Is something in your SaaS financial profile about to kill your exit?
In episode #391, Ben Murray breaks down the deal killers and valuation deducts that buyers look for in an exit process. Due diligence is all about de-risking for the acquirer, and any leap of faith on your data means a lower valuation or no deal at all. If you're a SaaS founder or CFO thinking about an acquisition, knowing these red flags before a buyer finds them is the difference between a premium multiple and a walked-away deal.
Understand why customer concentration (one customer at 25% of revenue, or several at 20%) is one of the biggest valuation reducers, and how to calculate it from your MRR schedule today.
See how unlimited usage pricing caps expansion revenue, and why mature product lines need other ways to grow within the existing customer base.
Learn what AI defensibility means to buyers now building their own checklists, including per-seat pricing risk when agents replace users and why pricing is shifting toward API and usage models.
Know why AI training data rights belong in your MSA alongside data privacy and security, especially for agentic or outcome-based products.
Find out why many buyers apply a hard gross revenue retention threshold (such as 90% GRR), and how weak gross margin and a low Rule of 40 can stall a deal.
Tune in to find out what buyers will flag first, and fix it before your exit process starts.
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