60% Concentration That Killed an Exit

Raj Mahajan bought a salon software business, tripled it to $11M ARR. Then his biggest customer launched a competitor.

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Topics in Raj’s interview:

• Wanting to move “from coach to quarterback”
• Buying a niche point-of-sale software company
• Converting to cloud-based SaaS
• Growing recurring revenue from $4 to $11 million
• Establishing a headquarters for the remote company
• A failed exit to private equity
• His biggest customer stealing his software
• Emotional turmoil of Covid + lawsuit
• Choosing to protect his team
• Lessons learned from good and bad years

References and how to contact Raj:

• LinkedIn
• Jaan Capital
• Lessons for New Operators - 2020

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• The Acquisition Lab

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Edited by Anton Rohozov and produced by Pam Cameron