Welcome to another weekly recording of M&A Zing — the podcast for acquisition entrepreneurs, search funds, and holdco builders across the UK & Europe.

In this episode, host Gareth Hawkins kicks off a new interview series featuring emerging searchers and established acquirers. Today, he sits down with Florian Wilisch, founder of Hamburg Ventures. Florian’s path to ETA (Entrepreneurship Through Acquisition) includes nearly a decade at Apple (working on iconic products like the iPhone and Apple Music), plus years of startup scaling and a successful e-commerce exit. Now he’s applying his love for product innovation and digitisation to buying a profitable small business — with a B2C twist.

From near-miss deals and financing struggles to the joy of connecting with sellers on more than just the numbers, Florian shares valuable insights for anyone navigating the SMB acquisition space.

Timestamps  






[00:00:13] Introduction & Welcome  



Gareth kicks off the new interview series, introduces Florian’s background.











[00:01:07] Florian’s Apple & Startup Roots  



Managing major product launches at Apple  



Transitioning to startup life and selling his own e-commerce venture  











[00:03:35] The Pull of ETA  



Why Florian left corporate roles for buying a business  



Balancing family, personal risk, and entrepreneurship











[00:06:08] Hamburg Ventures & Search Focus



Targeting companies ripe for digitisation and product innovation  



Building trust with owners via operational insights (vs. pure financials)











[00:10:30] Search Journey & Challenges*



Early near-miss deals falling through  



Staying resilient through lender setbacks  



Why B2C acquisitions face extra financing hurdles











[00:14:45] Dealing with Brokers & Debt Brokers  



Pros and cons of brokered deals  



Finding a debt broker who truly adds value  



Navigating bank reluctance for non–recurring revenue models











[00:19:50] Lessons Learned & Key Takeaways  



Speed vs. thoroughness — straddling the line  



Crafting a personal “story” to resonate with sellers  



Coping with setbacks and mental resilience











[00:26:00] Looking Ahead: Hamburg Ventures  



Plans for the next 12 months  



Positioning to acquire, then modernise an established SMB  



The dream: bridging the gap for B2C deals in ETA











[00:39:20] Final Thoughts & Contact Info  



Florian’s call to lenders, owners, and other searchers  



Connect with Florian via LinkedIn or HamburgVentures.com






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Episode Highlights






Innovating in Legacy SMBs: Florian uses his Apple and startup experience to spot growth potential where others see “old-fashioned” systems.  




B2C Financing Struggles: Most lenders prefer recurring B2B revenue, leaving B2C deals under-served and creating hidden opportunities.  




Trust-Building with Sellers: Being an operator can win an owner’s confidence, especially if they’re not purely numbers-driven.  




Resilience in Search: Missed deals and lender fallouts are common. Staying focused on why you’re doing ETA helps you push forward.  




Future Vision: In 12 months, Florian hopes to have closed a deal and applied his “digitisation + innovation” playbook to scale it fast.

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