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Selling Your Software Company: An Insider's Guide to Achieving Strategic Value
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About Selling Your Software Company: An Insider's Guide
Selling your technology company for strategic value involves far more than creating a great technology, product, or service. Much of your success will depend on your business model and important value drivers such as contractually recurring revenue and network effects. The most important factor is the process you employ when you sell your company. The greater your company's reliance on the leverage of technology, the greater the room for the market to interpret its selling price. We explore all aspects of the M&A process, from the planning and marketing to the Letter of Intent, due diligence, and closing, and everything in between. We discuss topics like the subtle language that buyers use in LOI's that can cost sellers huge swings in value at closing; optimal transaction structures, avoiding punishing net working capital adjustments, negotiating tactics, and much more. This book is a must read for the tech entrepreneur contemplating the sale of their business. In order to maximize your company's value you must fully engage the competitive marketplace. We have see seen swings in the value of technology companies of millions of dollars between an unsolicited offer for a small software company by a Private Equity Group and the ultimate purchase transaction from a strategic industry player. That staggering result is the difference between selling at a cash flow multiple and selling for strategic value in a competitive soft auction. The greater the complexity of the process, the greater the advantage to the one with experience. Just ask a rookie quarterback in his first NFL start. Selling a business is a highly complex process and the business seller is usually in their first transaction while the typical buyer has made dozens of prior acquisitions. This book attempts to level the playing field by sharing the author's seventeen years of deal making experience representing technology focused sellers of businesses.
