SaaS Exit Readiness – The OneProgram Playbook

When is it smart to start thinking about selling, and what should you do today so you can say “no”—or “yes”—on your own terms tomorrow?

1. Start before you “need” to

Waiting until churn creeps up or motivation crashes is a recipe for a fire‑sale. At OneProgram we start modelling exit scenarios as soon as a portfolio company passes €30k MRR. Why so early?

  • Optionality equals leverage. When acquirers circle and you’re still growing 50 % YoY, you can politely decline, double the offer, or negotiate a minority recap instead of a full sale.
  • Clean data takes time. Two years of GAAP‑compliant books, tidied cap tables and a living metrics dashboard can’t be built in the frantic 30‑day exclusivity window. We keep them fresh every month.
  • Founder head‑space. Emotional readiness sneaks up on you. Getting comfortable with “my company under someone else’s logo” is easier when the clock isn’t ticking.

OneProgram tip: Treat “exit readiness” like “disaster recovery” – if the first time you think about it is the day you need it, you’re already behind.

2. Plot your personal north star

Exits fail as often on feelings as on finance. We run every founder through a short “North‑Star Canvas”:

Question Typical Answers We Hear Why It Matters
How many hours a week do you want to work after the deal? “Zero – at least for six months” vs “I want a board seat”  Dictates earn‑out risk and acquirer fit 
What net amount (post‑tax, post‑debt) changes your life? €5 m vs €25 m Anchors target valuation and hold vs. sell
What legacy do you care about? Keep the team intact / keep the brand alive Filters strategic from purely financial buyers

 

Clarity here prevents regret later – and gives your broker (or us) a non‑negotiables list to defend in diligence.

3. Know which stage you’re in

Stage Why founders sell OneProgram stance
Startup (< €10k MRR) Opportunistic acqui‑hires, stock options as cash Pass—too little data, too much risk
Growth (€10k–€500k MRR) Capital to scale, hire exec layer Sweet spot. Growth + low churn unlocks our shared stack and non‑dilutive debt
Maturity (flat growth, fat margins) De‑risk personal wealth, inject fresh energy Viable if net retention ≥ 100 %
Plateau/Decline Burnout, commoditisation Only with a compelling turnaround plan; valuation penalty inevitable

 

The best exits happen when revenue is still climbing but the next step (enterprise GTM, geographic expansion) demands capital or skills the founder lacks. Sell on the way up—not when you’ve already levelled out.

4. Inspect the four levers buyers actually pay for

At OneProgram every Monday Slack lights up with the same CSV. Master these numbers and acquirers will nod through diligence.

  • ARR / MRR bridge – new, expansion, contraction, churn. Momentum beats absolute size.
  • ACS (Average Cost of Service) – the silent killer of gross margin. If your ACS is > 30 % of ARPA, fix it first.
  • CAC payback – < 18 m for SMB, < 24 m mid‑market is our green zone.
  • Net revenue retention (NRR) – > 110 % flips the multiple math in your favour; < 90 % and buyers smell churn risk.

OneProgram lens: We refuse LOIs until founders can export these metrics in one click. If that sounds impossible, instrument now—your future self will thank you.

5. Build the luxury of saying no

Generating inbound interest is easier when you:

  • Publish benchmarks. Founders who share monthly metrics threads on LinkedIn get 3× more buyer pings (our internal count).
  • Attend the right events. We coach CEOs to speak at vertical SaaS summits—not generic tech conferences—because the audience is 40 % strategic buyers.
  • Stay profitable. A positive EBITDA means you never enter a process under cash‑burn duress.

Remember: buyers value optionality even more than revenue; it signals a disciplined operator who won’t crumble in negotiations.

6. Day‑after realities

An exit isn’t a finish line – just a baton pass. Plan these paths before the LOI:

Workstream OneProgram Method
Leadership onboarding We drop in a fractional CRO or CTO for 90 days while we co‑hire permanent execs.
Leadership onboarding Shared auth, billing and analytics modules shave 20 % infra cost within six months.
Team comms Founder + OneProgram partner host an Ask‑Us‑Anything the morning the deal signs.
Earn‑out mechanics Metrics dashboard feeds straight into earn‑out tracker—no post‑facto disputes.

 

Transparency here calms the team, reassures the acquirer and frees the founder to enjoy that sabbatical they posted about.

7. The 90‑Day Exit‑Prep Sprint

If a banker called tomorrow, could you open a clean data room? Here’s our fast‑track checklist:

Week 1 – Numbers audit

  • Re‑reconcile ARR ledger against Stripe/Chargebee.
  • Lock chart of accounts; no more ad‑hoc categories.

Week 2 – Org chart & key contracts

  • List every FTE, contractor and supplier with renewal dates.
  • Centralise IP assignments and GDPR docs.

Week 3 – Product & tech deep‑dive

  • Generate API coverage map and security penetration test summary.

Week 4 – Narrative deck

  • Position the exit around potential, not past; tee up growth levers buyer can pull.

Weeks 5‑12 – Metric momentum

  • Ship one NRR‑boosting feature (e.g., usage‑based add‑on).
  • Run a churn‑busting grace‑period experiment.

We’ve watched founders add two full turns to their revenue multiple in one quarter simply by running this play.

Final word

Exit readiness isn’t a date on the calendar—it’s a discipline. Start early, measure what matters, and craft a story no buyer can ignore. Whether you end up banking a strategic premium or decide to keep compounding for another five years, the act of preparing only strengthens the company you’re building.

If you’re hovering between €10k and €500k MRR and want a sparring partner that treats metrics like religion and founders like co‑builders, let’s talk.

Because spreadsheets don’t scale companies—but the truths hiding in them absolutely do.