Exploring AI in the middle market at M&A SoCal® 2025
Investors and dealmakers convened at The Beverly Hilton in California this past September for M&A SoCal 2025, the premier dealmaking event by ACG Los Angeles. This year’s event saw the inclusion of the AI Con edition, focusing on the impact of artificial intelligence on transactions and strategies within the private equity space.
The AI Con segment at M&A SoCal 2025 centered on artificial intelligence, offering attendees an in-depth exploration of the latest tools and technologies. This platform provided investors and advisors with firsthand insights into how AI is being leveraged across different phases of the deal cycle, from identifying opportunities to the final stages of integration.
One of the most compelling sessions at the event was the panel discussion titled “Data to Dollars: Unlocking Transaction Value Through AI,” moderated by Mariano Jurich, a Product and Project Manager at Making Sense. The panel brought together industry experts like Kara Gerardin, an AI Leader from Deloitte’s M&A practice, and Alex Tumarinson, an Operating Partner at Diversis Capital. These seasoned professionals delved into the challenges and opportunities surrounding AI adoption in the M&A landscape, shedding light on where AI is proving to be beneficial and where organizations are encountering roadblocks.
During the panel, the speakers addressed the growing interest in AI adoption but emphasized the necessity of capturing tangible value from these investments. Despite significant investments in AI technology, many companies are struggling to translate these initiatives into measurable gains. The panelists noted that while the technical aspects of AI are crucial, the real barriers stem from unclear objectives, ownership issues, and the lack of defined metrics for success.
Jurich stressed the importance of focusing on precise business outcomes rather than merely using AI for technology’s sake. He emphasized that companies that see tangible results with AI typically adopt a targeted approach, concentrating on a few high-impact opportunities, enabling accountability, and closely monitoring key performance metrics to drive transformation effectively.
The panel also showcased real-world examples of AI applications in lending and legal services. In lending, AI tools are being used to forecast borrower behaviors, enhance lead prioritization, and automate decision-making processes, leading to increased conversion rates and revenue. In the legal sector, AI solutions are streamlining document processing, identifying client trends, and optimizing resource allocation, resulting in quicker case resolutions and improved profitability.
Furthermore, the discussion touched upon the vital considerations for investors regarding AI readiness and defensibility when evaluating potential targets. Companies that invest in AI today stand to benefit from enhanced efficiency, profitability, and overall employee experiences, rather than waiting for adoption costs to escalate.
The consensus at M&A SoCal 2025 was clear: AI is reshaping the landscape of mid-market transactions, offering new opportunities for value creation and operational efficiencies. Approaching AI adoption as a structured, ongoing process rather than a one-time venture will be critical for companies looking to gain a competitive edge in today’s dynamic business environment. Making Sense remains committed to collaborating with investors and portfolio companies to drive innovative AI solutions with tangible business outcomes.