Todd Saunders@toddsaunders
Spent an hour on zoom this morning with a CEO who sells software to independent pharmacies.
There are 21,000 independent pharmacies in the US, I would have never believed that I guessed there were 4,000.
He has 3,200 of them as customers already, at 88% GRR.
His product costs $400/month but he has some clients paying $1,000/mo for an enterprise tier.
He told me the biggest risk to his business isn't competition, AI or really anything in tech.
It's that his customers are aging out... and it's happening fast.
Average pharmacy owner age is 58.
The ones selling their stores go to chains, and the chains don't want his software.
The ones retiring just close.
So he built a succession planning module. It helps owners find buyers, value their business, and transition their data.
This one module has exploded his business. He's now doing $4M in ARR up from ~$1.3M in ARR, and NRR has 3x'ed.
Now he's the first call when a pharmacy changes hands.
My mind is blown.
