Scaling to $50M: Inside the Playbook for Building and Selling a Profitable Consumer Brand

How Spencer Matthews helped scale Microbe Formulas to an exit just shy of $200 million. Plus we break down how to maximize company valuation before an exit.

Author

Aaron Alpeter
June 11, 2025

How to Maximize Company Valuation Before an Exit

Valuation isn’t just about revenue. It’s about how your business fits into the buyer’s long-term playbook. The more it contributes to their growth, profit, or cash flow, the higher multiple you’ll get.

  1. Maximize Company Valuation with Robust Growth

  2. Improve Margins to Boost Your Valuation

  3. Maximize Company Valuation Through Strong Free Cash Flow

  4. Know Your Buyer and Align Accordingly

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Business Worth Buying

Spencer’s claim to fame? Taking Microbe Formulas from zero to $50M in annual revenue and guiding it through an exit just shy of $200M—all in under five years. But the real story goes deeper than hockey-stick growth:

  • Lay the Groundwork Early: The "overnight success" was actually years in the making, built on the founders’ credibility, expertise, and existing audiences. If one takeaway stands out, it’s that owner-influencers and founder-builders create massive capital efficiency—think low customer acquisition costs (CAC) and built-in product trust.

  • Capital Efficiency Is King: Having a founder who’s both a subject-matter expert and able to bring an audience reduces the need for external consultants and big marketing spends. Look for these signals when building or investing.

  • Regulations Can Make or Break You: Don’t underestimate the massive due diligence on the regulatory front during an exit. Buyers wanted proof you’re built on solid ground—science, compliance, and cybersecurity were far bigger focal points than even marketing metrics.

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