Revenue and billing
- Reconcile MRR/ARR to billing and bank records.
- Separate services, setup fees and annual prepayments.
- Review discounts, refunds and failed payments.
- Check expansion, contraction and downgrade behavior.
Retention and cohorts
Review logo churn, gross revenue retention, net revenue retention and cohort trends. Understand whether growth comes from better retention, more acquisition or price increases.
Use the live marketplace to compare real listings against the criteria in this guide.
Customer concentration and contracts
Identify the revenue share of top customers, renewal dates, cancellation rights, SLAs and unusual promises. Confirm that key contracts and data-processing obligations can continue after a change of control.
Product, code and infrastructure
Review architecture, repositories, deployment, observability, security practices, incident history, technical debt and third-party dependencies. Confirm credentials and ownership are controlled by the selling entity.
Sales, support and operations
Map the full customer journey from lead to renewal. Quantify founder-led sales, demos, onboarding, support backlog and product requests that may become the buyer's workload.
Transfer and transition
Create a schedule for domains, code, cloud accounts, billing systems, analytics, customer-success tools, documentation and employee/contractor continuity.