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Strategic analysis · 2025

Sell now, or build to sell?

A founder-led B2B services firm at $25M ARR, doubling year over year, weighing a strategic sale three years out — and whether investing in management infrastructure clears its own cost before the exit.

Run a scenario

Pick a preset or nudge the sliders. The chart shows the exit valuation month by month under each path, against the “sell now” benchmark.

Exit value at sale
$137M
Build to sell · 5.0× EBITDA multiple.
Sell-now benchmark
$25M
Today’s EBITDA at today’s multiple.
Δ vs sell now
+$112M
What the wait is worth, all-in.
Δ vs organic glide
+$41M
What restructuring contributes, holding timing fixed.
Decision
Months until sale2.8 yr
Restructure lift (at full ramp)1.30% / mo
Months to fully ramp10 mo
Starting state
Starting ARR$25,000,000
Working-team headcount83
Organic growth4.17% / mo
Valuation
EBITDA margin20%
EBITDA multiple at sale5.0×

Exit valuation over time, by path

Dotted red line: a flat sell-now benchmark. Dashed pale blue: organic compounding only. Solid navy: build-to-sell with the restructure lift applied. The gap between the navy and pale-blue lines is what the management infrastructure contributes; the gap to the red dotted line is what the wait pays for.

Reading this chart honestly

The three lines look closer than the dollar values suggest because compounding is patient: most of the separation between paths happens in the back half of the build. The early months show the cost of restructuring — partial lift, full management overhead — and the late months show the payoff. A sale that lands during the “trough” of the build curve will look like a bad decision in hindsight even when the strategy was correct.