34 | Assembling Your Software M&A Dream Team

Why It Matters

A well‑structured deal team maximizes valuation and tax efficiency while accelerating the sale process, which is critical for founder‑led SaaS companies facing high‑stakes liquidity events.

Summary

Welcome to "The Path to Exit" podcast, where host Mike Lyon and guest Mike Greco break down the essential members of a software‑M&A deal team. The episode focuses on the step‑by‑step process of assembling a "dream team"—private‑wealth advisors, investment bankers, transaction lawyers, CPA firms, and, when needed, quality‑of‑earnings providers—to ensure a smooth, well‑run sale or capital raise for fast‑growing SaaS businesses.

Key insights include the recommended hiring order and the rationale behind each role. Private‑wealth advisors are engaged first to shape personal tax structures, cost‑basis considerations, and trust‑estate planning, especially for founder‑led companies with large liquidity events. Investment bankers bring sector expertise and must align on deal size and conflict‑free representation. Transaction attorneys need SaaS‑specific experience, bandwidth, and specialist tax, IP, and privacy counsel to match the buyer’s legal team, while CPAs must operate at “deal pace” alongside wealth advisors and lawyers. Quality‑of‑earnings providers are optional and should be used sparingly to avoid bandwidth drain.

The hosts illustrate their points with concrete examples: early wealth‑management input can unlock tax‑saving strategies like irrevocable trusts; a mis‑aligned banker can limit competitive tension; a boutique law firm lacking senior attention can stall negotiations; and over‑reliance on a founder’s existing counsel often leads to information silos and slower deals. They also warn that a lawyer’s conflict of interest—such as representing a private‑equity bidder—can jeopardize the seller’s position.

Implications for SaaS founders are clear: proactively recruiting the right experts, especially those with deep SaaS experience and conflict‑free mandates, can preserve valuation, minimize tax exposure, and keep the transaction timeline on track. Skipping or delaying any of these hires risks costly delays, reduced negotiating power, and sub‑optimal deal outcomes.

Original Description

Software founders often underestimate who needs to be involved to successfully sell their business or raise capital, and how much value the right team can add. In this episode, Managing Directors Mike Lyon and Mike Greco walk through the key people founders should have on their side, and how assembling the right team early can make the entire transaction smoother and more successful.

Securities offered through Vista Point Advisors, member FINRA/SIPC. This has been provided for informational purposes only and should not be considered as investment advice or a recommendation. It is not intended to address all circumstances that might arise. The views expressed herein may change at any time subsequent to the date of issue. Opinions contained herein should not be interpreted as a guarantee of future results. Outcomes will vary depending on individual circumstances. Any examples used in this material are generic, hypothetical and for illustration purposes only. Testimonials from past clients may not be representative of the experience of other clients and there is no guarantee of future performance or success. Clients are not compensated for their comments.