The M&A Playbook for Payments with Lane Gordon, 733Park | Episode 539
From Leaders In Payments · 37:55
Show by Greg Myers
A surprise offer to buy your merchant portfolio can feel flattering, but it can also be the fastest way to sell for less than you’re worth. We’re joined by Lane Gordon, Managing Director of 733Park, to break down what’s really happening in payments M&A and how smart sellers think when the stakes are measured in years of residual income.We walk through who’s buying merchant residual portfolios and payments companies right now, from financial buyers running strict net present value models to strategic acquirers willing to pay a premium for a specific vision. Lane explains the factors that push valuation multiples up or down: book size, merchant concentration, attrition risk, and especially “stickiness” created by vertical specialization, integrated payments, and ISV or SaaS partnerships. You’ll also hear how deal terms like holdbacks and true-ups protect buyers, and why a compelling go-forward growth story can change the price.Then we zoom out to the bigger question: selling a portfolio versus selling an operating ISO. Lane lays out why EBITDA multiples and residual-based asset multiples can point to very different valuations, why some buyers prefer asset purchases to limit liability, and how private equity’s roll-up cycle keeps the buyer landscape in motion. We close with practical guidance on unsolicited offers, timing your exit while the business is growing, and the mindset shift that helps you negotiate like a buyer.Learn more about payments M&A advisory firm 733Park here.
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