Target: $20k+ MRR (≈ $250k ARR), profitable, ≥80% gross margin, ≥70% month-3 retention by month 24. (B2B aims higher: ≥80%.)
Rule: no later phase starts until the current checkpoint is hit. Checkpoints and pivot rules are in WHAT-TO-DO-AND-AVOID.md. Days 1–90 are in 08-90-day-plan.md.
Phase 1: Prove the pain (Months 0–3)
| Track | Work |
|---|
| Customers | 30 advisor and agency interviews, 5 tour operators. Concierge pilot for 10–15. |
| Product | Brief → AI draft itinerary → day editor with opening-day and travel-time checks → branded proposal (link + PDF) → traveller trip page (PWA, offline, reminders) → WhatsApp share. |
| Team | Sign a travel-trade co-founder or advisor. |
| Exit | 15 paying, ≥80% M1 retention, median build time under 30 minutes |
Phase 2: Make it sticky (Months 4–6)
| Track | Work |
|---|
| Product | Supplier and content library, templates and reusable days, multi-option quotes, CRM-lite for enquiries, payment links to the agency's own gateway. |
| Distribution | 2 agent-community partnerships (associations, WhatsApp groups, B2B platform networks), YouTube tutorials, and the "Powered by" footer on every trip app. |
| Exit | $2.5k MRR, ≥80% M3 retention, ≥30% of new accounts from referral or partners |
Phase 3: Team tier and in-trip value (Months 7–12)
| Track | Work |
|---|
| Product | Team tier (seats, roles, shared library). Flight status alerts (metered, higher tiers). Adaptive re-planning suggestions that the advisor approves. Advisor–traveller chat or WhatsApp bridge. Dietary, accessibility and visa constraint checks. |
| Market | Open a second, USD-paying market (US/UK advisors via host agencies, or Middle East and Southeast Asia agencies). |
| Revenue add-on | Traveller-side affiliates (eSIM, insurance, activities), with revenue shared with the agency. |
| Exit | $8k MRR, monthly churn <3%, 20+ team or operator accounts |
Phase 4: Scale what works (Months 13–24)
| Track | Work |
|---|
| Product | Operator tier: group trips, rooming lists, per-traveller cost sheets, departure management. Integrations with the agency's booking sources (import confirmations). |
| Distribution | Double down on the best channel. Speak at 2–3 trade events. |
| Team | First hire: customer success/onboarding (agencies need hand-holding). |
| Checkpoint | Month 18: $14k MRR |
| Decision at month 24 | At $20k+ MRR and profitable, the target is hit. The optional venture step is B2B inventory with a take-rate (net-rate hotels and activities), which needs capital and supplier contracts. |
| Exit | $20k+ MRR (≈ $250k ARR), profitable |
What $20k MRR takes
| Market mix | Accounts | Blended ARPU | MRR |
|---|
| All USD (Solo $49 / Team $129 / Operator $249) | ~270 (200 / 50 / 16) | ~$75 | ~$20.2k |
| All India (₹1,999 / ₹4,999 / ₹9,999 ≈ $24 / $60 / $120) | ~550 (400 / 120 / 30) | ~$37 | ~$20.4k |
| Recommended blend (India first, USD markets from month 9) | ~350 | ~$58 | ~$20.3k |
Revenue path (illustrative, blended)
| Month | Paying accounts | Blended ARPU | MRR |
|---|
| 3 | 15 | ~$45 | ~$0.7k |
| 6 | 50 | ~$50 | ~$2.5k |
| 12 | 145 | ~$55 | ~$8k |
| 18 | 240 | ~$57 | ~$13.7k |
| 24 | 350 | ~$58 | ~$20.3k |
This assumes monthly churn of ≤3% after month 6. At 350 accounts that's about 11 lost a month, so you need about 25 new accounts a month by the end. Expect seasonal dips, as agencies are busiest before peak seasons. Push annual plans to smooth cash.
Budget guardrails
- AI, places and flight-status API costs below 10% of revenue. Meter the expensive calls by tier.
- No paid acquisition before month 6. After that, only channels with CAC payback under 4 months.
- Keep 12 months of runway at all times.