Selling an IT services company is far more likely to close, and typically sells for about 20% more, when you use a specialist M&A advisor instead of going it alone. Here is what the data shows, and what an advisor actually does to move the numbers. In this episode of Shoot the Moon, the Revenue Rocket team breaks down the real economics of IT services M&A: why most owner-led sales never close, how an advisor adds roughly 20% to the price, and what makes selling an MSP, cybersecurity, cloud, or software firm different. We cover pre-market preparation, competitive tension, and today’s market, including the silver tsunami of boomer-owned businesses now heading to market. If you are weighing an exit in 2027 or beyond, this is where to start.
Selling an IT services company is far more likely to close and typically sells for about 20% more when you use a specialist M&A advisor instead of going it alone. Here is what the data shows and what an advisor actually does to improve the outcome.
In this episode of Shoot the Moon, the Revenue Rocket team breaks down the real economics of IT services M&A: why most owner-led sales never close, how an advisor adds roughly 20% to the sale price, and what makes selling an MSP, cybersecurity, cloud, or software firm different.
We cover pre-market preparation, competitive tension, and today’s market including the silver tsunami of boomer-owned businesses now heading to market. If you are weighing an exit in 2027 or beyond, this is where to start.
CHAPTERS
0:00 Cold open and intro
0:35 Do you really need an advisor to sell?
3:00 What the data says: close rates and the ~20% premium
6:15 Why deals die when founders go it alone
10:45 The wrong-advisor trap
12:00 How an advisor moves the numbers
17:30 What makes IT services M&A different
23:00 Market conditions and the silver tsunami
27:00 The emotional side of selling
29:00 What founders should do right now
KEY TAKEAWAYS
• Owner-led sales close under 10% of the time; top specialists close 80% to 95%.
• An advisor adds roughly 20% to the sale price on average, with studies ranging from 6% to 25%.
• In IT services, recurring revenue and a well-distributed client base drive value.
• The silver tsunami of boomer-owned businesses—12 million firms representing $10 trillion in assets—is bringing a wave of supply to the market.
• If you are considering an exit in 2027 or later, start a conversation now—not a commitment.
LINKS
• Value your firm: https://www.revenuerocket.com/valuation-calculator/
• Schedule a confidential conversation: https://www.revenuerocket.com/contact-us/
• Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/shoot-the-moon-with-revenue-rocket/id1478519505
• Listen on Spotify: https://open.spotify.com/show/6y7u9KuOjaplhScHtINGZU
• Explore more episodes: https://www.revenuerocket.com/series/shoot-the-moon/
• Website: https://www.revenuerocket.com/
ABOUT REVENUE ROCKET
Revenue Rocket is a sell-side and buy-side M&A advisory firm focused exclusively on IT services companies, including MSPs, cybersecurity firms, cloud service providers, custom application development companies, and VARs.
For more than 25 years, Revenue Rocket has helped founders grow, position, buy, and sell tech-enabled services firms.
Thinking about an exit? Schedule a confidential conversation with our team:
https://www.revenuerocket.com/contact-us/
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