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The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 793: The 10-Point Checklist For When You Sell Your Company with David Frankel Managing Partner at Founder Collective and SaaStr CEO and Founder Jason Lemkin
Mar 12, 2025
David Frankel, Managing Partner at Founder Collective with a wealth of experience in founding and investing, shares his hard-earned insights on selling companies. He admits past exits were sometimes mistakes, making his advice particularly compelling. Key topics include the 10-point checklist founders should follow, the importance of transparent communication with stakeholders, and the role of bankers during negotiations. The discussion also delves into the emotional challenges of sales and strategic considerations in B2B mergers and acquisitions.
42:03
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Quick takeaways
- Understanding the motivations of potential acquirers can significantly enhance a startup's positioning and negotiation strategy during M&A processes.
- Full commitment from leadership and clear communication of expectations are crucial for successfully navigating the complexities of mergers and acquisitions.
Deep dives
Understanding M&A Buyer Motivations
Analyzing the motivations behind potential acquirers is essential for any company considering a merger or acquisition. Acquirers are often driven by specific issues they need to resolve, such as filling a feature gap or enhancing their competitive edge. For instance, in the case of Amazon acquiring PillPack, the underlying motivation was not just the innovative delivery system but the need for a sophisticated software capable of managing complex stakeholder interactions. By tailoring pitches to address these motivations, founders can better position their companies as ideal solutions to the challenges faced by potential buyers.
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