{"id":3511,"date":"2022-01-01T09:41:42","date_gmt":"2022-01-01T08:41:42","guid":{"rendered":"https:\/\/hytecpartners.com\/shv\/?p=3511"},"modified":"2026-02-26T20:23:17","modified_gmt":"2026-02-26T19:23:17","slug":"trouver-le-meilleur-acquereur","status":"publish","type":"post","link":"https:\/\/hytecpartners.com\/shv\/?p=3511","title":{"rendered":"Trouver le meilleur Acqu\u00e9reur.."},"content":{"rendered":"
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Le<\/span> paradigme utilis\u00e9.<\/h3>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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En utilisant le paradigme de la \u201cCompagnie Parfaite\u201d, nous d\u00e9terminerons le \u00ab profil id\u00e9al \u00bb de l\u2019acheteur de votre soci\u00e9t\u00e9 de telle sorte que ce soit celui qui comble les points faibles qui vous manquent pour un plein succ\u00e8s sur le march\u00e9.<\/span><\/p>\n

Le profil de cet acheteur d\u00e9pendra donc de vos caract\u00e9ristiques et de votre position sur le march\u00e9. Lorsque cette alchimie est r\u00e9alis\u00e9e : ceci correspond \u00e9galement au maximum de cr\u00e9ation de valeur pour l\u2019acheteur donc au potentiel de transaction le plus \u00e9lev\u00e9.<\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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Le FACTEUR DETERMINANT<\/p>\n

Les Facteurs cl\u00e9 de succ\u00e8s<\/span><\/h4>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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Pour analyser ce qui manque \u00e0 votre soci\u00e9t\u00e9 pour tendre vers la \u201cCompagnie Parfaite\u201d, nous allons \u00e9valuer votre soci\u00e9t\u00e9 par rapport \u00e0 des facteurs cl\u00e9s de succ\u00e8s.<\/span><\/p>\n

Pour une soci\u00e9t\u00e9 de technologie on peut consid\u00e9rer que les facteurs cl\u00e9s de succ\u00e8s sur la march\u00e9 sont au nomb<\/span>re de six :<\/p>\n

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Trois sont relatifs au produit et \u00e0<\/span> l\u2019offre<\/p>\n

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  • La vision fonctionnelle et la strat\u00e9gie produit: ( Though Leadership)<\/li>\n
  • Le caract\u00e8re innovant du produit: technologie, fonctionnalit\u00e9s, mode d\u2019usage<\/li>\n
  • La maturit\u00e9 produit:performances, fiabilit\u00e9, s\u00e9curit\u00e9 , capacit\u00e9 de d\u00e9ploiement \u00e0 grande \u00e9chelle, interfaces standard, facilit\u00e9 d\u2019administration.<\/li>\n<\/ul>\n

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    Trois sont relatifs \u00e0 la position march\u00e9<\/p>\n

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    • Le plan d\u2019action marketing : communication, positionnement, mod\u00e8le de distribution, prix<\/li>\n
    • La capacit\u00e9 de capter le march\u00e9 : qualit\u00e9 du r\u00e9seau de distribution, base install\u00e9e de clients, Image et notori\u00e9t\u00e9.<\/li>\n
    • Le \u00ab business mod\u00e8le \u00bb : mode de revenu et de facturation, r\u00e9currence des revenus, fid\u00e9lit\u00e9 des clients.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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      Une \u00ab Compagnie Parfaite \u00bb <\/strong>qui r\u00e9unirait TOUS ces facteurs de succ\u00e8s \u00e0 100 % serait un leader incontest\u00e9 sur son march\u00e9 et aurait une capacit\u00e9 de rentabilit\u00e9 tr\u00e8s \u00e9lev\u00e9e.Le sch\u00e9ma ci dessous illustre cette description de la \u201cCompagnie Parfaite\u201d, <\/p>\n

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      Les six facteurs cl\u00e9s de succ\u00e8s sont repr\u00e9sent\u00e9s et cette compagnie \u00e0 le meilleur score \u201cstrong\u201d sur l\u2019ensemble de ces crit\u00e8res.<\/p>\n

      On peut en d\u00e9duire que sa rentabilit\u00e9 est tr\u00e8s forte.<\/p>\n

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      Si vous \u00eates une \u00ab start-up \u00bb<\/h3>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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      Ou plus g\u00e9n\u00e9ralement une soci\u00e9t\u00e9 qui a mis au point un produit innovant mais n\u2019a pu lui assurer sur le march\u00e9 le succ\u00e8s qu\u2019il m\u00e9rite<\/p>\n

      (nous continuerons, dans l\u2019article, \u00e0 utiliser l\u2019appellation \u201cstart-up\u201d pour ce type de profil)<\/p>\n

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      Votre vision produit et votre innovation produit sont au plus haut<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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      Par contre la maturit\u00e9 produit qui ne s\u2019acquiert qu\u2019\u00e0 travers de nombreux d\u00e9ploiements n\u2019a pu \u00eatre atteinte. De m\u00eame les aspects march\u00e9 n\u2019ont pu \u00eatre d\u00e9velopp\u00e9s.<\/p>\n

      Il est probable que votre profitabilit\u00e9 est faible.<\/p>\n

      Votre profil correspond certainement aux traits rouge sur le graphique.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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      Le partenaire id\u00e9al de la \u00ab start-up \u00bb<\/h3>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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      Est le partenaire qui permet de combler ses lacunes et lui apporte les compl\u00e9ments n\u00e9cessaires pour avoir tous les facteurs cl\u00e9s de succ\u00e8s.<\/p>\n

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      Sur le plan du produit, le partenaire:<\/strong><\/p>\n

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      • Apporte les financements et le savoir faire pour finaliser le produit du point de vue de sa maturit\u00e9, de ses performances fonctionnelles et de s\u00e9curit\u00e9.<\/li>\n<\/ul>\n

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        Sur le plan march\u00e9, le partenaire<\/strong><\/p>\n

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        • Apporte un effet de levier gr\u00e2ce \u00e0 sa position et sa r\u00e9putation qui rassurent les clients. Il apporte \u00e9galement les moyens financiers pour mettre en \u0153uvre un plan marketing de conqu\u00eate.<\/li>\n
        • Apporte sa base install\u00e9e de clients et son r\u00e9seau de partenaires pour acc\u00e9l\u00e9rer les ventes.<\/li>\n
        • Permet d\u2019augmenter les prix de ventes ( effet de r\u00e9putation) et d\u2019inclure la nouvelle offre dans des packages avec ses propres produits (par exemple en incluant la licence du produit nouveau dans les contrats de maintenance de ses produits historiques)<\/li>\n<\/ul>\n

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          Enfin le partenaire id\u00e9al est celui<\/p>\n

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          • Avec lequel l\u2019alchimie de la fusion <\/strong>se passe bien. C\u2019est \u00e0 dire que les valeurs cl\u00e9 sont partag\u00e9es entre le nouveau management et l’ancien et qu\u2019un respect mutuel s\u2019est install\u00e9.<\/li>\n
          • Qui apporte les conseils et les compl\u00e9ments de savoir faire pour g\u00e9rer la croissance.<\/li>\n<\/ul>\n

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            Normalement, si toutes ces conditions sont r\u00e9unies, du fait de l\u2019accroissement des volumes et des prix de vente, la rentabilit\u00e9 devient excellente<\/p>\n

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            En r\u00e9sum\u00e9<\/h3>\n

            Le partenaire id\u00e9al de la \u201cstart up\u201d r\u00e9pond \u00e0 quatre conditions:<\/p>\n

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            • il partage avec la “start up” la vision du march\u00e9 et de la strat\u00e9gie de d\u00e9veloppement<\/li>\n
            • Il a une position forte dans un march\u00e9 connexe (notori\u00e9t\u00e9, base install\u00e9e de clients, r\u00e9seau de partenaires)<\/li>\n
            • Il y a une synergie forte entre les offres produits et services<\/li>\n
            • Il apporte des moyens financiers pour l\u2019effort marketing et la finalisation du produit.<\/li>\n
            • <\/li>\n<\/ul>\n

              Et bien entendu \u2026 les deux \u00e9quipes de management ont envie de travailler ensemble et de construire un succ\u00e8s commun.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

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              Le mauvais partenaire de la \u201cstart-up\u201d.<\/h3>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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              Peut avoir un profil qui ressemble \u00e0 celui-ci:<\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n

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              • Il ne partage pas la vision et la strat\u00e9gie<\/li>\n
              • Ses produits et les v\u00f4tres se recouvrent partiellement.<\/li>\n
              • Il n\u2019apporte pas de fonds pour le d\u00e9veloppement produit ni pour le marketing<\/li>\n
              • Il n\u2019 y a pas de synergie march\u00e9 entre les offres.<\/li>\n<\/ul>\n

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                Enfin : les deux \u00e9quipes de management ne s\u2019entendent pas et ne sont pas compl\u00e9mentaires.<\/p>\n

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                Conclusion sur le choix du partenaire de de la \u201cstart-up\u201d.<\/span><\/h2>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n
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                Bien s\u00fbr la r\u00e9alit\u00e9 est rarement tout blanc ou tout noir.<\/span><\/p>\n

                Toutefois vous pouvez utiliser le tableau ci-dessous pour \u00e9valuer un partenaire potentiel ou pour les comparer entre eux<\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n

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                Si la note globale est:<\/span><\/p>\n

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                • sup\u00e9rieure ou \u00e9gale \u00e0 3, c\u2019est s\u00fbrement un bon partenaire.<\/li>\n
                • si elle est de 1 \u00e0 2, il faut vous interroger,<\/li>\n
                • en dessous de 1, ce n\u2019est probablement pas un bon partenaire<\/li>\n<\/ul>\n

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                  <\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n<\/div>\n

                  <\/p>\n","protected":false},"excerpt":{"rendered":"

                  Le paradigme utilis\u00e9. En utilisant le paradigme de la \u201cCompagnie Parfaite\u201d, nous d\u00e9terminerons le \u00ab profil id\u00e9al \u00bb de l\u2019acheteur de votre soci\u00e9t\u00e9 de telle sorte que ce soit celui qui comble les points faibles qui vous manquent pour un plein succ\u00e8s sur le march\u00e9. Le profil de cet acheteur d\u00e9pendra donc de vos caract\u00e9ristiques et de votre […]<\/p>\n","protected":false},"author":1,"featured_media":3516,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-3511","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-all"],"yoast_head":"\nTrouver le meilleur Acqu\u00e9reur.. - 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=3511\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Trouver le meilleur Acqu\u00e9reur.. - Share Value For High Tech Companies\" \/>\n<meta property=\"og:description\" content=\"Le paradigme utilis\u00e9. En utilisant le paradigme de la \u201cCompagnie Parfaite\u201d, nous d\u00e9terminerons le \u00ab profil id\u00e9al \u00bb de l\u2019acheteur de votre soci\u00e9t\u00e9 de telle sorte que ce soit celui qui comble les points faibles qui vous manquent pour un plein succ\u00e8s sur le march\u00e9. Le profil de cet acheteur d\u00e9pendra donc de vos caract\u00e9ristiques et de votre […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hytecpartners.com\/shv\/?p=3511\" \/>\n<meta property=\"og:site_name\" content=\"Share Value For High Tech Companies\" \/>\n<meta property=\"article:published_time\" content=\"2022-01-01T08:41:42+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-02-26T19:23:17+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/hytecpartners.com\/shv\/wp-content\/uploads\/2022\/01\/Start2-e1426947029144.png\" \/>\n\t<meta property=\"og:image:width\" content=\"700\" \/>\n\t<meta property=\"og:image:height\" content=\"425\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"yvon@corcia.org\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"yvon@corcia.org\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/hytecpartners.com\/shv\/?p=3511#article\",\"isPartOf\":{\"@id\":\"https:\/\/hytecpartners.com\/shv\/?p=3511\"},\"author\":{\"name\":\"yvon@corcia.org\",\"@id\":\"https:\/\/hytecpartners.com\/shv\/#\/schema\/person\/7b8237fcba08da38d58fefee171ebf40\"},\"headline\":\"Trouver le meilleur Acqu\u00e9reur..\",\"datePublished\":\"2022-01-01T08:41:42+00:00\",\"dateModified\":\"2026-02-26T19:23:17+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/hytecpartners.com\/shv\/?p=3511\"},\"wordCount\":978,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/hytecpartners.com\/shv\/#organization\"},\"image\":{\"@id\":\"https:\/\/hytecpartners.com\/shv\/?p=3511#primaryimage\"},\"thumbnailUrl\":\"https:\/\/hytecpartners.com\/shv\/wp-content\/uploads\/2022\/01\/Start2-e1426947029144.png\",\"articleSection\":[\"Blog\"],\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/hytecpartners.com\/shv\/?p=3511#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/hytecpartners.com\/shv\/?p=3511\",\"url\":\"https:\/\/hytecpartners.com\/shv\/?p=3511\",\"name\":\"Trouver le meilleur Acqu\u00e9reur.. - 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