Grow Your B2B SaaS S7E18 - Preparing Your SaaS for an Exit: Valuation Drivers, Buyers & Metrics That Matter with René de Jong
How can you effectively prepare your SaaS for an exit? And what should you know about the valuation drivers, buyer types, and metrics that matter most? In a live episode of the Grow Your B2B SaaS podcast recorded at SaaS Summit Benelux, host Joran sat down with René de Jong to unpack what it takes for SaaS companies to scale and prepare for a successful exit in 2026. René helps entrepreneurs—specifically SaaS founders—design effective exit strategies and navigate the full process of selling their businesses to third parties. Across the conversation, he offered clear and pragmatic insights on what separates the SaaS businesses that grow and sell well from those that struggle, how buyers evaluate companies in the current market, and why topics like the rule of 40, net revenue retention, AI-driven scalability, and deal structure matter now more than ever. From early-stage focus at 0 to 10K MRR to strategies for moving toward 10 million ARR, René shared guidance grounded in what he sees every day in the market.
This episode turns the full discussion into a clear, actionable narrative that stays true to the original conversation and is easier to follow and revisit.
Key Timestamps
(0:00) - SaaS Summit Benelux intro, B2B SaaS scaling 2026, Rule of 40, NRR, ARR multiples, Earnouts, Strategic buyers, 0-10K MRR, 10M ARR
(0:50) - Guest intro, SaaS M&A advisor, SaaS exit strategy, SaaS acquisition process
(1:14) - Scaling your SaaS for 2026
(1:20) - What separates SaaS winners in 2026
(1:26) - Rule of 40, Efficient growth, ARR multiple valuation
(2:18) - Go-to-market strategy, New business team, Net Revenue Retention (NRR), Expense efficiency
(3:05) - NRR benchmarks, Churn, Customer concentration, Market standards
(4:01) - Efficient growth vs spend, AI scalability, Revenue per employee
(5:06) - AI native SaaS costs, VC vs mature SaaS valuation, EBITDA vs ARR
(6:38) - VC backing for AI native startups
(6:48) - Freemium model 2026, Valuation cycles, EBITDA focus, AI hype, ARR multiples
(8:05) - Sponsor: B2B SaaS affiliate marketing, Reditus
(8:49) - SaaS valuation benchmarks, ARR multiples range
(9:01) - 3.5x ARR cash at close, Earnout, Reinvest, Deal structure
(10:34) - Venture capital vs Private equity
(10:43) - Strategic buyers, One plus one equals three, Synergy valuation
(11:22) - Build list of strategic acquirers, Exit planning
(11:29) - Headline valuations vs reality, Purchase price, Earnouts, Deal terms
(11:51) - Earnout as bonus, Cash at closing, Burnout risk
(13:05) - 2026 growth loop, AI in land and expand, Product-led growth, AI agents
(14:10) - 0–10K MRR advice, Founder mindset, Learn fast, Mentors, SaaS community
(15:35) - Smart capital, Operator investors, Non-dilutive help
(16:06) - 10K MRR to 10M ARR, Focus, Buy-and-build strategy, Autonomous growth, 3–5 year plan
(17:43) - Contact info, LinkedIn, anno9082.nl
(18:03) - Outro, Subscribe, Sponsor the show, Reditus call-to-action