SaaS Interviews with CEOs, Startups, Founders
Oct 20, 2026 · 23 min · 11 segments
Jonathan Adly spent 15 years as a licensed pharmacist before writing the first line of code for TJM Labs in November 2024 — and 18 months later he's at $25M ARR, 40% EBITDA, 450 pharmacies, and $100M…
Nathan LatkaHost
But if we fast-forward to today here in middle of 2026, what is TGM L- or TJM Labs selling to these pharmacies? What, what do they get when they pay you?
So if you imagine, if you walk into a pharmacy, typically the doctor have sent an electronic prescription, which is basically, you know, a regulated version of an email, uh, or a fax, or they gave you a, a hard copy of a prescription that you walk into the pharmacy.
Typically, you know, you ha- pharmacy has staff that spending the whole day typing this prescription into their system of record.
Um, and then the pharmacist double-checks it and then dispenses it to you as a patient.
How do you structure your price, and what's the average pharmacy paying you today per year to use your technology?
... slightly less than the salary of a, a pharmacy technician, and that's how we price it.
You can hire a digital worker for 45K a year, or you can hire three human worker, and that will cost you 150K a year, right? Or more if you count benefits and payroll and all of that stuff.
And did you always price this way, even going back to 2020, in the last year when you launched?
We didn't think per-seat pricing makes any sense in the AI world, right? We don't think task also makes sense.
Imagine you're hiring someone and you told them, "You're gonna only work on this one task, and that's it." Typically, that's not how people work.
But if we fast-forward to today here in middle of 2026, what is TGM L- or TJM Labs selling to these pharmacies? What, what do they get when they pay you?
So if you imagine, if you walk into a pharmacy, typically the doctor have sent an electronic prescription, which is basically, you know, a regulated version of an email, uh, or a fax, or they gave you a, a hard copy of a prescription that you walk into the pharmacy.
Typically, you know, you ha- pharmacy has staff that spending the whole day typing this prescription into their system of record.
Um, and then the pharmacist double-checks it and then dispenses it to you as a patient.
How do you structure your price, and what's the average pharmacy paying you today per year to use your technology?
... slightly less than the salary of a, a pharmacy technician, and that's how we price it.
You can hire a digital worker for 45K a year, or you can hire three human worker, and that will cost you 150K a year, right? Or more if you count benefits and payroll and all of that stuff.
And did you always price this way, even going back to 2020, in the last year when you launched?
We didn't think per-seat pricing makes any sense in the AI world, right? We don't think task also makes sense.
Imagine you're hiring someone and you told them, "You're gonna only work on this one task, and that's it." Typically, that's not how people work.
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