico 02:00 \u2013 How a Corum seminar 30 years ago set the foundation for this exit 03:00 \u2013 The motivation to sell: retirement planning and the right timing 04:00 \u2013 Surprises in the market: rejecting investment funds \u2014 then finding the perfect search fund 05:30 \u2013 Due diligence surprises and the lesson of working capital 06:30 \u2013 External advisors: legal, financial, and tax support during the deal 07:30 \u2013 What Heriberto wishes he'd known: pre-DD, taxes, and behaving like a big company 08:30 \u2013 How the right buyer was chosen \u2014 and why transparency sealed it 09:30 \u2013 Advice for CEOs in Latin America: valuations, firm decisions, and authenticity 10:30 \u2013 Post-exit life: transitions, wealth management, and what comes next ","author_name":"The Tech M&A Podcast","author_url":"http:\/\/www.corumgroup.com","html":"