Value-Added Reseller

An outstanding EBITA multiple on acquisition.

A regional VAR engaged us to prepare the business for sale. We restructured the revenue strategy, repositioned the offer mix, and built the operating cadence that buyers want to see — culminating in an outstanding EBITA-multiple valuation when the business sold.

ServicesFractional CRO · M&A Prep · OperationsTimeline~12 monthsClientRegional VAR (confidential)

Regional VAR (confidential)— VAR

—Outstanding EBITA multiple

12moPrep timeline

RepositionedOffer mix

DocumentedOperating cadence

— The challenge

What we walked into.

The owner had built a strong, profitable VAR over many years and was preparing to sell. The business worked — but it ran on the owner. Due-diligence questions would surface strong numbers but no documented systems, no clear segmentation of revenue, and concentration risk in the founder.

Repositioned the revenue strategy to highlight recurring and high-margin services
Built the operating cadence (QBRs, pipeline reviews, retention metrics) buyers expect
Documented sales process, vendor relationships, and customer segmentation
Coached the founder through buyer conversations and reasonable deal economics

— Our approach

How we worked it.

Outstandingmultiple

— Outcome

EBITA multiple on acquisition

The business sold at an outstanding EBITA multiple — well above the industry benchmark for VARs of its size. The owner exited cleanly with a transition plan that protected the team and customers.

Could be your business next.

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