Built to Sell Radio Ep 515 Inside the Mind of an Acquirer with Valtech's Randy Woods
Oct 10, 2025
Randy Woods, former founder of Non-Linear Creations, shares his journey of building a digital agency and selling it to Valtech. He discusses making a company irresistible to acquirers, the importance of equity in deal structures, and what Valtech looks for in acquisitions. Randy highlights the role of culture in successful mergers, revealing red flags that can kill deals. He emphasizes the significance of strong relationships and transparency during negotiations, and shares insights on structuring earnouts and creating synergy post-acquisition.
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Long Road To A Strategic Exit
- Randy started Nonlinear Creations in 1995 with a university friend and built it for 23 years before selling.
- By 2017 the firm was a global services business with ~120 employees and specialized Sitecore talent.
Watch Inbound Calls For Market Timing
- Use inbound interest and peers selling at target prices as signals the market window is open.
- If you get several acquisition calls a week, you're likely near the top of the market.
Negotiate Structure, Not Just Price
- Focus on deal structure as much as headline price when negotiating a sale.
- Combine meaningful cash up front with a short holdback and some rollover shares to balance downside and upside.