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Back to Inside Salesforce’s $100 Billion M&A Playbook | John Somorjai, with John Somorjai & Alex Immerman.

Why Does John Somorjai Say Many Venture Valuations Will Not Last?

John Somorjai says many venture valuations will not last because they are way too high, the set of buyers is small, and the companies will not be able to grow into those prices. He calls a lot of the investing irresponsible and expects a reckoning. He does not know when, and he calls it inevitable. Very few companies go public, probably one percent or less, so an exit depends on who could buy the company. Above 10 billion dollars, that buyer set is so small, yet he sees many enormous multibillion-dollar valuations. He also says those prices will be bad for employees.

Founders usually want the highest valuation they can get, and he says that is not usually the best decision. Generational companies are rare. Salesforce Ventures invested in six rounds of Anthropic because the first meeting made clear that the founders were exceptional. A lot of what he sees is mediocre and should not command valuations of 10 billion dollars or more. More discipline, he says, is warranted.

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Inside Salesforce’s $100 Billion M&A Playbook | John Somorjai ·

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More from this episode

  1. How Does Salesforce Decide Which Companies to Buy?John Somorjai says Salesforce follows an internal framework and stays pretty disciplined about following it. The framework looks at three elements.
  2. Why Is Salesforce Moving From Seats to Outcome-based Pricing?John Somorjai says the technology industry is moving toward outcome-based pricing, where a customer pays for resolutions instead of paying for a seat.
  3. How Do Acquisitions Put a Startup in Front of Salesforce's Sales Force?Alex Immerman says an acquisition can put a startup in front of Salesforce's 15,000 sales reps, and that in the case of Listen Labs a handful of those reps…
  4. What Makes a Startup Worth Acquiring at Salesforce?John Somorjai says a startup is worth acquiring when Salesforce's product teams cannot build the next three years of the roadmap with the people they have…
  5. Why Is Salesforce Ventures Investing in Robotics?John Somorjai says Salesforce Ventures is investing in robotics because dexterity and mobility are improving, and he expects a huge future for that industry.
  6. What Can Kill a Salesforce Deal?John Somorjai says security is the one function that can hold up the red flag and kill a deal.
  7. What Happened When a Salesforce Security Test Reached the CEO's Laptop?John Somorjai says one Salesforce penetration test reached all of a company's source code, got into the CEO's laptop, and pulled information about employees…

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