Write the acquisition criteria first
Before browsing for a SaaS business, define budget, ARR or MRR range, churn tolerance, technical complexity, customer profile, support burden and growth expectations. This turns the marketplace into a sourcing tool instead of allowing every attractive listing to reset your strategy.
Criteria should be specific enough to reject deals quickly but flexible enough to recognize an unusually good fit.
Screen the economics
Look at normalized revenue and profit trends, margins, capital requirements, owner workload and the reason the seller says they are exiting. Rebuild key metrics from source evidence instead of relying only on a listing summary.
Run focused due diligence
For this asset type, pay special attention to billing records, cohort retention, churn, customer concentration, code ownership, security, infrastructure, support load and technical debt. Investigate what could cause cash flow to fall after ownership changes.
The objective is not to prove the seller wrong; it is to test the assumptions required for your return.
Value the deal from your perspective
A seller's asking price is an input, not your valuation. Estimate the cash flow you reasonably expect after transition, account for reinvestment and risk, and decide the return you require for the capital and effort involved.
Plan closing and transfer
Your closing checklist should cover source code, repositories, cloud accounts, domains, billing, monitoring, support systems, documentation and customer communications. Tie payment milestones to the actual transfer steps and define the seller's post-closing support.
Use legal, tax and accounting professionals when the transaction warrants it.