— The challenge
What we walked into.
The owner had built a strong, profitable VAR over many years and was preparing to sell. The business worked — but it ran on the owner. Due-diligence questions would surface strong numbers but no documented systems, no clear segmentation of revenue, and concentration risk in the founder.
- Repositioned the revenue strategy to highlight recurring and high-margin services
- Built the operating cadence (QBRs, pipeline reviews, retention metrics) buyers expect
- Documented sales process, vendor relationships, and customer segmentation
- Coached the founder through buyer conversations and reasonable deal economics
— Our approach
How we worked it.
Outstandingmultiple
— Outcome
EBITA multiple on acquisition
The business sold at an outstanding EBITA multiple — well above the industry benchmark for VARs of its size. The owner exited cleanly with a transition plan that protected the team and customers.
Could be your business next.
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