North-star · progress to $12M ARR (Dec 2028)
ARR run-rate
~$1.0M
8.5% of $12.0M targetplan $1.0M
MRR
$85k
plan $85k→ $1.0M
Customers (all tiers)
18 / ~200
4 Ent · 6 Gr · 8 Fdnplan 18
Pipeline coverage
3.4×
floor ≥ 3.0×2027 gate $5.6M
Revenue trajectory & funding gates
MRR trajectory — actual vs plan to $12M ARR (Dec 2028)
Actual (18 logos)
Plan → target
Board gates & investment
✓
Gate 1 — Performance ReviewQ1 2026 · team, packaging, pipeline
PASSED
✓
Gate 2 — Commercial ValidationQ2 2026 · 8 logos incl. 3 Enterprise
PASSED
→
Next — Scale GateEnd 2027 · ~$5.6M ARR governs scale capital
Dec '27
Year-1 commitment — £3.5M of ~£6–7M envelope
£2.3M drawnSpend to date £2.1M
Acquisition engine
Top-150 pipeline funnel
Targeted · Top-150 named list
Engaged 32% of target
Qualified 54% of engaged
Late stage proposal / negotiation
Closed-won cumulative, all tiers
Events ROI — 2026
| Event | Invest | Pipeline | Logos | ROI | Status |
|---|---|---|---|---|---|
| Surface Design Show | £55k | £1.2M | 4 | 22× | Strong |
| TTA / ExpoTile | £30k | £0.9M | 5 | 30× | Strong |
| Cersaie (Bologna) | £28k | £1.6M | 2 | 57× | On track |
| Exec roundtables | £45k | £0.22M | 1 | 5× | Watch |
Unit health
Net revenue retention
104%
threshold ≥ 100%
Managed-services gross margin
61%
target band ≥ 60%
Enterprise sales cycle
7.6 mo
target ≤ 6 mo · watch
Commercial hiring
12 / 14
2 open · 2 AE roles gating ramp
CEO watchlist · requires attention
Open items
Ramp risk
Sales cycle 1.6 mo over target2027–28 ramp assumes faster velocity. Close the 2 open AE roles and tighten late-stage stages before the steep 2028 quarters.
Channel
Roundtable series at threshold ROI (5×)Reallocate budget toward the strong UK events; keep roundtables invite-only for A-tier accounts.
Decision due
Italy / Spain scale-up plan for 2027Pan-EU pilot proven; Tranche 3 releasing. Confirm the manufacturer-account push and delivery capacity into the 2027 gate.
Team scale-up
| Function | Now | Launch '26 | Target '28 | Status |
|---|---|---|---|---|
| Sales (AE + mid + SDR) | 5 | 6 | 14 | 2 open |
| Pre-sales | 2 | 2 | 4 | On plan |
| Marketing & events | 2 | 2 | 3 | On plan |
| Customer success | 1 | 1 | 6 | On plan |
| Delivery + leadership | 3 | 3 | 10 | On plan |
| Total | 13 | 14 | 37 | 93% |