TJM Labs · B2B · AI agents for pharmacies
Buy small companies in your space mainly to get their teams
Under 5% of growth came from the deals; bought for the team
Workedexit-mateam-processfinancing
What they did
Raised the $10M Series A (Dec 2025) mainly to buy EncoreRx and the $15M A1 (Mar 2026) mainly to buy Pharmasol: two pharmacy teams doing adjacent work that could overlap. Internally called it 'The Manhattan Project': put the handful of people who can do this in one room. Acquired companies had under ~$2-3M combined revenue.
What happened
Under 5% of revenue growth came from the acquisitions; founder credits the combined team for growth
Related topics
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More from this episode
- TJM Labs: Build your first version for one desperate customer you already knowBecame a $1M+ a year customer; sole customer for 9 months
- 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: 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