Episode 819 | QSBS, Exit Multiples, How to Learn Marketing, and More Listener Questions (Rob Solo)
Startups For the Rest of Us
Why SaaS Exits Use ARR Multiples
Rob explains why acquirers value recurring ARR over EBITDA for SaaS and when ARR multiples become relevant.
Could your business structure quietly cost you millions when you sell?
In this solo episode, Rob Walling answers listener questions about when QSBS might justify a C Corp (vs. staying an S Corp or LLC), why SaaS exits are often discussed in ARR multiples rather than EBITDA, and how the profitability/growth tradeoff impacts valuation. He also shares thoughts on GMV-based pricing and where developers can learn practical, non-fluffy marketing skills.
Episode Sponsors:
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Topics we cover:
- (3:30) – How the QSBS tax benefit can save you millions
- (7:40) – C Corp vs. S Corp: which structure makes sense for founders
- (9:39) – Why ARR multiples matter more than EBITDA in SaaS
- (13:13) – Profitability as a drain on growth
- (17:48) – Should co-founders join the same mastermind?
- (19:16) – How to leverage GMV-based pricing in SaaS
- (22:48) – The best way for developers to learn real marketing skills
- (31:28) – Why every founder should master sales and marketing early
Links from the Show:
- TinySeed Applications Live Q&A - February 11th, 10:00 AM EST
- Apply to TinySeed - Applications are until Feb 17th, 2026
- The SaaS Playbook by Rob Walling
- MicroConf - Community for SaaS Founders
- Conversion Factory
- TinySeed Mentors
- Rob Walling on X (@robwalling)
If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!
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