saas.unbound How to sell your SaaS: from LOI to exit with Pavel Prokofiev and Juan Ignacio García Braschi
Oct 13, 2025
Juan Ignacio García Braschi, founder of L40, and Pavel Prokofiev, head of M&A at saas.group, dive into the intricacies of selling SaaS businesses. They tackle common founder concerns about valuation and buyer fit, emphasizing the importance of buyer vetting. The duo explains the nuances of deal structures and the significance of preparation for sale. They also discuss AI's role in valuations and the impact of personal chemistry in deal-making. Their insights offer a roadmap for founders navigating the M&A landscape.
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Prepare Operations Years Before An Exit
- Prepare early if your business depends on the founder or a large team; simplify and document operations well in advance.
- For autopilot, lean, well-documented businesses, expect faster, cleaner exits with more cash upfront.
Delay Talks With Competitors
- Avoid engaging competitors early in the process to protect sensitive data and operations.
- Only consider competitors later if strategic rationale is clear and risks are managed.
Screen For Ethical And Data Risks
- Don't sell to buyers involved in unethical or risky data practices; these deals create legal and reputational risk.
- Ask hard questions about data usage and compliance before engaging deeper.