The package lands
AI Engineer takes the nine-role Q3 package and it becomes the default motion. Fee per role falls, revenue per sales cycle rises, and the share of revenue that recurs starts to move the multiple.
Share of roles sold inside a package Contracted so far Year 1 · roles inside a package Year 2 · roles inside a package Year 3 · roles inside a package
Second screener
One person other than Daisy can run a screen off the question cards. Capacity doubles without touching price, and the key-person risk that diligence prices comes down.
People who can run a screen Share of the motion that runs without a founder Year 1 · operators Year 2 · operators Year 3 · operators
The stack absorbs the screen
Delivery hours per role fall from 26 to 12, which is the KPI worth more than any conversion improvement available. Four outcomes at once: capacity, margin, key-person risk, defensibility.
Delivery hours per role, end to end Share of delivery hours the agent stack absorbs Year 1 · agent-absorbed delivery Year 2 · agent-absorbed delivery Year 3 · agent-absorbed delivery
Retainers, and the multiple moves
Packaged plus a real recurring line. This is the only shape on the panel where year three gets near the target, because the multiple is weighted by the share of revenue that recurs.
Share of roles sold inside a package Year 1 · roles inside a package Year 2 · roles inside a package Year 3 · roles inside a package Year 1 · retainer MRR at year end Year 2 · retainer MRR at year end Year 3 · retainer MRR at year end Year 2 · operators Year 3 · operators Year 2 · agent-absorbed delivery Year 3 · agent-absorbed delivery