Latest / The Acquisition Talk with Fexingo: Mergers, Buyouts, and Business Sales for Operators
The Customer Concentration Trap in M&A That Cost $40 Million
When a private equity firm acquired a SaaS company for $200 million, they assumed a 70% revenue concentration was a strength—until the customer renegotiated, costing them $40 million. This episode of The Acquisition Talk with Fexingo explores how buyers can identify, price, and protect against customer concentration risk in M&A deals. Lucas and Luna discuss specific deal structures including revenue covenants, earnouts tied to key customer retention, and adjusted valuation multiples. They also share real negotiation tactics for seller pushback. A must-listen for any operator or investor…
The skinny
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