How Founders Can Drive Their Own Acquisition Process [Webinar Recap]

Most startup listings get skipped. Not because the businesses aren’t valuable, but because the listings fail to prove it.

That’s why, in this session, Acquire.com founder and CEO Andrew Gazdecki walked through what buyers actually look for, and how sellers can drive their own process with clarity, speed, and leverage.

Whether you’re preparing your first listing or trying to convert interest into real offers, this recap distills Andrew’s tactical playbook into the critical lessons every founder needs.

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.

Most Founders Just List and Wait

Andrew opens with a reality check: listings don’t sell themselves. Many founders think posting is enough, but buyers are busy reviewing dozens of companies. Founders must prove value and actively create excitement.

Highlights

• Listing is step one, not the strategy
• Buyers expect follow-up and direct outreach
• Point buyers to the materials that prove your value
• Show why your startup matters now, not later
• Excitement comes from proof and momentum, not hope

Buyers Don’t Trust Buzzwords, They Trust Numbers

Buyers focus on numbers, not hype. They ask: are these metrics real, why act now, can I run it, and what’s the upside? Clean, transparent data builds confidence, while missing or messy numbers kill momentum.

Highlights

• Buyers prioritize numbers over narrative
• Questions every buyer asks: Are these numbers real? Why should I care now? Can I operate it? What’s the upside?
• Data builds confidence faster than stories
• Transparency earns trust; hype erodes it
• Package key metrics in a simple, digestible format

Run It Like a Sales Process

Acquire.com brings a wide mix of buyers: strategics, PE, past acquirers, and operators, each with different goals. Founders must tailor outreach, respond fast after NDAs, and personalize communication. Deals move forward when you keep following up and add value consistently.

Highlights

• Different buyer types, different motivations
• Strategics expand markets; PE chase returns
• Respond quickly after NDA — interest cools fast
• First message: demo, data room, calendar link
• Personalize outreach to stand out
• Don’t stop after one message — follow up with value
• Assume every buyer is serious until they’re not
• Every “no” gets you closer to “yes”

What Buyers Want Before the First Call

Before booking time, buyers want answers. Generic “are you interested?” emails don’t work. Instead, show proof: revenue, churn, CAC, quick demos, testimonials. Make it easy to understand and easy to book a call.

Highlights

• Buyers want clarity upfront: LTV, CAC, churn, revenue
• Add screenshots, demos, testimonials
• Personalize every message with real proof
• Keep the first outreach short but valuable
• Every new doc or Loom can be a follow-up
• Use an auto-responder for instant first contact

Ghosting Doesn’t Mean It’s Over

Ghosting isn’t rejection; it’s hesitation. Founders should follow up every few days with new value: milestones, demos, testimonials, updated metrics. Transition support offers (2–3 months post-sale) reduce risk and re-engage buyers.

Highlights

• Ghosting happens, don’t take it personally
• Follow up every 3–4 days with new value
• Keep messages short and clear
• Show milestones, demos, customer proof, and retention
• Address the top question: what support will I get post-sale?
• Transition plans (hours per week, billing for extra time) build trust
• Persistence keeps deals alive

You’re Not Being Pushy, You’re Being Clear

Momentum comes from proactive follow-up. If buyers go silent after an NDA, keep adding value. Share assets like Loom demos, “why I’m selling” notes, screenshots, testimonials, and transition outlines. It’s not pushy; it’s clarity.

Highlights

• Silence is different from no interest. Keep moving them forward
• Use every asset: Looms, letters, metrics, testimonials
• Each can be a separate follow-up
• Proactivity drives offers; waiting kills them
• Momentum comes from persistence and clarity

Ask for the LOI

Andrew reminds founders: if you want an LOI, ask for it. There’s no special formula: direct, professional questions work. Asking surfaces objections, gives you clarity, and often accelerates offers.

Highlights

• LOIs rarely appear without a direct ask
• Questions to use:
  • “What else do you need to submit an LOI?”
  • “What hesitations do you have before moving forward?”
• Asking uncovers hidden concerns you can address
• Without asking, don’t expect offers
• Asking ≠ pushy — buyers appreciate clarity

Turn Your First LOI Into Leverage

The first LOI isn’t the end; it’s leverage. One offer validates your startup and sparks competition. Use it to create urgency, accelerate timelines, and negotiate stronger terms. Always keep backup buyers in case the first deal falls through.

Highlights

• A first LOI validates your business
• Inform other buyers immediately, it sparks competition
• Deadlines and scarcity create urgency
• Competition drives higher valuations and better terms
• Always maintain backup buyers, after all, LOIs can fail
• Thank buyers for their time; relationships matter

Final Thoughts

Most startup exits don’t fall apart because the business isn’t good — they fall apart because the process isn’t clear. In this session, Andrew showed exactly what separates listings that get ignored from those that get acquired.

Buyers move fast when founders bring structure, readiness, and urgency to the table.

So, if you’re thinking about selling — now or later — this webinar gives you the mindset and tactics to make it happen on your terms.

Want to learn how to prepare, present, and close with confidence?
Start now with Acquire Academy.

Q&A

Is there an appetite for pre-revenue businesses on Acquire.com?

Not really. Those are tough. There are a few buyers who’ll look at pre-revenue deals, but they’re usually small and rare. Most buyers on Acquire want cash flow. There’s so much software now—AI makes it easy to build—so without revenue, it’s a hard sell.

I run a B2B SaaS with $51K in MRR and want to sell for $3M. When should I start?

I’d say start now. You’re at $600K ARR. That’s solid. If you want $3M, we need to show strong fundamentals—low churn, high margins, good growth. Even if you’re not listing yet, prepping your P&L, your pitch, your metrics—that’s all stuff we help with. It’s worth getting ready.

How do buyers know if I’ve updated the listing with new documents?

They don’t. You have to message them directly. Something like: “Hey, I just uploaded my updated financials and a new Loom walkthrough. Let me know if you want to chat.” Never just wait and hope. You gotta stay on their radar.

If a startup is generating mid-6-figures in revenue, is nearly break-even, but has clear upside ($10M+), what multiple of revenue is acceptable in the asking price? Since a multiple of profit can’t be used.

Revenue multiples are fine when profits are thin — but they need to match growth and quality. For mid–6-figure ARR, a realistic range is 2x to 4x revenue. You’ll only get to the higher end if you show strong growth, low churn, clean financials, and solid sales efficiency. Most early-stage deals we’ve seen land between 2.5x and 3.3x. Anchor your ask to specifics: YoY growth, net retention, CAC payback. Buyers need clarity, not just upside stories.

We have a legacy product with $225k in ARR, high retention, and modest growth. Does this fit the Acquire marketplace? How should we position it?

Yes, this fits well. Buyers love durable, low-churn products. Lead with your retention and stability, then highlight how easy it is to run and where the growth opportunities are. Frame the listing around “profitable-to-nearly-profitable, sticky ARR, clean handoff, clear growth plan.” Keep your financials tight, prep a simple growth playbook (3–5 moves), and have a sharp demo that shows why customers stick around. Justify the price with data, not optimism.

What’s a good strategy for browser extension-based products?

eah, great question. Extensions can be magical if you nail distribution and trust. I’d think narrow first then expand: solve one painful workflow, make it 1‑click, charge simply (even a small one‑time unlock can work), and keep it PLG so users onboard without you. Also, be picky about growth channels you can own long‑term and protect users’ experience so you don’t get lumped in with spammy extensions.

Is it easy to sell a DTC business?

It can be — if the numbers are clean and the story is clear. Buyers want stable cash flow, not guesswork. Consistent profitability, clear CAC and payback, transferable ops, and no dead stock make it easier. What kills deals: messy attribution, single-channel dependency, or founder-driven marketing with no handoff plan.