In this podcast interview, Allan Wille and Lauren Thibodeau discuss tech company valuations with Ed Bryant, President and CEO of Sampford Advisors. Ed defines valuation as the price a buyer will pay for your business either by purchasing it outright or as part of a merger and acquisition transaction. He suggests the only way to learn the true value of your company is to actually go to market and get bids from potential buyers. He distinguishes between financial buyers (private equity, venture capitalists) and strategic buyers (companies acquiring other companies), noting that the lines between them are blurring due to strategic buyers often being backed by financial players.

We look at factors that influence valuation (scale, growth, profitability, and retention), with Ed stressing the importance of profitability for later-stage investors and acquirers. The conversation touches on the cyclical nature of mergers and acquisitions (M&A) and how market conditions significantly impact the valuation environment. Ed also describes some common mistakes founders make, such as being overly focused on technology and not paying enough attention to key business metrics like growth and customer retention.

The interview concludes with Ed sharing his perspective on the current state of the market, describing it as a bifurcated market with healthy businesses receiving strong valuations while others face challenges. He predicts a recovery in 2024, anticipating increased activity and a positive market for software M&A transactions.

For those interested in current valuation trends, Ed suggests resources like Sampford Advisors' monthly market report, content from venture capitalists like Tomasz Tunguz, and content generated by the broader VC, private equity, and M&A communities.