By Jeff Gau, Marco CEO – Where your revenue comes from matters. There is a direct correlation between the quality of the revenue streams and the earnings of the company. And when selling the business, the quality of the revenue impacts the valuation.
There are a series of quality revenue indicators that buyers consider when valuating your business. Here are two that you may not expect:
- Solution and product make up
Some revenue can make you more profitable than others and better position you for future revenue. A forward-thinking copier dealer will effectively provide managed print and IT services, production print, wide-format printing and software solutions. - Sales performance
Buyers want to see a strong sales infrastructure. We look at sales productivity and specifically the number of sales reps it takes the company to generate the revenue. We like to see a good mix of veteran, mid- and entry-level sales experience.