Apr 9, 2026
Mark Nardone | Blue Cow Software| Former President
In this Seller’s Corner episode, Mark Nardone, President of Blue Cow Software, shares the story behind building — and ultimately selling — a niche SaaS company serving the fuel and energy industry.
Mark reflects on an early acquisition attempt that nearly closed and then fell apart, what that experience taught him about valuation, buyer intent, and timing, and how focusing on recurring revenue fundamentally changed how buyers viewed the business.
He also discusses why choosing the right buyer mattered more than maximizing price, how experienced advisors helped manage friction during negotiations, and what life looks like after the transaction — including why reduced stress became the most meaningful outcome.
Key Takeaways:
Recurring revenue significantly improves buyer perception and valuation
Selling without experienced M&A guidance creates real risk
Buyer fit can matter more than headline price
The greatest post‑exit benefit is reduced stress and clarity
00:00 – Introduction and Mark
Nardone’s background
01:05 – Building Blue Cow
Software and long‑term vision
06:12 – Preparing for the exit
and navigating the sale process
10:23 – Lessons learned and
post‑exit reflections