TJM Labs · B2B · AI agents for pharmacies
Build your first version for one desperate customer you already know
Became a $1M+ a year customer; sole customer for 9 months
Workedvalidationpositioning-niche
What they did
Over the Nov 2024 holiday break, a customer he'd built trust with over many years had won a large contract and needed to hire ~200 pharmacy technicians in 4 weeks. He offered to put in AI agents so they could hire fewer people ('instead of hiring 200, maybe you have to hire only 100') and wrote the first code for them. Pharmacy has no test sandboxes, so access to a live production system came only from years of trust. Served only this customer for ~9 months before selling to other pharmacies (Feb 2025); capabilities expanded as AI models improved.
What happened
Became a $1M+/year customer; ~$1M ARR by Dec 2024; product expanded from there
- Stage
- Pre-launch (pre-launch, first customer)
In their words
Top Founders with Nathan Latka · Doctor Strikes it Rich with AI Tool, $10m ARR in 6 Months | TJMLabs CEO Jonathan Adly“We had our first customer essentially win a really large contract. They had to hire about 200 technicians for, and they had 4 weeks to do that.”
“So instead of hiring 200, maybe you have to hire only 100, right? But it ended up being extremely successful”
“You have to have a ton of trust built into the system already over many, many, many years”
Related topics
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More from this episode
- TJM Labs: Price each AI agent per year, just under one employee's salary$45K per agent a year; pharmacies average 2.5-3 agents
- TJM Labs: Let happy customers bring in their friends before hiring a sales team~30 pharmacies through customer referrals alone
- TJM Labs: Use LinkedIn as your main outbound sales channelFounder says the team does great work there; no numbers
- TJM Labs: Sell AI agents as a replacement for hired staff, not as softwareFounder says small pharmacies go from 2% to 8% margins
- TJM Labs: Buy small companies in your space mainly to get their teamsUnder 5% of growth came from the deals; bought for the team
- TJM Labs: Announce your funding round to make hiring easierFounder says it makes hiring talks a lot easier; no numbers
- TJM Labs: Raise money while profitable, before you need it$100M raised in ~6 months at 40% EBITDA, with no pitch deck
- TJM Labs: Set your valuation from public company multiples and a bottom-up forecastRaised at over 15x ARR
- Galen AI: Turn a problem you keep solving as a consultant into a productBootstrapped; acquired after ~1.5 years, soon after its first enterprise customer