A company that depends on a tool sometimes decides to own it. Advisers report a rise in deals where the buyer is a large customer securing a roadmap and a team. The prices are modest, the integration is gentle and the founders often stay.
What founders should know
Negotiating with a customer is different from negotiating with a fund: the buyer knows your product intimately and your other customers may object. Having a clear plan for them is part of the deal.
Key takeaways
- Customer acquisitions are increasingly common
- Deals are smaller but faster
- Remaining customers need a transition plan
This story is part of our ongoing coverage of startups. We will update it as more details emerge.
