Why Software Buyers Are Demanding Earnouts in Every Deal

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Why Software Buyers Are Demanding Earnouts in Every Deal

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In this episode of Tech M&A with Fexingo, Lucas and Luna break down the mechanics and motivations behind earnouts — the contingent payment structures that now appear in nearly every software deal under $500 million. They examine a real example: a mid-market SaaS acquisition where 40% of the purchase price was tied to revenue retention milestones. The hosts discuss why strategic buyers like ServiceNow and Oracle increasingly insist on earnouts to bridge valuation gaps in a volatile market, especially after recent sell-offs in enterprise software stocks (CRM down 11%, NOW down 17% in five days). They also explore how founders are negotiating earnout protections and what happens when targets are missed. Drawing on data from software M&A advisors, they walk through the trade-offs: earnouts keep deals alive but can poison post-close integration if poorly designed. This episode is essential listening for founders, corporate development teams, and anyone trying to understand why so many tech deals now include a 'prove-it' clause. #Earnouts #SaaS #TechM&A #SoftwareAcquisitions #ServiceNow #Oracle #Salesforce #CRM #NOW #ValuationGap #Business #Technology #FexingoBusiness #BusinessPodcast #MergersAndAcquisitions #RevenueRetention #DueDiligence #EarnoutStructures Keep every episode free: buymeacoffee.com/fexingo

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