TJM Labs · B2B · AI agents for pharmacies
Price each AI agent per year, just under one employee's salary
$45K per agent a year; pharmacies average 2.5-3 agents
Workedpricingpositioning-niche
What they did
Each AI agent ('digital worker') costs ~$45K/year, slightly less than one pharmacy technician's salary, while doing the work of 2-3 technicians (~$150K+/yr with benefits and payroll). Pitch: hire a digital worker that works 24/7, train once, retrain for more tasks. Explicitly rejected per-seat pricing and per-task pricing (tasks are ambiguous; 'close to tokens'). Pharmacies buy multiple agents (average 2.5-3; a big one can buy 100), so revenue grows with each agent added.
What happened
~$45K ACV per agent, 2.5-3 agents per pharmacy (~$100-112K per pharmacy); ~$25M ARR at 40% EBITDA
In their words
Top Founders with Nathan Latka · Doctor Strikes it Rich with AI Tool, $10m ARR in 6 Months | TJMLabs CEO Jonathan Adly“our average ACV is about 45k a year, right? And if you notice, that is slightly less than the salary of a a pharmacy technician, and that's how we price it.”
“We didn't think per-seat pricing makes any sense in the AI world, right? We don't think task also makes sense.”
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