Gartner Research

Exit Strategy: Maximize Shareholder Value by Engaging Target Acquirers Early

Published: 27 November 2019

ID: G00448219

Analyst(s): David Adams, Max Azaham


Tech CEOs are judged by their ability to maximize shareholder value. When preparing exit strategies, tech CEOs should focus on acquirers that best fit their companies. They should also influence timing through strategic positioning and building relationships with target acquirers ahead of time.

Table Of Contents
  • Key Challenges



  • Identify Target Acquirers Early, and Validate Their Strategic Intent
    • Use Competitive Landscape Research to Create a Broad List of Strategic Acquirers
    • Target Acquirers Where You Understand Their Strategic Intent
    • Work With Market Intermediaries to Gain Market Intelligence on Target Acquirers
  • Create Windows of Opportunities to Engage Target Acquirers
    • Promote Your Company and Capabilities With Target Acquirers
    • Provide Confidential Information to Target Acquirers
    • Be Willing to Listen to Offers, Even If the Timing Is Unexpected
  • Position Your Company With Multiple Target Acquirers Early to Increase the Likelihood of Being Acquired
    • Tailor Your Company's Value Proposition to Each Acquirer's Needs
    • Develop Working Relationships to Derisk Potential Acquisitions

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