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Mastering MarTech, Part 2: Your M&A Manual For Success

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Ari Kahn News

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Dr. Ari Kahn, President and CEO, Bridgeline. Read Ari Kahn's full executive profile here.

Welcome back to our"Mastering MarTech" series where I share my experience in mergers and acquisitions , including metrics and deal structures. In our, we discussed the first steps of a buy-side process. In this second article, we’ll dive into the indication of interest , giving you the basic key metrics and my favorite way to structure an earn-out.

Still, your IOI is more than just a filter. In a competitive process, it is a sales pitch that explains why you are the best acquirer, even if you are slightly out-bid. If the NRR exceeds 90%, such as through exceptional customer renewals and renewals at increased prices, the earn-out will be greater than 50%. However, if the NRR is below 90%, the earn-out will be less than 50%.

 

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