Selling a company isn’t what it used to be. These days, buyers aren’t just looking at your numbers – they’re sizing up how ready you are for an AI-driven future. Skip the AI strategy, and watch your valuation tank. Nail it, and deals get sweeter. That’s what three decades in tech mergers taught Aaron Moore. As a fractional AI Chief Technology Officer, he’s seen solid companies lose deals just because they couldn’t tell a convincing AI story. Now he’s sharing what works and what doesn’t when you’re eyeing that profitable exit.
Shifting Focus in Deal Rooms
Money still talks, but the conversation’s changing. “When potential acquirers evaluate your company, they’re looking beyond current financials to understand its future viability,” Aaron says. Buyers aren’t just kicking the tires anymore – they’re looking under the hood at AI capabilities. Missing the AI mark can cost you big. Aaron’s seen it happen: “Without a credible proactive stance on AI, you risk appearing unprepared for what’s coming next, leaving buyers to discount your worth or even walk away entirely.” Some solid companies are watching deals fall apart just because their AI strategy doesn’t cut it.
Missing AI Strategy Risks Big Losses
But here’s the flip side – companies that get AI right are cashing in. “A well-defined AI strategy signals to buyers that you understand both the current landscape and the emerging forces that will shape it,” Aaron notes. It’s not about having all the answers – it’s about asking the right questions. When buyers see you’re thinking ahead, something clicks. You’re not just another asset to strip down – you’re bringing something to the table. As Aaron puts it, “By demonstrating strategic awareness, you set a tone of innovation and resilience that elevates your valuation and perceived market leadership.”
Four Keys to a Solid AI Strategy
Drawing from his years guiding companies through tech transformations, Aaron breaks down what buyers want to see in an AI strategy.
Identifying Industry Vulnerabilities
First up in Aaron’s playbook: “Understand your industry’s potential for disruption,” he says. Take a hard look at where AI could hit you. “In what ways could AI change the customer’s need for your business or allow a new player to take a large market share and squeeze your margins?” Better to spot these issues before buyers do.
Planning a Future with AI
Talk is cheap – buyers want to see the plan. Aaron tells companies straight: “Create a forward-looking AI roadmap. Show that AI isn’t an afterthought.” This isn’t about promises – it’s about “a long-term vision that addresses your potential industry shifts, competitive pressures, and emerging customer expectations.”
Ensuring AI Governance and Compliance
The devil’s in the details, especially with AI. “Plan for sound governance and compliance,” Aaron emphasizes. “Buyers need confidence that ethical, legal, and regulatory standards are integrated into your AI framework.” Skip this step, and watch buyers run for the hills.
Strengthening Your Data Strategy
You can’t build a house without a foundation. Same goes for AI. “Build a data strategy,” Aaron insists. Show buyers you’ve got “a robust foundation capable of supporting new AI-driven solutions, proving that you’re ready to adapt as opportunities evolve.”
“In today’s M&A environment, standing still is not an option,” Aaron says. Smart companies aren’t just dodging disruption – they’re riding the wave. “The right AI strategy doesn’t just protect you against future disruption – it positions your company as a strategic asset in a world where technology and competition are in constant motion.” After watching countless deals, Aaron spots the pattern. “By anticipating industry shifts and demonstrating preparedness and integrating AI thinking into your operational DNA, you can elevate your company’s valuation.” He’s guided enough companies through exits to know: “Thoughtfully embracing AI is the key lever to achieving a profitable exit.”
To learn more about Aaron Moore and his approach, check out his LinkedIn profile.
