Tech M&A Monthly: 10 Ways to Increase Your Company's Value
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If you’re looking at taking advantage of today’s strong M&A market, what can you do to make sure you’re bringing the most valuable company possible to market? There’s no easy trick to building a valuable technology company, but there are specific things that owners and executives can do to maximize that value when preparing for an exit, whether this year or farther down the road. June 9, hear from Corum’s global team of dealmakers for their perspectives as both M&A advisors and CEOs themselves--what they’ve seen drive real value in actual transactions, and how companies like yours can put these best practices to use.
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Tech M&A Monthly: 10 Ways to Increase Your Company's Value
- 1. 1 Tech M&A Monthly 10 Ways to Increase Your Company’s Value 9 June 2016
- 2. 2 A leader in the software industry, Bruce has founded or owned four software companies, including the largest vertical market software company, AMI, an Inc. 500 firm rated by IDC as the fastest growing computer-related company in the world. He has served on advisory boards for Microsoft, IBM, DEC, Comdex and Apple, and as board member/founding investor in some of the most innovative firms in their field, including Blue Coat, Bright Star and Sabaki. Past advisor to two governors and a senator, a board member of the Washington Technology Center, and founder of the WTIA, the nation’s most active regional technology trade association. He worked with the Canadian government to found SoftWorld, and he was recently chosen as one of the 200 most influential individuals in the IT community in Europe. He was also the only American juror for the recent Tornado 100 Awards given to Europe’s top technology firms A graduate with Distinction from Harvard Business School, Bruce has written three books on business models for success, including Power Planning. He is a frequent lecturer and author. Welcome Bruce Milne CEO Corum Group Ltd.
- 3. 3 Agenda Welcome Special Report: IP500 conferences M&A Myths and Misperceptions June 2016 Research Report 10 Ways to Increase Value Q&A
- 4. 4 Timothy joined Corum in 2011, and oversees the company’s marketing efforts globally from the headquarters near Seattle. Chief among these is Corum's extensive conference schedule, “Selling Up, Selling Out,” the Merge Briefing, the Tech M&A Monthly webcast and Corum's platinum sponsorship of the World Financial Symposiums' live events and Market Spotlight series. Through these events, Corum Group serves as the world’s leading educator in technology mergers and acquisitions. Prior to joining Corum, Timothy served as marketing and product manager for GIS software startup Depiction, Inc., and previously worked in marketing for VizX Labs, a pioneering SaaS startup delivering DNA analysis tools. In addition to marketing for software startups, Tim has worked for a US Senate campaign and taught science in Rio de Janeiro. Timothy graduated Magna Cum Laude from Bethel University in St. Paul, Minnesota, with degrees in History and Biology. Moderator Timothy Goddard VP, Marketing Corum Group Ltd.
- 5. 5 Field Report: Edinburgh & London Jon Scott Senior Vice President Corum Group Ltd. Jon joined Corum in 2010 out of their Seattle headquarters and is now based in Amsterdam. He has close to 30 years experience serving high technology companies with the last 20 mainly in chief operating and chief executive roles. During this time Jon has become known for his ability to successfully integrate strategies and tactics into well executed operating plans, building strong teams and achieving excellent results. Jon has served as President and CEO of The PowerTech Group, a security and compliance software company sold to Help/Systems in 2008, and Microserv Technology Services, a nationwide tech services company which was acquired by Halifax Corporation in 2003. Earlier he served as President and COO of Traveling Software, a leading developer of communications software in Seattle. Prior to his operating roles Jon held vice president roles in sales, marketing and business development for technology companies. Jon has taught in the software product management program at the University of Washington and holds a business administration degree from San Francisco State University.
- 6. 6 A leader in the software industry, Bruce has founded or owned four software companies, including the largest vertical market software company, AMI, an Inc. 500 firm rated by IDC as the fastest growing computer-related company in the world. He has served on advisory boards for Microsoft, IBM, DEC, Comdex and Apple, and as board member/founding investor in some of the most innovative firms in their field, including Blue Coat, Bright Star and Sabaki. Past advisor to two governors and a senator, a board member of the Washington Technology Center, and founder of the WTIA, the nation’s most active regional technology trade association. He worked with the Canadian government to found SoftWorld, and he was recently chosen as one of the 200 most influential individuals in the IT community in Europe. He was also the only American juror for the recent Tornado 100 Awards given to Europe’s top technology firms A graduate with Distinction from Harvard Business School, Bruce has written three books on business models for success, including Power Planning. He is a frequent lecturer and author. M&A Myths & Misperceptions Bruce Milne CEO Corum Group Ltd.
- 7. 7 Myth: The buyer will relocate or fire people Reality: Your team is a vital asset that the buyer wants
- 8. 8 Myth: The buyer will replace management Reality: Big companies are desperate for good talent
- 9. 9 Corum Research Report Elon Gasper Vice President, Director of Research Yasmin Khodamoradi Analyst
- 10. 10 Public Markets -10% -5% 0% 5% 10% 15% 20% Weekly Percentage Change NASDAQ S&P TECH Dow Jones
- 11. 11 Corum Index Market Transactions May 2016May 2015 293 308 Mega Deals 4 4 Largest Deal $4.4B $6.0B Pipeline Private Equity Deals 15 24 VC Backed Exits 4449 Attributes 34% Cross Border Transactions 33% Start-Up Acquisitions 15%10% 16 yrs15 yrs Average Life of Target 5% May 2015 May 2016 May 2015 May 2016 7% 0% 10% 36% 60% 3% 50%
- 12. 12 Mega Deals - 2016 YTD $1.5B CONSUMER $1.5B $22B VERTICAL $6.9B $5.9B $3.4B $20B IT SERVICES $5.0B $6.0B $3.1B $1.0B $2.6B $1.0B $1.0B HORIZONTAL $13B$11B INFRASTRUCTURE $3.9B $1.4B $1.2B $1.5B $1.9B $1.1B INTERNET $1.1B $1.1B $1.0B $1.3B $2.7B $6.0B $1.0B $1.1B $2.5B $1.6B $2.8B $3.0B $1.7B IT Services division
- 13. 13 Mega Deals - 2016 YTD $1.5B CONSUMER $1.5B $22B VERTICAL $6.9B $5.9B $3.4B $20B IT SERVICES $5.0B $6.0B $3.1B $1.0B $2.6B $1.0B $1.0B HORIZONTAL $13B$11B INFRASTRUCTURE $3.9B $1.4B $1.2B $1.5B $1.9B $1.1B INTERNET $1.1B $1.1B $1.0B $1.3B $2.7B $6.0B $1.0B $1.1B $2.5B $1.6B $2.8B $3.0B $1.7B Target: Marketo [USA] Acquirer: Vista Equity Partners [USA] Transaction Value: $1.7B (7.9x EV/S) Sold to IT Services division
- 14. 14 Mega Deals - 2016 YTD $1.5B CONSUMER $1.5B $22B VERTICAL $6.9B $5.9B $3.4B $20B IT SERVICES $5.0B $6.0B $3.1B $1.0B $2.6B $1.0B $1.0B HORIZONTAL $13B$11B INFRASTRUCTURE $3.9B $1.4B $1.2B $1.5B $1.9B $1.1B INTERNET $1.1B $1.1B $1.0B $1.3B $2.7B $6.0B $1.0B $1.1B $2.5B $1.6B $2.8B $3.0B $1.7B Target: Qlik Technologies Inc. [USA] Acquirer: Thoma Bravo LLC [USA] Transaction Value: $3.0B (4.2x EV/S and 686.9x EV/EBITDA) Sold to IT Services division
- 15. 15 Mega Deals - 2016 YTD $1.5B CONSUMER $1.5B $22B VERTICAL $6.9B $5.9B $3.4B $20B IT SERVICES $5.0B $6.0B $3.1B $1.0B $2.6B $1.0B $1.0B HORIZONTAL $13B$11B INFRASTRUCTURE $3.9B $1.4B $1.2B $1.5B $1.9B $1.1B INTERNET $1.1B $1.1B $1.0B $1.3B $2.7B $6.0B $1.0B $1.1B $2.5B $1.6B $2.8B $3.0B $1.7B Target: Demandware Inc. [USA] Acquirer: salesforce.com Inc. [USA] Transaction Value: $2.8B (11.0x EV/S) Sold to IT Services division
- 16. 16 Vertical Market 4.4x 17.2x Public Valuation Multiples EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Consistent demand for vertical applications keeps valuations steady… … and EBITDA valuations continue to track Sales
- 17. 17 Vertical Market 4.4x 17.2x Deal Spotlight: Oracle EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Target: Opower Inc. [USA] Acquirer: Oracle Corporation [USA] Transaction Value: $532M (3.6x EV/S) - Cloud-based utility and energy management SaaS Sold to Target: Textura Corporation [USA] Acquirer: Oracle Corporation [USA] Transaction Value: $663M (7.2x EV/S) - Construction contracts and payment management cloud services - Corum client PlanSwift (construction estimation software) was previously acquired by Textura Sold to
- 18. 18 Vertical Market 4.4x 17.2x Deal Spotlight: Energy EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech marketsTarget: Enablon [France] Acquirer: Wolters Kluwer [Netherlands] Transaction Value: $277.8M (5.6x EV/S) - Risk & energy management software & services Sold to Sold to Target: Baze Technology [Norway] Acquirer: Envision Energy [China] - Energy system management, analytics and reporting software and SaaS Sold to Target: Green Charge Networks [USA] Acquirer: ENGIE SA [France] - Energy storage and power management systems provider
- 19. 19 Vertical Market 4.4x 17.2x Deal Spotlight: Healthcare EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Sold to Target: Privacy Analytics Inc. [Canada] Acquirer: IMS Health Inc. [USA] - Healthcare patient privacy software Sold to Target: DNA Healthcare Inc. (assets) [USA] Acquirer: iHealth Solutions LLC [USA] - Revenue cycle management, EHR and practice management software and SaaS Sold to Sold to Target: Lynxit Solutions [USA] Acquirer: iWT health [USA] - Healthcare and patient care messaging software Target: Duet Health [USA] Acquirer: MedData Inc.[USA] - Healthcare patient engagement and communications SaaS
- 20. 20 Vertical Market 4.4x 17.2x Deal Spotlight: Insurance EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Sold to Target: Duck Creek Technologies [USA] Acquirer: Apax Partners [USA] - Insurance policy management, underwriting, billing and rating software and SaaS Target: Target Group Limited [United Kingdom] Acquirer: Tech Mahindra Ltd. [India] Transaction Value: $164.1M (2.2x EV/S) - Loan/mortgage management and insurance policy administration software Sold to Sold to Target: Agencyport Software [USA] Acquirer: Apax Partners [USA] - Insurance collaboration and distribution SaaS
- 21. 21 Vertical Market 4.4x 17.2x Deal Spotlight: Automotive IoT EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Target: Itseez Inc. [Russia] Acquirer: Intel Corporation [USA] - Open-source computer vision and machine learning software, for automotive primarily - Forms the key component in Intel’s Internet of Things strategy - Builds up the chip maker’s “smart” portfolio for car makers Sold to
- 22. 22 IT Services Software Market 1.2x 10.7x Public Valuation Multiples EV Sales Corum Analysis EV EBITDA … with EBITDA multiples nearing records, too Sales multiples hitting historic highs… May 2016Since Q1
- 23. 23 Mega Deals - 2016 YTD $1.5B CONSUMER $1.5B $22B VERTICAL $6.9B $5.9B $3.4B $20B IT SERVICES $5.0B $6.0B $3.1B $1.0B $2.6B $1.0B $1.0B HORIZONTAL $13B$11B INFRASTRUCTURE $3.9B $1.4B $1.2B $1.5B $1.9B $1.1B INTERNET $1.1B $1.1B $1.0B $1.3B $2.7B $6.0B $1.0B $1.1B $2.5B $1.6B $2.8B $3.0B $1.7B Target: Hewlett Packard Enterprise (IT Services division) [USA] Acquirer: Computer Sciences Corporation [USA] Transaction Value: $6.0B (0.4x EV/S) Merged IT Services division IT Services division
- 24. 24 4.4x 17.2x Deal Spotlight: ServiceNow Integrator EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Target: Aspediens Holding [Switzerland] Acquirer: Computer Sciences Corporation [USA] - Aspediens provides technology-enabled solutions for the service-management sector - Bolsters CSC’s acquisitions of Fruition Partners and UXC - CSC aims to be the #1 ServiceNow integrator Sold to IT Services Software Market
- 25. 25 IT Services Software Market 1.2x 10.7x Deal Spotlight: Digital Forensics EV Sales Corum Analysis EV EBITDA Uptick matches Sales valuation growth and climbing up to the beginning of the year Retains the strive to historic highs along with waves of sector consolidations May 2016Since Q1 Sold to Target: Prime Solutions LLC [USA] Acquirer: Altamira Technologies Corporation [USA] - Cybersecurity analysis, systems integration and software development services, including digital forensics Target: Guardian Digital Forensics [USA] Acquirer: PT&C|LWG Forensic Consulting Services [USA] - Outsourced e-discovery and digital forensics services Sold to Target: F1 Discovery LLC [USA] Acquirer: Xcellence Inc. [dba Xact Data Discovery] [USA] - Outsourced e-discovery and digital forensic data collection services Sold to
- 26. 26 IT Services Software Market 1.2x 10.7x Deal Spotlight: Consulting EV Sales Corum Analysis EV EBITDA Uptick matches Sales valuation growth and climbing up to the beginning of the year Retains the strive to historic highs along with waves of sector consolidations May 2016Since Q1 Sold to Sold to Target: Smarthouse Media GmbH [Germany] Acquirer: Adesso AG [Germany] Transaction Value: $27.5M (1.6x EV/S) - Online consulting services and solutions for the financial market - Expands Adesso’s portfolio and customer base in banking Target: Hatstand [United Kingdom] Acquirer: Synechron Inc. [USA] - Data, trading and regulation management software development and consulting services - Augments Synechron’s capabilities in regulatory compliance consulting
- 27. 27 Vertical Market 4.4x 17.2x Deal Spotlight: ITSM EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Target: Vizient Manufacturing Solutions [USA] Acquirer: Lincoln Electric Holdings Inc. [USA] - Vizient offers industrial robotics systems integration services; has operations in Brazil - Diversifies Lincoln Electric’s end market exposure and expands automation growth opportunities globally Sold to
- 28. 28 2.2x 16.0x Public Valuation Multiples EV Sales Corum Analysis EV EBITDA Since Q1 May 2016 Consumer Software Market Dragged lower as gaming industry sorts out winners and losers amid the changing landscape Less abrupt but still volatile, pulling back 14% from last quarter; still up 20% year-over-year
- 29. 29 2.2x 16.0x Deal Spotlight: Mobile Payments EV Sales Corum Analysis EV EBITDA Since Q1 May 2016 Consumer Software Market Glides back to the end of 2015; waving due to new markets emerging or being saturated Pulls back 14% from last quarter, still up 20% year-over-year Sold to Sold to Target: Coin Inc. (wearable payments technology) [USA] Acquirer: Fitbit Inc. [USA] - Wearable payments IP assets of Coin, which also provides smart payment cards - Also includes Coin’s deal with MasterCard to bring mobile payments to wearables Target: Onebip srl [Italy] Acquirer: DIMOCO [Austria] - Cloud-based software enabling consumers to purchase products via mobile devices - Opens a broader gateway to European and Latin American mobile payments markets
- 30. 30 2.2x 16.0x Deal Spotlight: Gaming and Gambling EV Sales Corum Analysis EV EBITDA Since Q1 May 2016 Consumer Software Market Glides back to the end of 2015; waving due to new markets emerging or being saturated Pulls back 14% from last quarter, still up 20% year-over-year Sold to Target: Quickspin AB [Sweden] Acquirer: Playtech plc Transaction Value: ~ $55M (8x EV/S) - Online and social media-based slot machine video games Target: Think Logica LLC [dba DraftFury] [USA] Acquirer: SinglePoint Inc. [USA] - Skill-based NFL, MLB and NBA daily fantasy sports contests Sold to Target: Funtactix [USA] Acquirer: Playtech plc - Mobile and social video games primarily for Hollywood licenses
- 31. 31 4.4x 17.2x Deal Spotlight EV Sales Corum Analysis EV EBITDA May 2016Since Q1 Constant demand for vertical applications keeps steady valuations Holding its own with a slight increase reflecting lucrative Energy, Healthcare and FinTech markets Target: Seene Inc. [United Kingdom] Acquirer: Snapchat Inc. [USA] - Mobile app for taking and sharing 3D photos; well-positioned for the content-side of VR - Continues the computer vision theme - 2nd acquisition of 2016 Sold to Consumer Software Market
- 32. 32 Corum Research Report Elon Gasper Vice President, Director of Research Yasmin Khodamoradi Analyst
- 33. 33 10 Ways to Increase Your Company’s Value
- 34. 34 10 Ways to Increase Your Company’s Value Jim Perkins Senior Vice President Corum Group Ltd. #1: Ensure a Quality Management Team
- 35. 35 10 Ways to Increase Your Company’s Value David Levine Vice President Corum Group Ltd. #2: Set Up a Data Room Early
- 36. 36 10 Ways to Increase Your Company’s Value Jon Scott Senior Vice President Corum Group Ltd. #3: Review Your Contracts
- 37. 37 10 Ways to Increase Your Company’s Value John Simpson Vice President Corum Group Ltd. #4: Diversify your Customer Base
- 38. 38 10 Ways to Increase Your Company’s Value Rob Schram Senior Vice President Corum Group Ltd. #5: Emphasize YoY Revenue Growth
- 39. 39 10 Ways to Increase Your Company’s Value Peri Pierone Vice President Corum Group Ltd. #6: Make Use of KPIs and Analytics
- 40. 40 10 Ways to Increase Your Company’s Value Allan Wilson Vice President Corum Group Ltd. #7: Lower Customer Churn
- 41. 41 10 Ways to Increase Your Company’s Value Nat Burgess President Corum Group Ltd. #8: Build Alliances and Partnerships
- 42. 42 10 Ways to Increase Your Company’s Value Rob Griggs Vice President Corum Group Ltd. #9: Leverage Disruptive Trends
- 43. 43 10 Ways to Increase Your Company’s Value Dan Bernstein Vice President Corum Group Ltd. #10: Time Your Sale Properly
- 44. 44 1. Ensure a Quality Management Team 2. Set Up a Data Room Early 3. Review Your Contracts 4. Diversify your Customer Base 5. Emphasize YoY Revenue Growth 6. Make Use of KPIs and Analytics 7. Lower Customer Churn 8. Build Alliances and Partnerships 9. Leverage Disruptive Trends 10.Timing Your Sale Properly 10 Ways to Increase Your Company’s Value
- 45. 45 Upcoming Conference Schedule Selling Up Selling Out (SUSO) - Ready to go to market? During this half-day workshop, learn to prepare, position, research, value, negotiate, and execute due diligence for maximum price and structure. This is the most attended Tech M&A event ever – participants have done over $1 trillion in transaction value. Merge Briefing (MB) - The Merge Briefing is a 90-minute executive briefing providing a current M&A market update (trends, valuations, etc.), as well as a brief overview of the Tech M&A process: “8 Steps To An Optimal Outcome.” www.CorumGroup.com/Events Jun. 9: Portland – SUSO Jun. 20: Perth– MB Jun. 22: Melbourne – MB Jun. 23: Sydney – MB Jun. 24: Brisbane – SUSO Jun. 28: Auckland – MB Jun. 30: Wellington – SUSO Jul. 19: Boston – MB
- 46. 46 After the Deal – Celebration
Editor's Notes
- Sept 4, 2015 – June 8, 2016 US Public Markets
- Key Message: Tech M&A for 2016 YTD remains strong, just like 2015, a very strong year We can see from the Corum Index how strong 2015 was for tech M&A. Here we see a snapshot the activity from Feb 2015 compared to the same for Feb 2016. In the broader market, the number of deals is down but only slightly for the month. This month to month fluctuation is normal while mega deals are up. The pipeline indices are down while financial buyers and investors catch their breath. Remember though the amount of dry powder (unspent cash) that remains to be invested. The Attributes remain steady, little notable change.
- We’ve reached the end. The celebration part. Selling software, IT and related technology companies is very satisfying. You become close to your clients after such an intense process. Unfortunately, the closings are often very anti-climactic. Ending with a whimper with some government filing, a wire transfer, the parties scattered across the globe. That why once a year we take our clients who successfully sold to Langara in the gulf of Alaska – we’ve been doing this for 23 years. You can more about these trips, and comments from those company owners like you who have attended. So, I’ll close by simply inviting you to go fishing with us. Thank you for your time today.