Why Deal Structure Now Matters More Than Price?
Highlights: Deal value is no longer just about the price. The way the price is paid is becoming equally important. Buyers are taking more risk carefully, especially because AI is making future growth harder to predict. Earnouts, rollover equity, seller notes and escrow are now common ways to share risk between buyer and seller. For founders, the key question is: “How much do I get today, how much depends on future performance, and for how long?” IT services deals used to be decided by one number: the multiple. Buyer and seller argued over price, agreed on a figure, and the
