Sales and scale are important factors in determining a tech firm’s valuation.
Though it’s difficult to get this right, it should definitely be on top of your agenda to increase valuation. Organic revenue growth can act as an indication of a well-conceived value proposition and effective go-to-market strategy. Scale, on the other hand, provides the tech firm with an increased ability to achieve a higher profit to revenue ratio.
The combination of sales and scale will equate to a higher EBITDA as a percentage of net revenue.
From a buyer’s perspective, a successful organic sales track-record creates a level of confidence that organic revenue growth will continue to increase. Scale provides the buyer with a platform which will allow them to realise synergies and efficiency. Combined, sales and scale play an integral part in driving the multiples a buyer is willing to pay. Moreover, sales and scale will help increase the base EBITDA to which the multiples are to be applied.
When forming a strategy on the most effective way to increase sales, buyers usually start reviewing the Tech firm’s value proposition. Aside from the value proposition, there are four key components to increasing sales within a Tech firm model; sales talent, go-to-market strategy, compensation and ongoing service.
1. Sales Talent
The first to check is right business development talent. The second step is continued development of sales talent. Business is in a constant state of flux. As such, the sales arm of a Tech firm should remain abreast to new developments that could impact the Tech firm and the industries in which they serve. Development of the sales team shouldn’t solely be the responsibility of the Tech firm.
You should get them trained and coached on a regular basis by experts who can inculcate both capabilities and skills. Sales enablement should be part of your development agenda.
A business development professional can only properly advise a client based on what they know. Remember, a Tech firms brand equity is heavily influenced by its sales force. If the prospect to client close ratio for a Tech firm is 20%, four out of five companies that encounter the Tech firm will likely only experience what the sales professional conveys.