{"id":3455,"date":"2019-04-15T19:26:32","date_gmt":"2019-04-15T17:26:32","guid":{"rendered":"http:\/\/orionmna.com\/2016\/?p=3455"},"modified":"2026-02-26T18:26:03","modified_gmt":"2026-02-26T17:26:03","slug":"combien-vaut-entreprise","status":"publish","type":"post","link":"https:\/\/hytecpartners.com\/shv\/?p=3455","title":{"rendered":"Valorisation lors d’une cession totale"},"content":{"rendered":"
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UN CAS PARTICULIER<\/span><\/p>\n

La Cession compl\u00e8te \u00e0 un Acqu\u00e9reur.<\/span><\/h2>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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La valorisation ne d\u00e9coule pas de la seule volont\u00e9 du vendeur mais d\u2019un \u00e9quilibre entre ce que recherche le march\u00e9 des acqu\u00e9reurs et les attentes des vendeurs.<\/p>\n

Avant d\u2019aller sur le march\u00e9, il est fondamental pour un vendeur de bien conna\u00eetre ses forces, ses faiblesses, les menaces qui p\u00e8sent sur son activit\u00e9 et les opportunit\u00e9s du march\u00e9.<\/p>\n

C\u2019est \u00e0 partir de cette analyse qu\u2019il pourra comprendre sa valeur et d\u00e9fendre sa valorisation avec des acheteurs. Le point de vue que doit adopter le vendeur n\u2019est pas le sien mais celui de l\u2019acheteur. Cet exercice d\u2019objectivit\u00e9 n\u00e9cessite surement de se faire assister par un tiers ou un conseil.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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De leur c\u00f4t\u00e9, les acqu\u00e9reurs ont d\u00e9fini leur strat\u00e9gie (volume de CA, prise de position march\u00e9 ou g\u00e9ographique, rentabilit\u00e9, type de revenu) en fonction de leurs objectifs d\u2019entreprise.<\/p>\n

Pour mettre en \u0153uvre cette strat\u00e9gie, ils ont plusieurs tactiques possibles, certaines de ces tactiques incluent des acquisitions pour des raisons de nouvelle technologie, de savoir faire, de prise de position g\u00e9ographique ou par segment de march\u00e9.<\/p>\n

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Le FACTEUR DETERMINANT<\/p>\n

Le “Fit Strat\u00e9gique” <\/span><\/h4>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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Na\u00eet de la conjonction entre la recherche de l\u2019acheteur et l\u2019offre du vendeur. Plus il y a de points de convergence (points techniques, commerciaux, g\u00e9ographiques, entente entre les dirigeants,..) plus le \u00ab Fit strat\u00e9gique \u00bb sera fort, plus la valorisation aura tendance \u00e0 \u00eatre \u00e9lev\u00e9e.<\/p>\n

Par exemple, un sp\u00e9cialiste de l\u2019archivage acquiert une offre de gestion documentaire pour vendre davantage \u00e0 sa base clients mais aussi les fid\u00e9liser. Un grand cabinet d\u2019expertise comptable voudra acqu\u00e9rir un sp\u00e9cialiste de la s\u00e9curit\u00e9 informatique pour r\u00e9pondre \u00e0 cette demande croissante de ses clients. Un cabinet de conseil en ERP \u00ab classique \u00bb recherchera un sp\u00e9cialiste de la \u00ab transformation num\u00e9rique \u00bb pour surfer sur cette nouvelle vague march\u00e9. Etc.<\/p>\n

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Une fois le \u00ab Fit Strat\u00e9gique \u00bb identifi\u00e9, se pose la question \u00ab combien ca vaut ?\u00bb et \u00ab comment paye-t-on ? \u00bb : num\u00e9raire, titres avec ou sans compl\u00e9ment de prix\u2026?<\/p>\n

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Determination de la valeur <\/span><\/h2>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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Au cours de la n\u00e9gociation, on utilisera diff\u00e9rentes \u00e9valuations.<\/p>\n

Finalement, si la transaction a lieu c\u2019est que l\u2019acheteur et le vendeur ont trouv\u00e9 un accord sur le prix et la fa\u00e7on de payer (en num\u00e9raire, en titre, un mixte, imm\u00e9diatement ou par \u00e9tapes). Cet accord d\u00e9pend en grande partie du rapport de force qui a \u00e9t\u00e9 \u00e9tabli au cours de la n\u00e9gociation. La soci\u00e9t\u00e9 vendue a-t-elle un savoir faire critique et rare dont l\u2019acheteur a absolument besoin ? Le vendeur est-il dans l\u2019urgence ? L\u2019op\u00e9ration va-t-elle ouvrir une opportunit\u00e9 identifi\u00e9e \u00e0 l\u2019acheteur ?<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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L\u2019accord sur la valorisation repose sur un rationnel \u00e9conomique mais aussi sur des aspects irrationnels comme le d\u00e9sir de travailler ensemble ou la conviction ou pas que \u00ab ca va marcher \u00bb<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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Pourquoi pour les entreprises de technologie, le \u00ab Fit strat\u00e9gique \u00bb est plus important que les aspects purement \u00e9conomiques ?<\/strong><\/p>\n

Geoffrey Moore analyse le cycle de vie des entreprises de technologie en quatre phases : innovation produit, croissance commerciale, maturit\u00e9 et abandon de la technologie.<\/span><\/p>\n

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Les acheteurs sont plut\u00f4t \u00e0 droite du graphique (en phase de maturit\u00e9 voire de croissance) ; les vendeurs \u00e0 gauche (en phase d\u2019innovation voire d\u00e9but de croissance).<\/p>\n

Les acteurs \u00e9tablis cherchent \u00e0 se renforcer par des apports de technologie et de savoir-faire ce qui constitue un pari strat\u00e9gique dont l\u2019issue peut \u00eatre incertaine<\/p>\n

Si les acheteurs et les vendeurs \u00e9taient tous en phase de maturit\u00e9 ou d\u2019abandon, l\u2019enjeu des acquisitions serait la consolidation de march\u00e9. Alors la valorisation serait fond\u00e9e sur la part de march\u00e9, le CA et la rentabilit\u00e9.<\/p>\n

C\u2019est l\u2019\u00e9ternelle histoire de la fontaine de jouvence. Les acteurs \u00e9tablis ont besoin de sang neuf technologique pour d\u00e9fendre leur position acquise ou partir \u00e0 la conqu\u00eate de nouveaux march\u00e9s.<\/p>\n<\/div>\n<\/div>\n<\/div>\n

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UN CAS PARTICULIER La Cession compl\u00e8te \u00e0 un Acqu\u00e9reur. La valorisation ne d\u00e9coule pas de la seule volont\u00e9 du vendeur mais d\u2019un \u00e9quilibre entre ce que recherche le march\u00e9 des acqu\u00e9reurs et les attentes des vendeurs. Avant d\u2019aller sur le march\u00e9, il est fondamental pour un vendeur de bien conna\u00eetre ses forces, ses faiblesses, les […]<\/p>\n","protected":false},"author":3,"featured_media":3474,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-3455","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-all"],"yoast_head":"\nValorisation lors d’une cession totale - Share Value For High Tech Companies<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hytecpartners.com\/shv\/?p=3455\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Valorisation lors d’une cession totale - Share Value For High Tech Companies\" \/>\n<meta property=\"og:description\" content=\"UN CAS PARTICULIER La Cession compl\u00e8te \u00e0 un Acqu\u00e9reur. 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