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How to Sell a 12 Employee Company for $17 Million

December 31, 2021 |  

About this episode


Rafael Zimberoff built ShipRush, an application that helps businesses streamline their technology, to 12 full-time employees when he sold it to Descartes for $14 million, plus a $3 million earn-out.

There are many takeaways from this episode, including:

  • How to convince large companies to buy your product rather than build it themselves.
  • What to do when your largest competitors get acquired.
  • How to find a suitable M&A professional.
  • Why being part of the “payment chain” gives you negotiating leverage.
  • Telltale signs you picked the right M&A banker.
  • Why you should never negotiate the sale of your own business (even if you’re a great deal maker).
  • What to do if you get a call from an acquirer after you’ve signed a “no shop” clause.


Check out our article on Agreeing To An Earn-Out Deal.

Check out our full M&A Glossary

About Our Guest

Rafael Zimberoff is the founder of ShipRush. Rafael used a bootstrap approach to build a niche software vendor, that was well positioned when small business ecommerce took off between 2005 and 2010.

ShipRush is a pioneer in small business shipping. Companies including FedEx,, QuickBooks, eBay and Pitney Bowes used ShipRush to achieve their parcel-related business objectives. Currently, Rafael offers consulting to the fulfillment & logistics technology sector. His experience in business alignment, negotiation and technology is unique.


Connect with Rafael:

Watch the interview

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