Episode 73: Inside the Deal with Andreas Ulrich

In this episode of the Tech M&A Podcast, Corum speaks with Andreas Ulrich, the founder of PlanFocus, a cash optimization software company. Andreas shares his journey from the inception of PlanFocus to its successful sale in 2022. He discusses the challenges and surprises of the M&A process, the importance of thorough documentation, and the lessons learned along the way. Andreas also reflects on his new role post-acquisition and offers advice for other CEOs considering M&A.   Takeaways Andreas Ulrich founded PlanFocus in 2004 with a focus on cash planning. The M&A process was planned from the beginning of the company. Due diligence was time-consuming and challenging to manage alongside daily operations. COVID-19 impacted the M&A process, requiring more virtual communication. Having up-to-date documentation is crucial for a smooth M&A process. Post-deal, Andreas remains the managing director of PlanFocus. The experience of selling a company is unique and valuable for entrepreneurs. Corum Group provided essential support during the M&A process. Andreas is contemplating future ventures after the acquisition. Financial security post-deal has been a positive change for Andreas.   Chapters 00:00 Introduction to Tech M&A Podcast 01:03 Andreas Ulrich and PlanFocus Overview 02:56 The M&A Process Journey 05:49 Advice for CEOs Considering M&A 08:03 Life After the Deal and Final Thoughts

Financial acquirers are a dominant force in Tech M&A today. With cash to spend, aggressive deal teams and actively acquisitive portfolio companies, all technology company owners and executives must understand the role of Private Equity in today's M&A landscape.   Our research team has prepared a special report on Private Equity M&A activity in 2024 and a look at the deals in the first month of 2025.   ---------------------------------------------------------------------------------------------------------------------------- Corum's Tech M&A Monthly is a regular webcast series for software company owners, executives and CEOs. Each month, Corum Group, the world's leading M&A firm for software and related technology companies, examines the world of Tech M&A. In addition, Tech M&A Monthly includes special reports on buyers, markets and the M&A process itself. This thirty-minute webcast is a must for owners and CEOs considering Tech M&A, whether now or in the future.   Takeaways Saying no to the first offer can lead to better deals. Running a professional global search process maximizes company value. The tech M&A market is competitive with over $6 trillion in dry powder. Upcoming events include multiple market updates and boot camps. Recent acquisitions highlight the growing importance of tech solutions in various sectors. The Corum Index shows a diverse buyer universe with significant international deal-making. Private equity plays a crucial role in the tech M&A landscape today. Strong management teams and company culture are vital for M&A success. Vertical software and industry-specific solutions are trending in 2025. The Tech M&A Masterclass offers valuable insights for tech CEOs and founders.     00:00 Introduction to Tech M&A Podcast 01:46 The CEO's Desk: Buy-and-Hold Offer Delimma  05:48 Upcoming Events and Market Updates 08:38 Deal Report: Notable Acquisitions 09:04 Tech M&A Market Research Overview 24:08 Private Equity Panel Insights 31:37 Conclusion and Future Events

In this episode, Luc Pettett shares his journey from being a software engineer to founding and exiting multiple businesses, including Punters and Telescope. He discusses the importance of taking time to reflect post-exit, the challenges of navigating life after a successful sale, and the mindset shift that occurs when starting a new venture. Luc emphasizes the role of AI in finance and the significance of timing when considering an exit from a business.   Takeaways Luc Pettett founded Punters and sold it to NewsCorp Australia. Post-exit, he took time off to travel and reflect. He focused on learning about AI and finance after his exit. His new venture, Telescope, aims to disrupt finance with AI. The importance of patience and not rushing into the next venture. Mindset changes significantly after a first business exit. Building a good business is more important than just financial gain. AI is set to massively disrupt the finance industry. Timing is crucial when considering an exit from a business. It's essential to be comfortable with the idea of exiting.   00:00 From Software Engineer to Entrepreneur 03:20 Navigating Post-Exit Life 05:45 Building Telescope: A New Venture 08:08 Mindset Shift After Exiting 10:07 The Importance of Timing in Exits

In this episode of the Tech M&A Podcast, Jim Falkanger shares his journey through five successful company exits and his transition into retirement. He discusses the challenges and opportunities that come with stepping away from a CEO role, the importance of finding new passions, and how he plans to stay engaged with technology and mentoring in his new phase of life.   Takeaways Jim Falkanger has successfully exited five companies. Retirement offers a chance to focus on personal interests. Transitioning from CEO to retirement can be challenging. Staying active and engaged is crucial in retirement. Mentoring and volunteering can provide fulfillment post-retirement. Time spent with family, especially grandkids, is invaluable. Planning for retirement should include time for personal projects. Exploring new technologies keeps the mind engaged. Taking a break after selling a business is important. Finding hobbies and interests can ease the transition into retirement.   Chapters 00:00 Introduction to Jim Falkanger's Journey 02:54 Navigating Retirement and New Beginnings 06:01 Transitioning from CEO to Retirement 08:50 Embracing Technology and Future Aspirations

The Tech M&A Podcast presents insights into the 2025 market, highlighting key trends and research findings. The conversation covers the CEO's perspective on market dynamics, the top disruptive technology trends shaping the industry, and a comprehensive annual report on tech M&A activities across various sectors. This conversation delves into the latest trends and activities in mergers and acquisitions across various sectors, including financial technology, education technology, healthcare, manufacturing, and cybersecurity. It highlights significant deals, valuation trends, and the impact of emerging technologies like generative AI on the market. The discussion also emphasizes the importance of data utilization and the evolving landscape of blue collar software, alongside strategic considerations for M&A targets in 2025.   Tech M&A is expected to set records in 2025, especially for privately held companies. The youngest baby boomers reaching 60 will drive more tech company sales. Education on Tech M&A is crucial for success in the market. Gen-AI enablement is the top disruptive trend for 2025. People-centric productivity tools are in high demand due to workforce changes. Actionable analytics technology is essential for better decision-making. Value chain intelligence is critical for maintaining data integrity across processes. Embedded cash flow opportunities are expanding in the tech sector. Focused managed services are increasingly attractive to buyers. The health tech continuum trend emphasizes the need for unified patient data management. M&A activity in financial technology is on the rise with significant acquisitions. The EdTech sector is seeing increased investment and consolidation. Healthcare technology is becoming a focal point for M&A as companies seek to enhance their offerings. Manufacturing and not-for-profit sectors are experiencing notable acquisitions. The internet sector is witnessing a surge in revenue valuations and EBITDA multiples. Infrastructure sector valuations are rising, indicating strong market interest. Cybersecurity acquisitions are critical as companies bolster their defenses against threats. Gaming and cloud services are emerging as key areas for investment and growth. Generative AI is a pivotal trend that companies must navigate in 2025. Blue collar software presents unique opportunities for technological advancement and workforce training.   00:00 Introduction to Tech M&A Podcast 01:19 CEO Insights and Market Overview 07:05T op 10 Disruptive Technology Trends for 2025 20:26 Annual Tech M&A Research Report Overview 33:09 Mergers and Acquisitions in Financial Technology 35:54 Trends in EdTech Acquisitions 37:17 Healthcare Technology M&A Activity 39:08 Acquisitions in Manufacturing and Not-for-Profit Sectors 40:46 Growth in Internet and Real Estate Market Valuations 42:32 Infrastructure Sector Valuations and M&A Trends 44:52 Cybersecurity and Threat Intelligence Acquisitions 46:44 Emerging Trends in Gaming and Cloud Services 49:02 Key Trends for 2025: Generative AI and Data Utilization 56:12 Blue Collar Software and Value Chain Intelligence 01:00:59 Strategic Partnerships and M&A Target Characteristics

In this episode of the Tech M&A Podcast, we speak with Ujwal Arkalgud, co-founder of MotivBase, about his journey as a first-time entrepreneur, the unique approach of his research technology company, and the challenges faced during the M&A process. Ujwal shares insights on profitability, the emotional toll of diligence, and the importance of having a supportive co-founder. He also discusses life post-acquisition and the lessons learned throughout the journey.   Takeaways Bootstrapping led to profitability from day one for MotivBase. The decision to enter the M&A process was driven by fatigue and the need for new skills. Profitability made MotivBase attractive to buyers in a competitive market. The diligence process is emotionally taxing and requires significant energy. Hiring an investment banker can provide leverage in negotiations. Understanding market value is essential before considering an exit. Post-acquisition, integration focuses on people and new challenges arise. Chapters 00:00 Introduction to Tech M&A Podcast 01:03 Ujwal Arkalgud: Journey to Entrepreneurship 03:00 Understanding MotivBase and Its Unique Approach 05:51 The Decision to Enter M&A Process 08:48 Navigating the Diligence Process 12:09 Post-Acquisition Life and New Challenges 13:58 Final Thoughts on Ego and Entrepreneurship

In today's dynamic market, a new wave of buyers is emerging, particularly focused on smaller SaaS companies serving vertical markets. These buyers, including private equity firms, holding companies, and family offices, are making aggressive bids, driven by the predictability of subscription revenue. Understanding and presenting key financial metrics is crucial in M&A discussions. This month we'll discuss the key metrics for M&A success. What we'll cover in the December webcast: -Current Valuation Trends: Understand Tech company valuations today. -Key Tech Market Deals: Discover notable transactions from this quarter. -Active Tech Buyers: Learn which companies are acquiring in the tech space. -Special Report: The New Tech M&A Metrics -CEO Desk: Don't Let the Grinch Steal Your Deal ---------------------------------------------------------------------------------------------------------------------------- Corum's Tech M&A Monthly is a regular webcast series for software company owners, executives and CEOs. Each month, Corum Group, the world's leading M&A firm for software and related technology companies, examines the world of Tech M&A. In addition, Tech M&A Monthly includes special reports on buyers, markets and the M&A process itself. This thirty-minute webcast is a must for owners and CEOs considering Tech M&A, whether now or in the future.   Chapters:  00:00 Introduction to Tech M&A Podcast 01:49 CEO's Desk: Don't Let the Grinch Steal Your Deal 08:27 Upcoming Events and Deal Announcements 13:34 Tech M&A Market Research Overview 25:44 New M&A Metrics

In this episode of the Tech M&A Podcast, Dwayne Miller, co-founder and CEO of Unifi Labs, shares his journey of selling his company. Dwayne discusses the decision-making process behind seeking a liquidity event, the unique challenges of the SaaS landscape, and the importance of relationships in business. He reflects on the transition post-acquisition and offers valuable lessons for entrepreneurs navigating the M&A process.   Takeaways Liquidity events can be a strategic choice for growth. Understanding the industry is crucial for success. SaaS companies have different valuation metrics than service businesses. Relationships are key in both SaaS and service industries. The integration process requires a shift in mindset. Focus on building a valuable product over just seeking liquidity. Be open-minded to new opportunities post-acquisition. The construction industry has a slower tech adoption rate. Strategic value can drive higher valuations in M&A. Working with specialized M&A firms can provide significant advantages. Chapters   00:00 Introduction to Unifi Labs and the M&A Journey 02:47 Deciding to Sell: The Path to Liquidity 06:04 Navigating the SaaS Landscape: Challenges and Surprises 08:54 Transitioning Post-Acquisition: Embracing Change 11:50 Key Lessons Learned from the M&A Process

In this episode of the Tech M&A Podcast, Andrew McConnell, co-founder and CEO of Rented, shares his journey of building a pricing optimization engine for vacation rentals and the eventual sale of the company. He discusses the market dynamics that led to the sale, the importance of having a strong team, and the mindset shifts necessary for personal growth. Andrew also emphasizes the significance of reclaiming ownership of one's thoughts and crafting a fulfilling life post-sale, including his travel experiences and advice for entrepreneurs. takeaways The market dynamics can dictate the timing of a sale. Having a strong team is crucial during transitions. Your mindset is your most valuable asset. Don't wait for a sale to start living your desired life. Understanding what you are running to is essential for clarity. Post-sale life can be fulfilling if crafted intentionally. Travel can enrich life experiences after a business exit. It's important to separate your identity from your business role. Reclaiming ownership of your thoughts can lead to personal growth. Seeking help from experts can make a significant difference.   Chapters 00:00 Introduction to Tech M&A Podcast 01:04 The Journey of Rented and Market Dynamics 03:51 Balancing Business and Personal Growth 05:47 The Concept of Ownership and Mindset 09:14 Life After the Sale and Travel Adventures 11:11 Crafting Your Desired Life 12:08 Final Thoughts and Recommendations

In this episode of the Tech M&A Podcast, the Corum Group presents the November Tech M&A Report, highlighting key trends, market insights, and emotional aspects of the M&A process. The discussion includes the current state of tech acquisitions, notable deals, and the impact of recent elections on buyer sentiment. The episode emphasizes the importance of understanding the emotional journey of selling a company and offers practical advice for navigating this complex process.   Takeaways Selling a company involves an emotional journey. Expect highs and lows during the selling process. Preparation for due diligence is crucial. Emotions can impact the success of a deal. The current market presents unique opportunities for sellers. Understanding buyer sentiment is key to successful negotiations. Leaning on advisors can help manage emotional stress. The tech ecosystem in Asia is rapidly growing. Recent elections have influenced buyer attitudes positively. The importance of timing in the M&A process cannot be overstated.   Chapters 00:00 Introduction to Tech M&A Podcast 01:19 CEO's Desk: Insights from the Corum Group 05:07 Tech M&A Market Research Overview 16:40 Mastering Emotions in the M&A Process 19:34 Impact of Elections on Tech M&A