AMA Group announced the divestment of ACM Parts, sharpening their focus on collision repair. Billi, a Melbourne-based maker of boiling and chilled water systems, were acquired by the UK’s Strix Group, becoming a cornerstone in their global appliance growth strategy. Cohda Wireless, based in Adelaide, were acquired by U.S. firm Danlaw to strengthen their connected vehicle offerings. QMS Media acquired the remaining stake in MediaWorks NZ, consolidating their trans-Tasman media footprint.
Some of these were exits. Others were expansion moves. In all cases, they highlight one point: it pays to be ready.
Whether you’re the buyer or the seller, deals hinge on visibility across financials, operations, teams, and tools. And readiness, more often than not, starts with the technology underpinning the business.
Why systems matter?
Technology used to be the thing you integrated after the deal. Now, it’s often the reason it happens, or the reason it doesn’t.
Readiness means having a clear view of how the business performs. That includes:
- Centralised systems where data isn’t duplicated or siloed
- Live visibility into financials, service performance, inventory, and jobs
- Repeatable processes that don’t rely on manual workarounds or legacy knowledge
- Integration capability and the ability to plug in or be absorbed with minimal rework
For owners, this translates to cleaner diligence. For buyers, it means faster onboarding, smoother integration, and quicker ROI.
What buyers are looking for.
Most acquirers aren’t just buying revenue. They’re looking for a business they can understand, operate, and scale without friction.
They want:
- Real-time margin clarity by product, service, or site
- Normalised financials across the last 12–24 months
- Defined workflows for quoting, billing, job costing, and customer service
- Team structure that doesn’t hinge on a founder’s day-to-day involvement
- Technology platforms that can scale or integrate into theirs without major rebuilds
The red flags? Hidden liabilities, black-box spreadsheets, and fragmented systems make diligence slow or confusing. The clearer your setup, the easier it is to build trust and to hold value through the negotiation.
VIP EARLY-ACCESS
M&A System Readiness: A Workbook for Business Owners
Be first to receive a free copy, built from real customer insights and packed with checklists to get you deal-ready.
First release: Limited copies sent to early registrants only.
First 10 get free M&A system readiness assessment.
When systems affect valuation.
A business with strong systems doesn’t just run better, it demands higher value.
Acquirers are increasingly pricing deals based on how scalable the operation is, not just how much EBITDA it’s generating. If your reporting is patchy, if key data lives in someone’s head or inbox, or if customer contracts and service levels can’t be surfaced in a few clicks, expect more scrutiny or a discount.
Buyers also want to know:
- Can this business grow without hiring an entire new admin team?
- Can we consolidate operations without rebuilding the tech stack?
- Are there gaps that could derail integration: compliance, warranty, contracts, data ownership?
These are the questions being asked in real negotiations. They come up during due diligence, and the answers drive the final offer.
That’s why clarity and visibility matter; they’re what make growth possible, deals achievable, and leadership easier at every stage.
What this looks like in practice.
Being “systems ready” isn’t about ticking off an enterprise system install or implementing new software for its own sake. It’s about making your business easier to understand, operate, and trust.
That starts with:
1.
2.
3.
4.
5.
When your technology is structured to surface these answers, you are more attractive to buyers and you run more efficiently. That’s the real advantage. System readiness makes your business easier to grow, easier to manage, and easier to step back from if you need to.
Getting your systems right puts you in control. It helps you understand your value, clarify your direction, and prepare for the opportunities ahead, on your terms.
