Two-motion wedge. Direct validates, channel scales.
A repeatable, outcome-led sales motion in the wedge, paired with a high-leverage channel through implementation and services partners that already own the buyer.
Direct SMB & Mid-market
Channel & services partners
Land · Expand · Multiply. Direct lands one painful workflow with governance built in. Expansion happens in the same operator across adjacent workflows on the same data fabric. Channel multiplies that pattern across the partner's book of similar SMBs.
Three ICP tiers, deck-grounded.
Each tier has its own monthly run-rate, agent density, and Year 1 ACV band. No overlap, no ambiguity.
Who buys: Operator-led SMBs (50-500 emp) in healthcare, vet, claims, FS back-office. No AI team in-house.
What they get: Optimize-tier per-agent pricing on 1-2 disciplines at launch. CS + Finance & Accounting are typical land workflows.
Expansion path: Add adjacent disciplines on the same data fabric. Phase 2 (Sales, Marketing at 2.0×) lifts blended multiplier in Year 2.
Who buys: Mid-market operators (500-2,500 emp) running multi-discipline back-office ops. Transform-tier deployments with denser agent counts.
Deployment: On-prem hybrid on NVIDIA GB10 (Bifrost) common for regulated buyers. License + Annual Support adds ~30% ARR uplift.
Healthcare/FS profile: Vignette examples: Healthcare 32 agents Transform = $284K ACV; FS Back-office 47 agents = $487K ACV (with Annual Support).
Partner profile: Apexon (5,500+ engineer BPO, Goldman Sachs-backed) is the design-partner anchor. Apexon-class partners reach 100+ mid-market end clients.
Partner P&L: Partner sells delivery services to the end client. Multikor margin passes through under the partner's brand.
Year-3 economics: Per-partner ACV grows from $480-600K (Y1, 5-10 end clients live) to $1.2M+ (Y3, mature footprint).
Vertical wedge: healthcare operations primary.
Disciplined entry. Healthcare operations is the primary wedge. The same orchestration platform expands to adjacent regulated, admin-heavy SMB verticals as the wedge proves.
Intake, prior auth, billing & claims, audit. Apexon design partner live; healthcare design partners onboarding.
Appointment intake, SOAP, recall, billing.
FNOL routing, adjudication support, SIU.
KYC/AML, onboarding ops, exception handling.
Permits, eligibility, case routing, audits.
Direct-to-channel mix evolves as we scale.
Direct validates and builds the reference base. Channel scales geometrically through partner footprints. By Series B, channel owns the majority of new motion.
Direct builds the reference base and case studies. First channel partner (Apexon) validates the white-label motion.
Channel partners in active co-sell. 3-5 partners on the platform; multi-discipline expansion underway in existing customers.
Channel-led scale. 5-10 partners with $1.2M+ Y3 ACV each. Direct stays focused on lighthouse logos and reference accounts.
Pilot discipline. Customer journey.
Outcome-led pilots at full retail. No free POCs, no loss leaders. A 4-stage journey from land to repeatable reference.
90-day proof of value at full retail.
Every pilot pays full price. The discipline is what makes the funnel honest and forces a real economic decision.
Land → Expand → Renew → Reference.
GTM milestones. Seed close → Series A.
18-month plan from Seed close (June 2026). Each milestone group has measurable outputs.
Why this GTM wins.
Four metrics, each tied to a real source of leverage. Numbers are deck-grounded; no hand-waving.
Why this fast: Multikor's data layer auto-discovers customer schema in 2-4 hours. No multi-quarter integration build.
Pilot discipline: 90-day proof at full retail with 30-day exit clause keeps the funnel honest and the customer accountable.
Direct SMB: ACV $60K (200-emp SMB) up to $336K (1,000-emp Mid-market) per deck ICP bands. Tier upgrades and Phase-2 disciplines lift LTV without re-acquiring the logo.
Channel: Higher absolute CAC, but one partner unlocks 10-100 mid-market clients on a single contract.
Land thin, expand fat: Customers start single-discipline (CS or F&A), add adjacent disciplines on the same data fabric, and upgrade tiers as agent counts grow.
Phase-2 lift: Sales and Marketing disciplines (2.0× multiplier) launching Q4 2026 raise blended multiplier across the existing book.
Mix evolution: Direct/Channel shifts from 50/50 at Seed to 30/70 by Series B as channel partners mature.
Apexon anchor: 5,500+ engineer BPO with healthcare and FS client books. Per-partner ARR grows from $480-600K (Y1) to $1.2M+ (Y3).