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Selling Your Software Company: An Insider's Guide to Achieving Strategic Value Paperback – October 22, 2016

by Dave Kauppi (Author)
4.2 4.2 out of 5 stars 38 ratings
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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.
Previous page
  1. Print length
    371 pages
  2. Language
    English
  3. Publication date
    October 22, 2016
  4. Dimensions
    5 x 0.93 x 8 inches
  5. ISBN-10
    1519026374
  6. ISBN-13
    978-1519026378
  7. See all details
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Product details

  • Publisher ‏ : ‎ Independently published (October 22, 2016)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 371 pages
  • ISBN-10 ‏ : ‎ 1519026374
  • ISBN-13 ‏ : ‎ 978-1519026378
  • Item Weight ‏ : ‎ 14.3 ounces
  • Dimensions ‏ : ‎ 5 x 0.93 x 8 inches
  • Customer Reviews:
    4.2 4.2 out of 5 stars 38 ratings

About the author

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Dave Kauppi

Dave Kauppi

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After spending the first half of his career in the information technology industry, Dave now represents sellers of software, information technology and other high tech businesses in their merger and acquisition process. Dave is President of MidMarket Capital, and editor of the Exit Strategist Newsletter, rated by New York Times Small Business as the best M&A newsletter for deal terms and strategy. His articles have appeared in Crains Chicago Business, Family Business Magazine, Investors and Boards Magazine, Divestopedia and many others. Dave is a registered financial services advisor representative and securities agent with a Series 63 license and graduated with a degree in finance from the Wharton School of Business, University of Pennsylvania.

Customer reviews

4.2 out of 5 stars
4.2 out of 5
38 global ratings

Top reviews from the United States

peter j. roche
5.0 out of 5 stars Learn how to play the selling endgame
Reviewed in the United States on December 20, 2016
Verified Purchase
I recently started to plan a selling strategy for my business and searched Amazon for books on the topic. I lot of what I saw had material that could be easily gleaned from the financial press and business shows. This book goes much deeper into the behind the scenes maneuvering between buyer and seller. From this book I now fully appreciate that getting interested parties to the bidding table is just the opening move in a strategic battle to wreak havoc on your company's valuation. This book provided me with valuable education and examples on buyers tactics and how to defend my selling price from start to finish. I wish I had found this book long before I decided to plan my exit but am glad I found it now- it is well written and will walk you through the whole process.
One person found this helpful
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Unknown1990
5.0 out of 5 stars Every software owner should have this!
Reviewed in the United States on June 6, 2019
Verified Purchase
A classic. Gives a software owner clear insight about the process of selling your business and everything that’s needed. In fact, someone in another industry but closely related to tech may also find this useful. Tech companies are just different than other industries. So I’m glad this information was put into a book. Thanks.
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Amazon Customer
4.0 out of 5 stars Valuable insights
Reviewed in the United States on December 21, 2016
Verified Purchase
I am glad I read this book. I am always on guard with these types of "How To" books as a 200 page commercial to sign up for my course or buy my product or service. To that end, the author did not disappoint. In the process of pointing out all the complexities of the M&A process, the pit falls of the inexperienced seller, and why you need to hire a good M&A advisor, he clearly presents a wealth of information that will be useful to both buyers and sellers alike. The descriptions of deal elements, often citing actual deals are clearly presented and easy to follow.

The author is a deal enthusiast and he takes the reader through the process of completing the transaction in the often contentious zero sum game of business sale transactions (every dollar the buyer saves is a dollar the seller does not receive). For every move the buyer makes to his or her advantage we get to see the work around, compromise, or counter move necessary to keep the deal on track and moving to closing while preserving the seller's transaction value. It does not read like a mystery thriller, but the many twists and turns of the business sale process do provide for good reading.
3 people found this helpful
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Amazon Customer
5.0 out of 5 stars This Book is an Eye-Opener!
Reviewed in the United States on December 4, 2016
Verified Purchase
This book was eye-opening. I am familiar with selling products and services, and assumed that selling a company was pretty much the same process. An important take-away was that you have to fight for value on the front end to get sellers to recognize your strategic value beyond a multiple of cash flow. That is just the beginning of the journey. The book details the importance of a properly worded letter of intent and how the transaction price and terms need to be defended through due diligence, the translation of the LOI into the purchase agreement and through to closing.

When I sell, it will be my first sale. The book points out that my likely buyer would have already acquired possibly dozens of companies and will know all of the ways to tilt the transaction in their favor. I am glad I read this and feel so much better armed to fight the battle.
3 people found this helpful
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CABIZGAL
5.0 out of 5 stars Rethinking my Decision
Reviewed in the United States on October 24, 2016
Verified Purchase
Before I read this book I thought that when I sell my company, I will just do it myself. After reading these chapters describing all of the elements and complexities, I am rethinking my decision. It is not so much that each step in the process is something I could not do. It's just that many of the required activities will be my first experience and the consequences of not performing that step at the highest level could be costly. I will keep this book close by as I go through my business sale as the content covers the M&A process from soup to nuts. On a side note, don't skip the last few pages. They are worth ten times the price of admission. Thanks, this book was very timely.
One person found this helpful
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Amazon Customer
5.0 out of 5 stars Must Read!
Reviewed in the United States on June 22, 2017
Verified Purchase
Dave Kauppi does a remarkable job of sharing invaluable experiences in Selling Your Software Company. The M&A principles explored in this book are beneficial to all deal professionals and would be sellers of any type of business. This is an absolute must read for anyone participating in the sale of a privately held business.
One person found this helpful
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pragmatic
4.0 out of 5 stars it's an easy reading and it contains lots of useful insights
Reviewed in the United States on January 31, 2017
Verified Purchase
The author of course promotes their own services heavily :) Nevertheless, it's an easy reading and it contains lots of useful insights. Recommended - especially given its price.
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Cecilia
5.0 out of 5 stars I like the book as it has a lot of detailed ...
Reviewed in the United States on January 3, 2018
Verified Purchase
Very informational. I like the book as it has a lot of detailed examples and provides great knowledge of the software sector. Although some chapters have overlapping content, it is a good book to read and helps me better understand the industry.
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Top reviews from other countries

anynines GmbH
3.0 out of 5 stars Too much self-promotion
Reviewed in Germany on April 24, 2017
Verified Purchase
The book contains valuable information about the M&A procedures.
However, the countless repetitions on how important it is to hire experts (written by such an expert) creates the impression that this book is marketing material rather than neutral information.
Some chapters also mention "in this article". Apparently, the book has been poorly edited and been produced from a collection of blog posts or magazine articles.
Nevertheless, the book provides entry to psychological and methodological challenges when selling a software company.
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