Expanding the Buyer Universe: The Hidden Key to Maximizing M&A Outcomes

When preparing for a sale, most business owners and founders focus on internal metrics—revenue growth, margin optimization, intellectual property, or product-market fit. But there’s another critical factor that often determines the success or failure of a deal: the depth and diversity of your buyer universe.

At Multum Domini, we’ve seen how cultivating a thoughtfully constructed and expansive pool of buyers not only increases competition but can unlock unexpected strategic outcomes—higher multiples, better terms, and long-term alignment. In today’s fragmented and globalized M&A environment, it’s not just about finding a buyer—it’s about finding the right one.

What Is a “Buyer Universe”?

Your buyer universe is the set of potential acquirers who could see strategic value in your business. It includes:

• Strategic buyers (industry incumbents, competitors, platform players)

• Financial buyers (private equity, family offices, growth equity firms)

• Hybrid buyers (strategic investors backed by PE)

• International acquirers

• Vertical integrators or adjacent-market players

• Tech consolidators or roll-up platforms

The broader and more diverse this ecosystem is, the more leverage you have as a seller.

Why a Diverse Buyer Universe Matters

1. Creates Competitive TensionMore qualified buyers = more competition. This can drive up pricing, tighten timelines, and improve terms.

2. Reveals Unexpected SynergiesAn adjacent-market buyer might see strategic synergies others miss—such as cross-selling opportunities or platform expansion.

3. Mitigates Deal RiskIf one deal stalls or falls through, a deeper pool ensures momentum isn’t lost.

4. Improves Cultural FitWith more options, sellers can prioritize not just economics—but also mission alignment, team retention, and legacy.

Case Study 1:

Digital Marketing Agency Attracts Out-of-Sector Buyer for 35% Premium

A performance marketing agency specializing in DTC e-commerce was initially approached by a competitor offering 6x EBITDA. While the offer was fair, Multum Domini expanded the buyer pool to include:

• PE-backed holding companies

• International retail tech firms

• SaaS platforms seeking marketing capabilities

A Canadian SaaS company focused on eCommerce enablement saw the agency as a turnkey growth engine.

Result:

• Deal closed at 8.1x EBITDA—a 35% premium

• Majority of the team retained under a new cross-sell initiative

• Earnout tied to integration performance, increasing total payout

Case Study 2:

Niche Software Developer Acquired by Global Consulting Firm

A U.S.-based software company with a strong regional footprint and public sector contracts was seeking acquisition by a larger tech firm. Initial interest came from domestic buyers, but Multum Domini extended outreach to global consulting networks looking to strengthen their U.S. presence.

A U.K.-headquartered consulting firm saw the acquisition as a strategic foothold in the U.S. government tech sector.

Result:

• Final offer 28% above initial market valuation

• Access to global distribution channels for the seller’s software

• Long-term contracts renewed under stronger brand authority

Case Study 3:

Manufacturing Tech Firm Finds Unexpected Buyer in IoT Sector

A hardware-integrated SaaS company serving industrial clients expected acquisition interest from legacy manufacturing conglomerates. Multum Domini broadened the buyer set to include:

• IoT platform aggregators

• Private equity-backed smart infrastructure firms

• Asian acquirers seeking U.S. tech footholds

A Southeast Asian smart-factory enabler acquired the company to enhance its edge computing capabilities.

Result:

• Cross-border deal executed with regulatory guidance from Multum Domini

• Seller received both cash and equity in the acquiring company

• Significant post-transaction upside as acquirer scales globally

Building the Buyer Universe:

The Multum Domini Approach

We don’t just build a list—we build a deal strategy.

• Bespoke outreach based on your industry’s dynamics and future value

• Global access to financial and strategic buyers across markets

• Pre-qualified interest with clear synergy analysis

• Deal packaging that positions your business through each buyer’s lens

More Buyers. Better Deals. Stronger Legacy.

A diverse buyer universe isn’t just a nice-to-have—it’s the strategic foundation of a successful M&A transaction. At Multum Domini, we help you identify, access, and engage the right buyers—those who see your business not just for what it is, but for what it can become.

Ready to build your ideal exit? Contact us today for a confidential consultation.