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Recording: How to Sell Your SaaS Company ($10M to $100M ARR)

The recording and slides from our M&A webinar explaining How to Sell Your SaaS Firm ($10M to $100M ARR), hosted by SaasRise CEO Ryan Allis, who previously exited iContact for $169M. With panelists from Vista Point Advisors, Alantra, Nfluence Partners, and Comcap.

Author

Ryan Allis
January 22, 2025

Hi there —

Yesterday we had a members-only webinar on How to Sell Your SaaS Company ($10M to $100M ARR).

It was a follow-up to last week’s webinar, which was for SaaS firms with $1M to $10M in ARR.

While live attendance was just for our SaasRise members (apply to join us here), we often send around recordings to our full email list.

So here’s the webinar recording and slides from this week’s webinar as our gift. Feel free to forward it to other team members or board members. We hope it’s helpful!

Thank you to our four excellent panelists…

In the webinar recording and slides, we covered:

  • 2024 SaaS M&A revenue multiples (4.1x median, 5.3x mean)

  • 2015-2024 SaaS M&A EBITDA multiples (22.4x median globally, 32.1x USA)

  • Remarks on The 2025 SaaS M&A environment

  • How to prepare your company for an M&A process 

  • How to increase the chance of a successful sale and maximize sale value

  • Why achieving the Rule of 40 (or better) is essential to getting a median valuation or higher.

  • The right balance of revenue growth and EBITDA to maximize valuation

  • When and how to select an M&A advisor / investment bank

Three key takeaways were that you should engage with 2-3 M&A advisors about 12 months before you want to sell so they can help you prepare, that achieving 30% or higher in annual revenue growth is essential to a strong outcome, and getting close to EBITDA breakeven (or being profitable) is helpful for a sales process.

So if you plan to sell in 2026, start preparing now and invest in growth. The difference in sale multiple between a firm growing revenues at 50% per year vs. a firm growing at 25% per year is significant.

Around twelve months in advance of being ready to sell your firm, let us know and we can make introductions to good SaaS-focused M&A advisors / investment banks who specialize in your vertical and size range.

Other Useful SaaS M&A Resources

These good SaaS M&A research pieces may also be helpful to you as you prepare for your own exit.

For additional good exiting resources see our free exiting slides here and watch this free lesson from our SaaS Growth System Course.

We’re here to help you grow and successfully exit!

All the best,
Ryan Allis, CEO & Co-Founder
SaasRise
The #1 Community for Experienced SaaS CEOs & Founders
www.saasrise.com

P.S - If you like great content like this and you’re a CEO or Founder of a software firm with $1M to $100M in ARR, apply to join SaasRise here.

We’re now up to 460 members in SaasRise, representing over $2.7B in ARR

Join Our Community of SaaS CEOs & Founders

Thanks for reading. We hope this guide has been helpful to you. Please take a moment to learn more about SaasRise, our community for SaaS CEOs and Founders. We welcome all CEOs and Founders with $1M-$100M in ARR to join us. We hold three masterminds each week for our members and provide an in-depth library of SaaS growth, fundraising, and exit resources. You can apply here.

Thanks for reading! If you liked this article, join the SaasRise community at www.saasrise.com for even more helpful growth content and weekly SaaS CEO masterminds.

About The Author

Ryan Allis is the founder of SaasRise, the mastermind community for growth-focused SaaS CEOs with $1M-$100M in ARR. He is a three time INC 500 CEO. He was previously CEO of iContact and grew the firm as founder/CEO to 70,000 customers, 1 million users, 300 employees, $50M per year in sales, and an exit for $169M to Vocus (NASDAQ:VOCS).

Since the sale of iContact, Ryan has been the CEO coach to high-growth SaaS firms including Instantly, Tatango, Seamless.ai, Pipeline, Datalyse, Green Packet, Revenue Accelerator, Galleon, Clearstream, YouCanBookMe, Retreaver, and EventMobi. Ryan has been part of the EO and Summit Series communities.

He holds an MBA from Harvard Business School, where he was Co-President of the Social Enterprise Club and a member of the Harvard Graduate School Leadership Institute. He’s passionate about helping recurring revenue software companies grow and exit.

We’ll see you next time with more great SaaS growth and scaling content!