Eli Portnoy | Exit Playbook: Founder Reveals His Recipe for Selling Tech Companies

Meet Eli Portnoy, a serial entrepreneur who has done what few have: Founded and led two separate tech companies to successful eight-figure exits. He sold his first company, ThinkNear, for $22.5 million and his second, Sense360, for $44 million. This conversation is an insider’s look into his playbook, revealing the specific strategies he uses to build highly acquirable companies from the ground up.

The discussion explores Eli's core philosophies: that companies are bought, not sold, and that influencing an acquirer’s vision is more powerful than chasing it. He details his strategy of building relationships with potential buyers years before a sale and unpacks the vital role of founder-led sales in building a truly valuable company.

Beyond tactics, the conversation delves into the emotional reality of the startup journey, from the difficult lows and "moments of just absolute shit" to the incredible highs that provide the motivation to do it again.

These lessons led to his latest venture, Back Engine AI, which was built to solve a core problem he faced: losing the "founder superpower" of deep customer connection as a company grows. It is his favorite company yet.

Chapters:
00:00 The Mindset of Acquirers
02:16 Building Valuable Companies
08:06 The Importance of Relationships
16:16 Timing and Market Conditions
18:15 Valuation in Illiquid Markets
23:30 The Importance of Founder-Led Sales
26:04 Scaling Sales Efforts
28:11 Navigating Pivots in Startups
31:20 The Emotional Roller Coaster of Entrepreneurship
32:41 The Draw of Entrepreneurship
35:31 Adapting to Rapid Market Changes
38:20 The Role of Venture Capital in Startups
41:07 Building Back Engine AI: A New Venture

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Original Music by Billy Goodrum