Courses

While big tech IPOs get all the press, acquisitions make up 98 percent of successful startup exits. This course is designed to teach you how to create acquisition opportunities and maximize the value of a transaction. It will give founders and executives a deep understanding of the factors that go into an acquirer’s decision-making process and how to manage that to your advantage. Financial metrics are not the whole (or often even the biggest part) of the story. We will seek to answer the following key question: What competitive advantage does my company have to offer another (usually much larger) company? The answer to this question is referred to as “strategic value,” the defining element in most successful Silicon Valley stories. We will focus on the three interconnected elements of strategic value: positioning, people, and proof. We will begin with positioning, which comprises identifying and articulating the competitive advantage that best showcases your company to a potential acquirer. Next, we will learn how to find, manage, and win over the key stakeholders whom you will need to make things happen. Finally, we will focus on proof—creating and promoting compelling evidence to support your positioning and maximize your valuation.