Sasha: Comprehensive Pricing & Go-to-Market Strategy

Executive Summary

Sasha represents a paradigm shift in organizational knowledge management, transforming decades of institutional expertise into an instantly accessible AI-powered knowledge assistant. This strategy positions Sasha as a premium enterprise solution with a clear path to £44M+ ARR within 3 years.

Pricing Strategy

Tiered Pricing Model

Starter Tier - £297/month

• Target: Small consultancies, startups, proof-of-concept projects
• Included:
  • Up to 100,000 documents
  • 5 user seats
  • Basic 4-layer knowledge architecture
  • Standard AI model (GPT-4)
  • Email support
  • Monthly usage: 10,000 queries
• Implementation: Self-service with documentation
• Onboarding: £500 one-time setup

Professional Tier - £997/month

• Target: Mid-size professional services firms (10-100 employees)
• Included:
  • Up to 1,000,000 documents
  • 25 user seats
  • Full 8-layer knowledge architecture
  • Advanced AI models (GPT-4, Claude)
  • Priority support with 4-hour SLA
  • Monthly usage: 50,000 queries
  • Custom branding
  • API access
  • Advanced analytics dashboard
• Implementation: Guided setup (2 weeks)
• Onboarding: £2,500 one-time setup

Enterprise Tier - £2,997/month

• Target: Large organizations (100+ employees)
• Included:
  • Unlimited documents
  • Unlimited user seats
  • Full 8-layer knowledge architecture
  • Multi-model AI selection
  • 24/7 dedicated support with 1-hour SLA
  • Unlimited queries
  • White-label options
  • Full API suite
  • Advanced security features (SSO, SAML)
  • Compliance certifications (SOC2, HIPAA)
  • Custom integrations
  • Quarterly business reviews
• Implementation: Full service (4-6 weeks)
• Onboarding: £10,000 one-time setup

Custom Enterprise - £5,000-15,000/month

• Target: Global enterprises, government agencies
• Included:
  • Everything in Enterprise plus:
  • On-premises deployment option
  • Custom AI model training
  • Dedicated infrastructure
  • Custom compliance requirements
  • SLA guarantees (99.9% uptime)
  • Executive briefings
  • Strategic advisory services
• Implementation: Bespoke (8-12 weeks)
• Onboarding: £25,000-100,000 based on complexity

Usage-Based Components

Overage Pricing

• Additional queries: £0.05 per query over limit
• Additional storage: £50 per 100,000 documents
• Additional users: £20 per user per month
• Premium AI models: £0.10 per complex query

Add-On Services

• Knowledge Audit: £5,000 - Comprehensive analysis of existing knowledge base
• Custom Training: £2,500/day - Team training and best practices
• Integration Services: £10,000+ - Custom system integrations
• Quarterly Optimization: £2,500 - Performance tuning and architecture review

Go-to-Market Strategy

Phase 1: Market Validation (Months 1-6)

Objectives

• Validate product-market fit
• Secure 10-20 lighthouse customers
• Achieve £50K MRR
• Gather case studies and testimonials

Target Segments

1. Management Consulting Boutiques (1-50 employees)

   • Pain point: Knowledge trapped in individual consultants
   • Value prop: Democratize expertise across all team members

2. Specialized Law Firms

   • Pain point: Precedent research takes hours
   • Value prop: Instant access to all historical cases and contracts

3. Engineering Consultancies

   • Pain point: Technical documentation scattered
   • Value prop: Unified technical knowledge base

Sales Approach

• Direct Outreach: LinkedIn, email campaigns to decision-makers
• Content Marketing: Thought leadership on AI transformation
• Pilot Programs: £3,000-6,000 proof-of-concepts (2 weeks)
• Partner Channel: Strategic partnerships with consulting networks

Key Messaging

"Transform decades of institutional knowledge into your organization's competitive advantage. Sasha makes every employee as knowledgeable as your most experienced expert."

Phase 2: Scale & Growth (Months 7-18)

Objectives

• Scale to 200 customers
• Achieve £200K MRR (£2.4M ARR)
• Establish market presence
• Build partner ecosystem

Expanded Target Segments

1. Corporate Strategy Teams

   • Fortune 500 strategy departments
   • Internal consulting groups

2. Government Agencies

   • Policy development teams
   • Regulatory bodies

3. Healthcare Organizations

   • Hospital systems
   • Medical research institutions

Sales Approach Evolution

• Inside Sales Team: 5-person SDR/AE team
• Channel Partners: System integrators, consulting firms
• Technology Partners: Microsoft, Google, AWS marketplaces
• Industry Events: Speaking engagements, booth presence

Marketing Campaigns

• "Knowledge at the Speed of Thought": Digital campaign
• Customer Success Stories: Video testimonials, case studies
• Industry Reports: "State of Institutional Knowledge" annual report
• Webinar Series: "AI Transformation Masterclass"

Phase 3: Market Leadership (Months 19-36)

Objectives

• 1,000+ customers
• £2M+ MRR (£24M+ ARR)
• Category leadership position
• International expansion

Global Expansion

• Geographic Markets:
  • UK & Ireland (base)
  • North America (primary expansion)
  • Western Europe (secondary)
  • APAC (exploratory)

Enterprise Focus

• Named Account Strategy: Top 100 target enterprises
• Industry Verticals: Specialized solutions for:
  • Financial Services
  • Healthcare
  • Government
  • Professional Services
  • Manufacturing

Competitive Analysis

Direct Competitors

Enterprise Knowledge Management

• Microsoft Viva Topics: £5/user/month

  • Weakness: Generic, not specialized for professional services
  • Our advantage: Purpose-built for institutional knowledge

• Notion AI: £8-10/user/month

  • Weakness: Document creation focused, not knowledge extraction
  • Our advantage: Works with existing documents, no migration

• Glean: £20-40/user/month

  • Weakness: Search-focused, limited AI analysis
  • Our advantage: Conversational AI with deep understanding

Indirect Competitors

Traditional Consulting

• McKinsey, Deloitte, BCG: £40-100K per project
  • Our advantage: Continuous access vs. one-time projects
  • Positioning: "Your own AI consultant, available 24/7"

Generic AI Assistants

• ChatGPT Enterprise: £25/user/month
  • Our advantage: Trained on YOUR knowledge, not generic
  • Positioning: "ChatGPT for your institutional knowledge"

Competitive Differentiation

1. No Migration Required: Works with existing file systems
2. Institutional Memory: Captures decades of organizational knowledge
3. 8-Layer Architecture: Comprehensive knowledge organization
4. Professional Services Focus: Purpose-built for consultancies
5. Proven ROI: 10-80x time compression in real deployments

Financial Projections

Revenue Forecast

Year 1 (Months 1-12)

• Customers: 150
• Average Contract Value: £1,200/month
• ARR Exit Rate: £2.4M
• Implementation Revenue: £300K

Year 2 (Months 13-24)

• Customers: 640
• Average Contract Value: £1,667/month
• ARR Exit Rate: £12.8M
• Implementation Revenue: £1.2M

Year 3 (Months 25-36)

• Customers: 1,825
• Average Contract Value: £2,025/month
• ARR Exit Rate: £44.3M
• Implementation Revenue: £3.5M

Unit Economics

Customer Acquisition Cost (CAC)

• Starter: £500
• Professional: £2,000
• Enterprise: £10,000
• Custom: £25,000

Customer Lifetime Value (LTV)

• Starter: £7,128 (24-month average)
• Professional: £35,892 (36-month average)
• Enterprise: £143,856 (48-month average)
• Custom: £480,000 (48-month average)

LTV:CAC Ratios

• Starter: 14:1
• Professional: 18:1
• Enterprise: 14:1
• Custom: 19:1

Success Metrics & KPIs

Primary Metrics

1. Monthly Recurring Revenue (MRR): Target £2M by Year 3
2. Customer Count: 1,000+ by Year 3
3. Net Revenue Retention: >120%
4. Gross Margin: >85%

Leading Indicators

1. Product Qualified Leads (PQLs): 500/month by Year 2
2. Trial-to-Paid Conversion: >30%
3. Time to Value: <14 days
4. Monthly Active Users: >80% of licensed seats

Customer Success Metrics

1. Net Promoter Score (NPS): >50
2. Customer Satisfaction (CSAT): >4.5/5
3. Support Ticket Resolution: <4 hours
4. Churn Rate: <5% annually

🚦 Risk Assessment & Mitigation

Technical Risks

• Risk: AI hallucination on critical knowledge
• Mitigation: Multi-model validation, source attribution

Market Risks

• Risk: Slow enterprise adoption
• Mitigation: Strong proof-of-concept program, ROI guarantees

Competitive Risks

• Risk: Big Tech enters market
• Mitigation: Deep specialization, first-mover advantage

Security Risks

• Risk: Data breach concerns
• Mitigation: On-premises option, SOC2 compliance

Implementation Roadmap

Month 1-2: Foundation

• Finalize pricing model
• Develop sales materials
• Launch website and demo environment
• Recruit initial sales team

Month 3-4: Early Customers

• Secure 5 pilot customers
• Develop case studies
• Refine onboarding process
• Launch content marketing

Month 5-6: Market Validation

• Scale to 20 customers
• Achieve product-market fit
• Secure Series A funding
• Build partner network

Month 7-12: Scale Operations

• Expand sales team to 10 people
• Launch channel partner program
• Enter North American market
• Achieve £100K MRR

Month 13-18: Accelerate Growth

• Scale to 200 customers
• Launch enterprise features
• Establish market presence
• Achieve £200K MRR

Month 19-24: Market Leadership

• 500+ customers
• International expansion
• Category definition
• £500K+ MRR

Key Differentiators Summary

1. Institutional Memory Amplification: Not just search, but understanding
2. Zero Migration: Works with existing systems
3. Professional Services DNA: Built by consultants, for consultants
4. Proven ROI: Real case studies with 10-80x improvements
5. Enterprise Ready: Security, compliance, on-premises options

Total Addressable Market (TAM)

Market Sizing

• Global Management Consulting: £250B
• Knowledge Management Software: £5.8B
• Enterprise AI Market: £15B
• Serviceable Addressable Market (SAM): £1.46B
• Serviceable Obtainable Market (SOM): £44M (3% in 3 years)

Positioning Statement

For professional services organizations who need to democratize decades of institutional knowledge, Sasha is an AI knowledge management system that transforms your existing documents into an intelligent, conversational knowledge assistant. Unlike generic AI tools or traditional knowledge management systems, Sasha understands your specific domain expertise and makes every employee as knowledgeable as your most experienced expert.

Next Steps

1. Validate pricing with 10 target customers
2. Build sales collateral and demo environment
3. Recruit founding sales team (2 AEs, 1 SDR)
4. Launch pilot program with 5 lighthouse customers
5. Develop partnership strategy with system integrators

---

This strategy positions Sasha for rapid growth and market leadership in the AI-powered knowledge management space, with a clear path to £44M+ ARR within 36 months.