Courses

While big tech IPOs get all the press, acquisitions make up the vast majority of successful startup exits. This course is designed to explore the requirements of an exit by acquisition. It will give founders and executives a deep understanding of the factors that go into an acquirer’s decision-making process. 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 what is referred to as “strategic value,” the defining element in most successful Silicon Valley stories. In contrast to financial value (for example, revenue, earnings, and other traditional metrics that define value at a stand-alone company), strategic value is the degree to which your company is valuable to another entity.

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 people—key stakeholders that you will need to make things happen. Finally, we will focus on proof—creating and promoting compelling evidence to support your positioning.