We have integrated AI agents to handle our customer support, which cut our support overhead in half and scaled our capacity. How do we convince a traditional buyer to value this operating leverage instead of just our standard historical cash flow?

Question

Tyler Smith · Accepted Answer

Traditional buyers often struggle to value technological efficiency, preferring to stick to generic, backward-looking multiples. If you have built AI-powered operations that drive high margins, you must force the buyer to look at the future scalability of your business.

To get paid for your technological leverage, you must present your AI systems as a proprietary operating platform under the Cost and Income Approaches of IVS 105.

First, quantify your marginal cost advantages. Use the Ankura regression-based approach to show how your operational margins compare to industry peers. If your AI support system allows you to triple your customer base without doubling your customer support team, you must model this future cash flow expansion for the buyer.

Second, document your AI workflows as proprietary Core Processes within your EOS organization. Show the buyer how these systems are integrated into your weekly Scorecard metrics and how they are managed by specific seats on your Accountability Chart. This proves the systems are reliable and fully operational, not just experimental.

Third, position your technology as a strategic asset that reduces post-close integration costs. A strategic buyer can deploy your AI workflows across their own larger customer base, creating massive synergies.

Do not accept a generic services multiple. By demonstrating how your AI infrastructure drives future profitability and scales without linear costs, you can demand a premium valuation multiple.