Tilicho Labs

Path to $100M

Company strategy · October 2026

What we cover

Four parts, in this order

PART 1
Where we are going: $2.5M in the next two quarters, $100M in 5–7 years
PART 2
What we do in the next two quarters
PART 3
How we are set up
PART 4
How we grow and fund it
PART 1Where we are going: $2.5M in the next two quarters, $100M in 5–7 years
Three horizons

Close $2.5M in two quarters, then build to $100M

Next 2 quarters
$2.5M

Education, Voice, Pathfinder

Medium term
Win by industry

One proven use case per industry, scaled through Google

5–7 years
$100M

Paid for outcomes, across regions

now5–7 years
Long term

To reach $100M, we get paid for outcomes in the industries we know best

Paid for effort
Revenue More people

Revenue grows only as fast as we hire.

Paid for outcomes
Revenue More clients, same outcome

Revenue grows with results delivered. One solution serves many clients.

The thinking
  • Clients pay for a result they can see, such as calls handled or costs saved.
  • Each industry measures success in its own way. A bank, a college and a delivery business each care about a different result.
  • We can only price on a result when we know that industry deeply. So we pick a few industries and go deep.
  • Inside one industry, a solution is built once and reused across clients.
  • The same outcome is then sold in many regions. Growth is not tied to one market.
United States
Southeast Asia
Europe
India
Detailed plan in the next few weeks
Medium term

We win one industry at a time, and each win becomes an industry where we sell outcomes

Insider partner

Someone who knows the industry from inside

→
One solid use case

Medium-sized and proven

→
Scale through Google

Repeat it across Google's network

Where it leads: a proven use case in an industry → we learn the result that industry pays for → we sell that result as an outcome, in many regions.
The thinking
  • Harsha Anna's partnership opened our doors at the hyperscalers, and it stays central to how we grow.
  • To enter a new industry, we also partner with people who know that industry from the inside.
  • The first use case teaches us what that industry pays for. That is what we later price as an outcome.
  • We choose the first industries over the next few weeks.
PART 2What we do in the next two quarters
Next two quarters

$2.5M target, and how sure we are of each part

Gemini Enterprise for Education
$1M
Confident

Needs 10 colleges and 1 lakh seats. The first college is live and the process works.

Voice
$1M
Early confidence

One deal closed. More deals in progress.

Pathfinder
$500K
Not yet confident

First deals not closed yet. We start with 5 free assessments to learn.

Product engineering sits outside this target. It runs on its own at 18–20% EBITDA.
Business units

Why each business unit exists

Gemini Enterprise adoption
A Google-based business. We know it depends on Google, and we respect that.
How it grows
  • It earns cash today, and Google needs this work done.
  • Education is working. We make it stronger first.
  • The same adoption work fits other industries. We take it there next.
  • How it looks in 5 years is still open. We are clear-eyed about that.
Voice, growing into agents
Our way into a company. Voice opens the door; agents are what we grow inside.
How it grows
  • Once inside a client, we sell the wider agent work.
  • We push Google first, as a Google partner.
  • We also grow Voice and agents outside Google.
Pathfinder
A deeply technical product that is still early. We learn before we scale.
How it grows
  • Goal: 5 free assessments, through Google or our own network.
  • Stages 1 and 2 are free, so we learn what clients need.
  • Kiran stays in sales for the next 2 months to learn first-hand.
  • Own sales and process hires come next quarter, once we have clarity in 4–6 weeks.
Product engineering
Our original business. It runs on its own and pays its way.
How it grows
  • Runs at 18–20% EBITDA without a sales team.
  • Work comes from inbound and from Qcentrio.
  • We hire one owner with pre-sales and tech skills to run it.
After January

Next quarter, we add salespeople in the US and Southeast Asia, starting with Voice

From January
United States

A sales lead on the ground, taking Voice first

From January
Southeast Asia

We already do business here. A sales lead on the ground grows it, with Voice first.

What follows Voice
  • If Gemini Enterprise adoption works in other industries, we take it to these markets too.
  • If Education can do well in another country, we take it there.
  • This is the first step of the medium-term plan, not a separate bet.
PART 3How we are set up
Organisation

Engineering is covered everywhere; the red roles are the ones we are hiring

Kiran
CEO, Tilicho Labs
partner
Sandilya
CEO, helllo.ai
Gemini Enterprise adoption
Lead: Chandu · Education first
  • Sales: Sharada
  • Agent builders: covered
  • Operations lead
  • Program manager
Voice, growing into agents
Core engineering: helllo.ai
  • Engineering: covered
  • Customer engagement: covered
  • Sales lead (joins in 1–2 weeks)
  • Program manager (delivery and process)
Product and core engineering by helllo.ai, under Sandilya
Pathfinder
Sales: Kiran · Technology: Ravi
  • Engineering: covered
  • Own sales and process leads, next quarter
Product engineering
Inbound and Qcentrio work
  • Delivery team: covered
  • Process lead: in place
  • Unit owner with pre-sales and tech skills
In placeShared for nowTo hire
Sales leadership

Kiran leads sales for one quarter before we hire a sales head

Education sales
Voice sales
Pathfinder sales
→
Sales head

Hired after one quarter

The thinking
  • The three sales roles are different. Kiran works with all three to learn what they share and where they differ.
  • We do not hire someone and hope it works. We hire the right person once we know what the role needs.
  • After that quarter, Kiran moves more of his focus to the long-term plan.
Partners

helllo.ai builds the Voice platform; Tilicho is its GTM partner

Product

Sandilya owns the Voice product

Core engineering

Builds and runs the platform, and hires its own engineers

How we work together
  • helllo.ai runs its own GTMs and has its own networks, including real estate.
  • Tilicho is a GTM partner for helllo.ai: we take Voice to market.
  • Where helllo.ai is strong and Google is not, we take it to Google as a joint plan.
Qcentrio: a partnership still taking shape
  • Qcentrio is a partner company we are building a relationship with.
  • Today they are most interested in product engineering, and also in Pathfinder.
  • They are confident in US government projects. NYC is one; more are coming.
  • The Qcentrio strategy will evolve as we learn more.
Hiring

We hire fast now; these are the roles for the next 6 weeks

1–2 weeks
Voice sales lead joins

Strong profiles came in last week; we are closing now.

Engineering covered

Every unit has the builders it needs

Engineers in 2–3 weeks

If we need more

RoleUnitWhy we need itWhere it standsConfidence
Voice sales leadVoiceClose the $1M Voice targetClosing; joins in 1–2 weeksHigh
Voice program managerVoiceOwn delivery and process, from pilot to liveHiringHigh
Operations leadGemini EnterpriseRun the on-ground work at collegesHiringHigh
Program managerGemini EnterpriseKeep delivery and adoption on trackHiringHigh
Unit owner, pre-sales and techProduct engineeringOwn the unit, handle pre-sales and technical callsHiringHigh
Growth personCEO's officeHungry, growth-minded; works closely with KiranHiringHigh
Marketing personCompanyVideos and LinkedIn brandHiringHigh
Pathfinder sales and process leadsPathfinderOwn Pathfinder once it is provenVoice covers it; decide in 4–6 weeksDepends on early deals

The sales head comes after one quarter, so it sits outside this list.

PART 4How we grow and fund it
Google and beyond

What depends on Google, and what we grow outside it

Depends on Google, by choice
Gemini Enterprise adoption, Education first
Most large leads today
Voice deals we push as a Google partner
Growing outside Google
Voice and agents beyond Google
Pathfinder through our own network
Product engineering: inbound and Qcentrio
US government work with Qcentrio
helllo.ai's networks

Two moves on leads

1
Use every Google contact

Many contacts we already have are not yet worked.

2
Bring Google new markets

Where Google is weak and a partner is strong. Run them jointly.

The thinking
  • Today almost all large leads come from Google, and smaller leads are not run together with them.
  • Our own leads mean we grow without depending on one source.
  • It shows Google we have a mature sales team, not only strong engineering.
Capital allocation

We reclaim capital from roles we don't need and put it back into growth

4
Let go last month

Not performing or not needed

2
More this month

Already identified

Oct
Company-wide cleanup

Every team reviews who is not needed or not fully used. Done by end of October.

We tighten the team first, so new funding goes into growth, not into people we don't need.

Harsha Anna

Four places where Harsha Anna's help matters most

Deeper insight from Google

Feedback on how we are seen, and what it takes to succeed with Google

Connections inside industries

Introductions to insiders as we grow industry by industry

Access to capital

The right investors as we fund the next stage

Moving things inside Google

Help when a deal or approval is stuck

What comes next

Once the cleanup is done, we share how much funding we need and where it goes

In 1–2 weeks
Funding needed

How much we need to reach the target

In 1–2 weeks
Where we spend

Monthly burn by unit, and the path to $2.5M

In a few weeks
Outcome-based plan

How we price and deliver for outcomes, and the first industries