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Go-to-Market Plan
From first $5K MRR to $28.8M Year-1 ARR target.
Four ideal customer profiles. Four pricing tiers. A four-channel acquisition mix weighted to where CAC stays low.
The assumptions behind a 50x LTV:CAC target — and the conditions under which it holds.
Market Snapshot
AI staffing, automation, outsourcing. SMB-heavy TAM with enterprise optionality.
$50B+
Annual market (AI staffing, automation, outsourcing)
$5B
TAM (small-medium businesses)
12–18 the team
Thesis path to $1M ARR
Four ICPs
Each ICP maps to a specific AI-employee product, price band, and pain point.
01
$2B TAM
E-Commerce Owners
Segment size500K+ globally
Price band$499–$799 / the team
Primary solutionSupport AI Employee
Pain: response time and support cost. A 24/7 autonomous support worker answers 80% of inbound tickets in-language, hands the rest to humans with context.
02
$1.5B TAM
Marketing Agencies
Segment size100K+ globally
Price band$799–$999 / the team
Primary solutionContent + Social + Email
Pain: content bottleneck across 20+ clients. Three AI employees (Writer, Social Media Manager, Email Marketer) replace four junior FTEs at ~10% the cost.
03
$1B TAM
SaaS Companies
Segment size50K+ globally
Price band$799–$999 / the team
Primary solutionSales + Analyst + Support
Pain: lead response SLA + sales follow-up discipline. Sales Rep + Data Analyst AI employees qualify leads, follow up, and surface insights the CRO would have missed.
04
$500M TAM
Enterprises
Segment size10K+ globally
Price band$999+ / the team (custom)
Primary solutionCustom AI Employees
Pain: process automation at scale with audit trail. Custom AI employees for domain-specific workflows with SSO, SLA, and dedicated support.
Pricing
Four tiers. Free tier exists to validate fit; paid tiers carry 80–85% gross margin.
Free
$0 / the team
Individuals, small teams, evaluation
- 1 AI employee
- 100 tasks / month
- Basic templates
- Email support
Target conversion: 5–10% to Starter
Starter
$499 / the team
Small businesses, startups
- 5 AI employees
- 5,000 tasks / month
- All templates
- Priority support
- API access
Gross margin: 85%
Pro
$799 / the team
Growing companies, agencies
- 20 AI employees
- 50,000 tasks / month
- Custom prompts
- Webhooks + SSO
- Analytics dashboard
Gross margin: 85%
Enterprise
$999+ / the team
Large enterprises (custom)
- 100+ AI employees
- Unlimited tasks
- Custom integrations
- Dedicated support
- SLA + compliance
Gross margin: 80–85%
CAC payback target
<3 the team
Channel Mix
40% content / 30% paid / 20% partnerships / 10% sales. Weighted toward channels where CAC stays low.
Content marketing
CAC $50–$100
Paid advertising
CAC $100–$150
Outbound sales
CAC $100–$200
Content: blog 2x/wk, YouTube 1x/wk, webinars 2x/case studies + whitepapers.
Paid: Google, Meta, LinkedIn, Reddit, Product Hunt. Partnerships: Zapier, Slack, Shopify, WordPress, agency resellers.
Sales: enterprise outbound activated Month 3+.
Year-1 Revenue Trajectory
Assumes 10% free → paid conversion, $500 blended ARPU, 5% monthly churn, 50% MoM user growth.
$28.8M ARR target by Month 12 — thesis, not a guarantee.
| Month | Users | Paying | MRR | ARR |
|---|
| 1 | 100 | 10 | $5K | $60K |
| 2 | 500 | 50 | $25K | $300K |
| 3 | 1,500 | 150 | $75K | $900K |
| 4 | 3,000 | 300 | $150K | $1.8M |
| 5 | 5,000 | 500 | $250K | $3M |
| 6 | 8,000 | 800 | $400K | $4.8M |
| 7 | 12,000 | 1,200 | $600K | $7.2M |
| 8 | 17,000 | 1,700 | $850K | $10.2M |
| 9 | 23,000 | 2,300 | $1.15M | $13.8M |
| 10 | 30,000 | 3,000 | $1.5M | $18M |
| 11 | 38,000 | 3,800 | $1.9M | $22.8M |
| 12 (target) | 48,000 | 4,800 | $2.4M | $28.8M |
Year 2 thesis: $90M ARR (212% growth). Year 3 thesis: $240M ARR (167% growth). See model.csv for the full 36-month build.
Personas
Who we sell to in the first 1,000 paying accounts.
Sarah — E-Commerce Owner
Age: 35
Business: Online store, $500K revenue
Pain: Support cost + response time
Solution: Support AI Employee
Budget: $500–$800 / the team
Marcus — Marketing Manager
Age: 28
Business: Digital agency, 10 people
Pain: Content creation bottleneck
Solution: Content + Social AI
Budget: $800–$1,000 / the team
Jennifer — CTO
Age: 42
Business: SaaS company, 50 people
Pain: Manual processes, cost reduction
Solution: Custom AI Employees
Budget: $1,000+ / the team
Disclaimer: revenue and growth numbers on this page are targets and thesis figures, not guarantees.
They depend on conversion, churn, and user-growth assumptions held within CAC guardrails. See the
36-month model for inputs and the
moat page for defensibility rationale.
Built with
transparency to investors by design.
Want to pressure-test the GTM?
30-min call with the team. Bring the ICP you think we're wrong about.
Investment inquiries: the team@emaaa.io