Have you read the Polycom case study yet? They tended to look for small companies with an attractive product that would compliment their systems. According to their CEO at the time, a start up usually doesn’t require as much financial due diligence as the driver for the acquisition was more focused on the technology at hand and the engineering/R&D expertise at that company. They typically look at that more than financials to see if the product itself is a good fit within their portfolio.
