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Riding the Wave of an Industry Roll Up

Miles Faulkner

In 2017, Miles Faulkner partnered with Martin Cleaver to establish Blended Perspectives, a reseller specializing in Atlassian products, which offer software solutions for large teams.

To distinguish themselves from other resellers, Faulkner devised an innovative product that set them apart from other Atlassian resellers. By 2022, Blended Perspectives had achieved approximately $30 million in revenue.


Recognizing an impending industry consolidation, Faulkner made the strategic decision to sell to Contegix, a competing Atlassian distributor, for a multiple far better than what a typical reseller usually fetches.


In this episode, you’ll learn how to:

  • Enhance the appeal of your company to potential acquirers.

  • Determine the optimal time to sell your

  • Differentiate your business from your competitors.

  • Leverage a forecasting technique to boost the value of your company.

  • Avoid a common error in legal contracts that can kill an acquisition offer.

  • Effectively communicate the sale of your company to your employees, drawing inspiration from Brad Pitt’s character in Moneyball.

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More About Miles Faulkner

Miles Faulkner is a highly experienced and seasoned IT Services and Project Manager, Agile Scrum Master, PMI and ITIL certified. He is highly conversant with Atlassian products, especially JIRA and Confluence.


He is also the author and driving force behind Synthesis © – Blended Perspectives’ unique knowledge library of issue type templates, workflows and configured workspaces. Miles is one of the foremost experts in analyzing Atlassian marketplace activity and trends, bringing this critical information to all Blended Perspectives clients.


Definitions

Letter of Intent (LOI): A letter of intent (LOI) is a document declaring the preliminary commitment of one party to do business with another. The letter outlines the chief terms of a prospective deal. Commonly used in major business transactions, LOIs are similar in content to term sheets. One major difference between the two, though, is that LOIs are presented in letter formats, while term sheets are listicle in nature. Source.


Earn-out: Earnout or earn-out refers to a pricing structure in mergers and acquisitions where the sellers must “earn” part of the purchase price based on the performance of the business following the acquisition. Source.


Due-Diligence: Due diligence is an investigation, audit, or review performed to confirm facts or details of a matter under consideration. In the financial world, due diligence requires an examination of financial records before entering into a proposed transaction with another party. Source.


MSA: A master service agreement (MSA) is a contract that settles the general terms of future transactions or agreements. It contains the obligations and expectations of all parties involved in ongoing projects. Source.

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