B2B SaaS (Scaled) Valuation Multiples (2026)
$5M-$20M ARR SaaS trades like a public software comp with a private discount. Strategic acquirers and growth-equity firms compete on these deals when growth + retention exceeds the rule of 40.
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Pick your industry and enter revenue + EBITDA / SDE. We'll triangulate three valuation methods and show what buyers typically pay for businesses like yours.
Premium drivers
- ↑Enterprise logos with multi-year contracts
- ↑ARR > $10M with > 20% growth
- ↑Net revenue retention > 115%
- ↑Category leadership / clear product moat
Discount drivers
- ↓Decelerating growth (< 15% YoY)
- ↓High CAC payback (> 18 months)
- ↓Concentration risk (top 5 > 40%)
- ↓Engineering team flight risk
Who buys b2b saas (scaled)?
Vertical PE platform, strategic SaaS roll-up, or growth equity investor (Vista, Thoma Bravo, mid-market)
Typical timeline + revenue band
- Days to close: 120–240
- Revenue band these multiples apply to: $5.00M–$20.00M
- NAICS: 511210 (SaaS / Technology)
5 levers that lift your B2B SaaS (Scaled) multiple by 30-50%
- 1Lock in recurring revenueConvert the top of your b2b saas (scaled) revenue stack into multi-year contracts, retainers, or auto-renewing subscriptions. Buyers pay 25-40% more for revenue they don't have to re-win every quarter.
- 2De-risk customer concentrationAim for no single customer above 15% of revenue. If you have a > 25% client, get them on a multi-year master services agreement before going to market.
- 3Document the business out of the ownerVertical PE platform, strategic SaaS roll-up, or growth equity investor (Vista, Thoma Bravo, mid-market) will discount aggressively for any function that lives in the owner's head — sales, key vendor relationships, pricing, hiring. Run the next 90 days like the owner is on a 6-week vacation.
- 4Clean up the financialsGet a Quality of Earnings-ready trailing 12 months: GAAP-aligned, owner add-backs documented, no commingled personal expenses. This alone moves the multiple 0.5-1.0× upward in this category.
- 5Match the deal to the right buyer poolPE-backed roll-ups, strategic acquirers, and ETA buyers compete on different terms. List with someone who has run a process for b2b saas (scaled) acquisitions — generic SMB brokers will leave 20%+ on the table.
FAQ — B2B SaaS (Scaled) valuations
What's a typical b2b saas (scaled) valuation multiple?▾
Typical b2b saas (scaled) valuations land near 6× SDE, 12× EBITDA, or 5× revenue. Strong operators reach 8× SDE / 16× EBITDA / 7× revenue, while weaker operators stay closer to 5× SDE / 9× EBITDA / 4× revenue.
How long does it take to sell a b2b saas (scaled)?▾
Most b2b saas (scaled) deals close in 120–240 days from listing. Strong operators with clean financials and a documented buyer pool close on the lower end.
Who buys a b2b saas (scaled) business?▾
Vertical PE platform, strategic SaaS roll-up, or growth equity investor (Vista, Thoma Bravo, mid-market)
What pushes a b2b saas (scaled) valuation to the high end?▾
Enterprise logos with multi-year contracts. ARR > $10M with > 20% growth. Net revenue retention > 115%. Category leadership / clear product moat.
What forces a discount when selling a b2b saas (scaled)?▾
Decelerating growth (< 15% YoY). High CAC payback (> 18 months). Concentration risk (top 5 > 40%). Engineering team flight risk.