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These Owners are Ready to Sell to a Third Party
Your weekly look inside the mind of a business owner. Backed by insights from our proprietary database of over 80,000 owners, each edition delivers the data and perspective you need to have more strategic conversations and build a stronger advisory practice. Plus, check the end of each issue for upcoming events, helpful resources, and other updates.
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If your ideal business client is an owner serious about selling, rather than passing the business to their kids or promoting internal managers, then technology companies offer fertile ground. With AI reshaping industries and upending business models, many tech owners are taking a harder look at their future and focusing on their exit—and their goals are firmly grounded in logic, not legacy.
Our proprietary research of over 80,000 business owners who have asked for their Value Builder Score Report reveals that 67% of tech company owners say their long-term goal is to sell to a third party, compared to just 56% of owners across the broader market. Meanwhile, tech owners are half as likely to want a family transition (6% vs. 12%) and less inclined to hand off to internal managers (20% vs. 24%).
Their decisions reflect a logic-driven, ROI-focused mindset—less about sentiment, more about optimizing for the best financial outcome.
With two-thirds of tech owners already planning to sell to a third party, you can skip the “are you selling?” stage and move straight into “how to get you ready.” Tech founders respond to clear ROI projections and a roadmap to maximize price. Lead with market data, including valuation benchmarks from comparable tech deals, and show how targeted improvements in recurring revenue, customer concentration, or IP protection can lift their multiple. By aligning with their logic-driven, results-focused mindset, you’ll meet them where they are and accelerate their path to a successful exit.
 | Advisor News is a publication brought to you by Value Builder, a value assessment platform that helps advisors start strategic conversations with business owners. It provides tools to assess a company’s current value, identify opportunities to improve it, and communicate those insights clearly to the owner. |
Advisor Resources
💻 Value Builder advisors get exclusive access to Value Builder Analytics — the same research behind the insights in this newsletter. Drawn from data provided by more than 80,000 business owners worldwide, these findings help you shape smarter conversations and stronger client relationships.
📖 Getting through to business owners is harder than ever. We’ve analyzed thousands of companies and found that owners fall into three distinct psychographic categories you need to know. Discover each category and other exclusive insights in our free whitepaper, The Entrepreneur’s Trusted Advisor.
📘Discover how Value Builder helps advisors start more strategic conversations with business owners. This quick overview highlights the platform’s tools to assess a company’s current value, pinpoint opportunities for improvement, and clearly communicate that value to owners.
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This Issue's Contributors
Jason Reilly, Editor; Michael Sarkis, Director - Value Builder Analytics; Deanne Kong Ting, Director - Customer Success; and Jen Chou, Senior Graphic Designer.