Why Software M&A Now Tracks Revenue Concentration by Customer Tier

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Why Software M&A Now Tracks Revenue Concentration by Customer Tier

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Episode 75 of Tech M&A with Fexingo examines a new due diligence trend: buyers auditing not just how many customers a target has, but how revenue is distributed across customer tiers. Lucas and Luna dig into a real case—a $2B SaaS acquisition where the buyer discovered that 40% of recurring revenue came from customers paying below list price. They discuss how tier-based revenue concentration analysis is becoming a standard diligence item, what it reveals about pricing power and retention risk, and why private equity firms like General Atlantic are pushing for it. The hosts tie the conversation to current market signals: Adobe and Salesforce both up, Oracle cratering on cloud concerns, and the broader push for revenue quality over quantity. If you're building or buying software companies, this episode offers a practical lens on what sophisticated buyers are looking for. #SoftwareM&A #RevenueConcentration #CustomerTiering #SaaS #DueDiligence #PricingPower #PrivateEquity #GeneralAtlantic #Adobe #Salesforce #Oracle #RevenueQuality #TechDeals #M&ATrends #Business #Technology #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo

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