Small SaaS sell at 2–5x annual recurring revenue, with the median around 3x ARR. Growing SaaS with strong margin push toward 4–5x; declining or high-churn SaaS trade at 1.5–2.5x. The exact multiple is driven by five variables in order of impact: growth trend, churn rate, margin, traffic source, and age.
Start at 3x ARR (the median). Add or subtract 0.25–1x per variable above. A SaaS with 8% MoM growth (+1.5x), 2% churn (+0.25x), 65% margin (+0.5x), 90% organic traffic (+0.75x), and 3 years old (+0.5x) rebuilds to a defensible 6x ARR — the premium end. A SaaS with flat MRR (0), 6% churn (-0.5x), 35% margin (0), paid ads (-0.75x), and 10 months old (-0.5x) rebuilds to about 1.25x ARR — the fixer end. Most listings land in the middle 2.5–3.5x band.
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Around 3x annual recurring revenue (0.25x monthly revenue × 12). Public marketplace data from Acquire.com, Flippa, MicroAcquire, and Startup Index converges on the 2.5–3.5x band for the median completed sale under $500k. Tails on either side are driven by growth (up) or churn (down).
Because brokered listings start at asking prices that assume premium multiples (4–5x) and negotiate down. The completed transaction is usually 15–25% below asking. When you see '5x ARR SaaS for sale', that's the ask; the close often lands closer to 3.5–4x after diligence-driven adjustments.
Yes. Small SaaS use ARR multiples (2–5x); mid-market SaaS use SDE or EBITDA multiples (3–6x SDE). At $10k+ MRR the two conventions overlap and either works. Below $10k MRR, ARR is the practical currency because small SaaS margin is too variable for SDE to be reliable.
5–6x ARR for verified strong growth (10%+ MoM for 6+ months), premium margin (70%+), and a defensible niche. Above 6x, you're paying for optionality — assumes you'll grow the business meaningfully. That's an operator-founder bet, not a cashflow bet, and needs different underwriting.
Declining MRR, churn above 8% monthly, single-channel traffic dependency, key-person risk, or unusual technical liability (obsolete framework, expiring API dependency). Any one of these caps the multiple at 2–2.5x. Two of them at once pushes into 1.5–2x — 'fixer' territory.
Yes. B2B tools trade at higher multiples (3.5–5x) than B2C (2–3.5x) because retention is generally better. Vertical-SaaS (industry-specific) trades higher than horizontal because switching costs are stickier. Developer tools trade higher than consumer tools. But at small scale, individual factors (margin, growth, age) matter more than category.
Under 12 months old caps around 2–2.5x ARR — not enough history to underwrite. 12–24 months earns 2.5–3.5x. Over 24 months earns 3–4.5x depending on the growth story. Over 5 years old and stable is one of the strongest signals — buyers pay premium for durability.
3–4x ARR for a $200k–$500k SaaS with 50%+ certified margin and clean tax history — the size where SBA financing works. They discount for churn above 5% and pay premium for verified growth. Search funders are often the most price-disciplined buyers because their debt service math is tight.
Yes — expect 10–25% below asking price on most closed deals. The exception is desirable listings with multiple bidders, where deals close at or slightly above ask. On Startup Index, older listings (30+ days without an LOI) are typically more flexible than fresh listings.
Two steps. First, compute the multiple from asking price and MRR: asking ÷ (MRR × 12). Second, adjust for the variables above and re-price. If a listing shows 4x ARR but the churn is 10% monthly, offer at 2.5x. If it shows 3x ARR but MRR is growing 8% MoM, the ask might already be low — offer close to full.