Unlocking the Secrets of the Software M&A Market in 2026

Welcome to The SaaS CFO Podcast! In this episode, Ben welcomes back Jim Williams, Managing Director at GLC Advisors, for his fourth appearance to provide an up-to-date look at the software M&A landscape. This conversation dives deep into how the rise of AI is reshaping the market, the evolving benchmarks for software company valuations, and what’s currently defining high-quality SaaS businesses.   Jim Williams shares insights on the barbell effect in multiples, tougher diligence on revenue quality, new questions investors are asking about AI strategy and margins, and how founders can position themselves for the best possible outcomes—whether they're aiming for a solid exit or shooting for that elusive 10x valuation.   Whether you’re a SaaS founder, CFO, or investor, this episode is packed with practical guidance and timely market intelligence you won’t want to miss.  Show Notes:  00:00 AI's impact on market trends  04:06 Impact of AI on business multiples  08:30 AI's impact on SaaS businesses  12:21 Evaluating AI's real impact  15:35 Discussing AI's impact on business fundamentals  17:10 Discussing software company valuations  22:46 Preparing Financials for Buyers  24:27 Focusing on business fundamentals  27:47 Customer segmentation and retention insights  31:19 Discussing growth rates and AI strategy  34:08 Strategizing AI model selection  38:56 Discussing AI adoption challenges  41:17 Discussing market trends and fluctuations  44:57 Contact and Reports Information  Links:  Jim Williams LinkedIn: https://www.linkedin.com/in/james-williams-5754953/  To learn more about Ben check out the links below:  Subscribe to Ben’s daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe  Subscribe to Ben’s SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page  SaaS Metrics courses here: https://www.thesaasacademy.com/  Join Ben’s SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout  Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray