Positive At Work

Are You Ready To Sell?

A practical guide for founders of UK software, SaaS and data businesses preparing for a potential sale.

Founder Guide

What the guide covers.

Our Founders Guide offers concise and actionable ideas on how to be ready for a sale that will derive the maximum value for shareholders..

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Contact

Phone: 07801 136839

Email: sean@positiveatwork.co.uk

The founder’s dilemma

UK software, SaaS and data founders face distinct sale challenges.
Middle-market companies with 20–200 employees can be highly valuable but are often misunderstood in M&A.

Timing and market dynamics

The best time to sell is often when you do not have to.
Momentum and unsolicited offers are strong signals.
Waiting can reduce exit value through market cycles, rates and founder fatigue.

Valuation preparation

Valuation is more than revenue multiples.
Buyers assess growth, profit, revenue quality and competitive tension.
Adjusted EBITDA and recurring revenue quality are critical.

Deal process

Sale paths include targeted strategic sale and competitive auction.
Prepare the data room, investment story, buyer list and management team before launch.
Earn-outs need clear metrics, control, reporting and acceleration clauses.

Founder concerns

Founders can structure deals to stay involved post-sale.
Protecting the team requires careful buyer selection and retention planning.
Life after exit is a transition, not just a financial event.

Operational excellence

Reduce customer concentration.
Sign multi-year contracts where appropriate.
Document technical debt and reduce founder dependency.