Sanjay Kumar: Computer Associates' Deal DriverSteve Hamm
Andrew Filipowski, CEO of Platinum Technology, once vowed he would never sell the software maker to sometime rival Computer Associates International. But that resolve melted away on Mar. 22 when he had dinner with CA President Sanjay Kumar.
Over pasta e fagioli at Paul's Italian Restaurant in Filipowski's hometown of Winston-Salem, N.C., Kumar explained why industry consolidation made it imperative that the two companies merge. Then he named a price Filipowski couldn't refuse. A week later, they announced a $3.5 billion deal--the largest in software history. "Flip and I were able to...set aside the competitive rhetoric we've thrown around," says Kumar.
Over the past 12 years, Kumar has helped engineer deals that have built CA into a $6 billion enterprise. Says Alec Ellison, a managing director at banker Broadview International: "Sanjay's great at waiting until the price is right." Kumar aims to cut costs and boost operating earnings by $700 million in the first 12 months after the deal.