{"id":68617,"date":"2025-10-28T13:53:50","date_gmt":"2025-10-28T12:53:50","guid":{"rendered":"https:\/\/techma.bakertilly.es\/?post_type=diccionario&#038;p=68617"},"modified":"2026-01-29T12:44:46","modified_gmt":"2026-01-29T11:44:46","slug":"prepare-your-strategy-to-maximise-value-in-a-sales-process","status":"publish","type":"diccionario","link":"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/","title":{"rendered":"Prepare your strategy to maximise value in a sales process"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title ez-toc-toggle\" style=\"cursor:pointer\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Contents\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #ffffff;color:#ffffff\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #ffffff;color:#ffffff\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#El_plan_que_convierte_vision_en_prima\" >The plan that turns vision into premium<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#La_estrategia_marca_la_diferencia_en_el_precio_final\" >Strategy makes the difference in the final price<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#Preguntas_para_hacer_diagnostico_de_exit_readiness_en_el_ambito_estrategico\" >Questions for diagnosing exit readiness at the strategic level<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#Pregunta_1_Modelo_de_negocio_y_oportunidad\" >Question 1: Business model and opportunity<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#Pregunta_2_Posicion_competitiva_y_palancas_de_crecimiento\" >Question 2: Competitive position and growth drivers<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#Pregunta_3_Planificacion_y_forecasts\" >Question 3: Planning and forecasting<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#Pregunta_4_Sinergias_y_opciones_de_salida\" >Question 4: Synergies and exit options<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#Pregunta_5_Alineacion_y_gestion_de_riesgos\" >Question 5: Alignment and risk management<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/prepara-tu-estrategia-para-maximizar-el-valor-en-un-proceso-de-venta\/#De_la_historia_al_precio_traduce_tu_estrategia_al_lenguaje_del_comprador\" >From story to price: translate your strategy into the buyer's language<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"El_plan_que_convierte_vision_en_prima\"><\/span>The plan that turns vision into premium<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>In the world of technology M&amp;A, there is one fundamental truth that every entrepreneur must internalise: a buyer pays for the future, not the past. In <a href=\"https:\/\/techma.bakertilly.es\/en\/exit-readiness\/\" target=\"_blank\" rel=\"noreferrer noopener\">exit readiness<\/a>, what really moves the needle on the multiple is your <strong>ability to demonstrate predictable and scalable future growth<\/strong>. In this article, we explain how to prepare and articulate your business strategy so that it becomes your most valuable asset during a sales process.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"La_estrategia_marca_la_diferencia_en_el_precio_final\"><\/span>Strategy makes the difference in the final price<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>When an investor evaluates your company, they look for answers to three fundamental questions: Where do you compete? How do you win? And how much can I grow with you? Your strategic plan must answer these questions clearly, backing up each statement with verifiable data. If the plan demonstrates repeatable and financeable growth, the investor sees less risk and is willing to pay a premium. But it's not just about having a good plan; it's about demonstrating that the plan is already in motion, that the team has internalised it, and that there is tangible evidence of its viability.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Preguntas_para_hacer_diagnostico_de_exit_readiness_en_el_ambito_estrategico\"><\/span>Questions for diagnosing <em>exit readiness<\/em> at the strategic level<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pregunta_1_Modelo_de_negocio_y_oportunidad\"><\/span>Question 1: Business model and opportunity<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>The first step to being \u2018exit ready\u2019 in the strategic sphere is to precisely articulate your business model and competitive advantage. This goes far beyond listing features or services; you need to demonstrate defensible power in the market. <strong>Quantify your market (TAM)<\/strong> with verifiable sources and clear segmentation. It is not enough to cite generic reports; you must show your specific analysis of the addressable market.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Do you have a well-defined business model and competitive advantage?<\/li>\n\n\n\n<li>Are you familiar with the total addressable market (TAM)?<\/li>\n\n\n\n<li>Your current level of penetration?<\/li>\n\n\n\n<li>Are you planning to expand?<\/li>\n<\/ul>\n\n\n\n<p><strong>Formulate your competitive advantage<\/strong> in a clear sentence that connects customer-problem-differentiator. Avoid the common mistake of confusing product features with sustainable advantages.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pregunta_2_Posicion_competitiva_y_palancas_de_crecimiento\"><\/span>Question 2: Competitive position and growth drivers<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Sophisticated buyers evaluate not only your current position, but your ability to maintain and expand it. You need a robust competitive intelligence system that goes beyond anecdotal perceptions.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Have you measured your performance against competitors (market share, sales success rates, and differentiating factors)?<\/li>\n\n\n\n<li>Do you identify growth levers that a buyer can activate (channels, additional sales&nbsp;<em>upsells<\/em>, international expansion)?<\/li>\n\n\n\n<li>Do you have demonstrable potential for future growth?<\/li>\n<\/ul>\n\n\n\n<p><strong>Documenta casos de \u00e9xito espec\u00edficos<\/strong> Document specific success stories by segment, demonstrating the repeatability of the model and the capacity for expansion within existing accounts (<em>land &amp; expand<\/em>).<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pregunta_3_Planificacion_y_forecasts\"><\/span>Question 3: Planning and forecasting<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>A strategic plan without figures is merely a statement of intent. Investors seek forecasts that demonstrate ambition but also realism, backed by historical evidence and market dynamics. <strong>Build a financial model <\/strong>that clearly links operational drivers to financial results.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Do you have a solid 3\u20135-year strategic plan?<\/li>\n\n\n\n<li>Do they include realistic forecasts backed by market data and the company's historical performance?<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pregunta_4_Sinergias_y_opciones_de_salida\"><\/span>Question 4: Synergies and exit options<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>One of the most powerful levers for maximising valuation is demonstrating the specific synergies your company can bring to different types of buyers. This analysis should be carried out well before the formal sale process begins.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Have you analysed your suitability for potential buyers?<\/li>\n\n\n\n<li>Do you identify cost and revenue synergies?<\/li>\n\n\n\n<li>Have you evaluated exit options, including a possible initial public offering (IPO), and structured your company as if it could go public?<\/li>\n<\/ul>\n\n\n\n<p>Segment the universe of buyers into strategic (competitors, customers, suppliers) and financial (<em>private equity<\/em>, <em><a href=\"https:\/\/techma.bakertilly.es\/en\/como-hacer\/what-is-family-office\/\" target=\"_blank\" rel=\"noreferrer noopener\">family offices<\/a><\/em>) and identify specific synergies for each profile. <strong>Consider the IPO option<\/strong> as an alternative, structuring the company according to listed company standards even if it is not your immediate goal.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pregunta_5_Alineacion_y_gestion_de_riesgos\"><\/span>Question 5: Alignment and risk management<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>The consistency of the message and the alignment of the founding team are critical elements that investors evaluate carefully. Cracks on this front can quickly destroy value.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Are the founders and shareholders aligned on the strategy and exit objectives?<\/li>\n\n\n\n<li>Do you identify strategic risks (competition, regulation) along with response plans?<\/li>\n\n\n\n<li>Are you prepared to answer key questions, such as 'What keeps you awake at night?'<\/li>\n<\/ul>\n\n\n\n<p>Align all stakeholders on the strategic vision and exit objectives. Document these agreements. <strong>Establish a formal strategic planning process<\/strong> with regular reviews, ensuring that the plan is not a static document but a living management tool.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"De_la_historia_al_precio_traduce_tu_estrategia_al_lenguaje_del_comprador\"><\/span>From story to price: translate your strategy into the buyer's language<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Ultimately, <strong>strategic preparation is the phase that has the greatest impact on the final value of a sale<\/strong>. A plan that demonstrates sustained growth, clear focus, and disciplined execution <strong>reduces perceived risk and turns negotiation into value<\/strong>, not discounts.<\/p>\n\n\n\n<p>In our experience advising on dozens of technology transactions, we have identified three recurring mistakes that can cost millions in the final valuation:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Confusing competitive advantage with product features.<\/strong><\/li>\n\n\n\n<li><strong>Lacking a competitive intelligence system.<\/strong><\/li>\n\n\n\n<li><strong>Basing the plan on assumptions that have not been validated by data.<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Corrige implementando una propuesta de valor clara (cliente\u2013problema\u2013diferenciador), un tablero vivo de KPIs y una rutina de seguimiento mensual. As\u00ed, cuando llegue el momento de vender, no estar\u00e1s preparando una historia, sino que estar\u00e1s mostrando un negocio inevitablemente valioso. Recuerda que en M&amp;A tecnol\u00f3gico, la percepci\u00f3n de valor es tan importante como el valor real. Tu <strong>capacidad para articular, evidenciar y ejecutar tu estrategia<\/strong> will determine whether your company sells at a discount or at a premium. Strategic preparation is not a last-minute exercise; it is an ongoing process that separates exceptional deals from mediocre ones.<\/p>\n\n\n\n<p>Si quieres saber m\u00e1s saber c\u00f3mo preparar tu estrategia para maximizar el valor de tu empresa en el proceso de venta, nuestro experto Diego Guti\u00e9rrez te lo explica en el siguiente v\u00eddeo:<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Exit Readiness: \u00bftu empresa tecnol\u00f3gica ser\u00eda comprable ma\u00f1ana? | Checklist M&amp;A\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/zUORHYYQ94M?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>","protected":false},"author":4,"featured_media":0,"template":"","meta":{"_acf_changed":false,"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":""},"tags":[],"paso-howto":[2290],"sectores":[],"class_list":["post-68617","diccionario","type-diccionario","status-publish","hentry","paso-howto-crecimiento-oportunidad"],"acf":[],"_links":{"self":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/diccionario\/68617","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/diccionario"}],"about":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/types\/diccionario"}],"author":[{"embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/users\/4"}],"wp:attachment":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/media?parent=68617"}],"wp:term":[{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/tags?post=68617"},{"taxonomy":"paso-howto","embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/paso-howto?post=68617"},{"taxonomy":"sectores","embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/sectores?post=68617"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}