Usually it's dependent on the person selling (or their advisor). If a company is very profitable (e.g 50% margins) then an earnings multiple makes sense and the advisor will essentially present the company in such a way that it's pretty clear to the potential buyer that they're expected to think of valuation in terms of profit multiple. Incidentally, lots more buyers out there are comfortable doing that then revenue multiple. However, a revenue multiple has become the norm for companies with very highly recurring revenue (e.g. SaaS) and where the company has been run for growth instead of profit. There are many fewer buyers who will do that though, and getting leverage for deals like that is harder (a big driver of returns for some funds)
No sensible buyer (i.e. not strategic) is going to pay high revenue multiples for a private illiquid company. Exceptions to this might be when they have some advantage (existing customers etc) to sell to. But nearly all PE shops overpay on large deals.
By strategic, I don’t mean “sensible” or “smart”, I mean it’s a buyer where the asset is considered strategic, hence it would always fit under your “when they have some advantage” umbrella.
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Usually it's dependent on the person selling (or their advisor). If a company is very profitable (e.g 50% margins) then an earnings multiple makes sense and the advisor will essentially present the company in such a way that it's pretty clear to the potential buyer that they're expected to think of valuation in terms of profit multiple. Incidentally, lots more buyers out there are comfortable doing that then revenue multiple. However, a revenue multiple has become the norm for companies with very highly recurring revenue (e.g. SaaS) and where the company has been run for growth instead of profit. There are many fewer buyers who will do that though, and getting leverage for deals like that is harder (a big driver of returns for some funds)
No sensible buyer (i.e. not strategic) is going to pay high revenue multiples for a private illiquid company. Exceptions to this might be when they have some advantage (existing customers etc) to sell to. But nearly all PE shops overpay on large deals.
By strategic, I don’t mean “sensible” or “smart”, I mean it’s a buyer where the asset is considered strategic, hence it would always fit under your “when they have some advantage” umbrella.