Most startup listings get skipped. Not because the business isn’t valuable, but because the listing doesn’t prove it.
That’s why, in this session, Acquire.com founder and CEO Andrew Gazdecki breaks down what buyers actually look for and how sellers can close faster with confidence.
Whether you’re preparing your first listing or trying to turn interest into offers, this webinar is your tactical guide to doing it right.
Who’s Presenting?
Andrew Gazdecki, Founder and CEO of Acquire.com
Andrew Gazdecki is the founder and CEO of Acquire.com and a lifelong entrepreneur. He bootstrapped his first business, Bizness Apps, to $10 million in annual recurring revenue, which he later sold to a private equity firm in a life-changing acquisition. Since then, he’s sold two more businesses, bought one, and founded the world’s largest startup acquisition marketplace.
Having been on both sides of the M&A table, as a buyer and a seller, Andrew knows how complex and difficult acquisitions can be. He started Acquire.com to fix the complex acquisition process and make it easier for founders to get acquired, and he’s excited to share his knowledge with you today.
What Is Acquire.com?
Acquire.com is the best online marketplace to buy and sell SaaS startups. Combining expert M&A advisory and technology, our services help you get Acquire’d fast and maximize your exit.
Since 2019, we’ve helped over a thousand founders sell their businesses, closed over half a billion dollars in deal volume, and registered over 500,000 buyers. Live internationally? No problem – we’re active in over 100 countries and every continent except Antarctica.
How to Close Faster with Buyer Confidence
A serious buyer needs more than your revenue number. They need to trust the story behind the business and the numbers backing it up. Andrew opens the session by showing how to create a tight feedback loop with buyers using real-time Q&A and transparent documentation.
Highlights:
- Create a Q&A doc to save time and build trust
- Offer a 15-minute walkthrough to remove friction
- Good docs = fast deals. No docs = ghosted
- Speed signals confidence, hesitation signals risk
Emotional Proof and Buyer Video Intros
Buyers don’t just assess risk; they determine energy. Andrew explains how testimonials, reviews, and even a short founder intro video add credibility and emotional connection to your listing.
Highlights:
- Use NPS and reviews as silent salespeople
- A 2-minute founder intro builds trust fast
- Testimonials reduce cold buyer friction
- Clarity + warmth = competitive edge
Finance Breakdown that Attracts Buyers
Your P&L is not enough. Instead, Andrew walks through how to visually present your financials using pie charts, CAC/LTV clarity, and retention metrics that tell a story, not just a spreadsheet.
Highlights
- Show gross margin and expense categories visually
- Highlight CAC payback and LTV by cohort
- Use retention curves to prove stickiness
- Buyers need to see the why, not just the what
What NOT to Share Pre-LOI
Oversharing before an LOI can kill your leverage. Andrew lists exactly what not to reveal too early, especially in deals that don’t close.
Highlights
- Don’t share customer lists or code access
- Never send a full org chart or logins
- Protect supplier and contractor relationships
- Pre-LOI = interest. Post-LOI = trust
How to Avoid Getting Skipped with a Copycat Deal
In one real story, a buyer used seller info to go around them and close with the same supplier. Andrew explains how to avoid getting undercut, even when your product is simple.
Highlights
- Remove supplier names from the public listing
- Blur screenshots that show vendor UIs
- Protect fulfillment or tech edge early
- Buyers should value the business, not just the blueprint
Your Data Room Is Your Leverage
Data doesn’t just tell your story, it shapes the buyer’s perception. Andrew shares how to build a complete, clear, and buyer-friendly data room that speeds up due diligence and positions you as a professional seller.
Highlights:
- Include P&L, metrics, contracts, and key ops docs
- Organize by function: finance, growth, product, support
- Clear folders = lower buyer anxiety
- A good data room signals deal-readiness
Clarity Closes Deals
The most important close-rate lever? Clarity. Andrew ends the session with a reminder: the best listings win because they remove doubt, not because they promise more.
Highlights:
- “No one closes from a mystery.”
- Be upfront about strengths and risks
- Clear listings attract serious buyers
- Don’t oversell, overprepare
Final Thoughts
Getting acquired isn’t just about what you’ve built, it’s about how you present it. In this session, Andrew made it clear: buyers don’t buy potential, they buy clarity, structure, and confidence.
While a solid listing opens the door, real prep is what closes the deal.
So, if you’re gearing up to list or want to avoid the mistakes that kill momentum, this webinar gives you what actually works, from someone who’s seen thousands of deals up close.
Want to learn how to prepare, present, and close with confidence?
Start now with Acquire Academy.
Q&A
When is the right time to list on Acquire.com?
Anytime can work. Summer is active, and buyers are always looking. But if you expect a major change in September that improves your metrics, waiting might be smart.
Can a pre-revenue startup get acquired?
It’s hard. Most buyers want traction and product-market fit, not just a product.
How does Acquire help with valuation?
We use real marketplace data from past acquisitions to guide sellers on what similar startups are selling for.
What’s your outlook on the M&A market over the next 12–24 months?
Very strong. We’ve had record months recently, Q2 was our best ever. Compared to the last two years, it’s a great time to sell.
If a startup is nearly break-even with upside potential, what multiple of revenue is acceptable in the asking price?
If you’re nearly break even but have real upside, most buyers are going to look at revenue multiples in the 2x to 4x range—sometimes a bit higher if you’re in a hot market or growth is strong. The big thing is being able to show why your business deserves the higher end of that range. If you’re growing fast, have sticky customers, or there’s a clear path to profitability, you can push that multiple up. But if growth is flat or there’s risk, buyers get cautious.
I’d look at what similar startups are actually selling for, not just what they’re listed at. Have you seen any comps in your space lately? Sometimes that’s the best reality check.