FMRK Case Study
GTM Architecture & Capital Story: From Early Signals to Predictable Growth
Results At A Glance
ROI Baseline Model
Developed a commercial anchor for pharmacy pitch and pilots to model ROI at ≥ $4,160/year per unit.
Investment Package
Unified narrative, projections, and funding brief tied to milestones and pilot data to drive funding.
Operational Efficiency
Founder now spends 60% less time fielding repetitive investor and sales questions.
“I knew the tech, but I couldn’t make it land. Brendan became a second brain: translating jargon into clear business value, sharpening the deck, and reframing investor updates to what truly matters. Investor questions that once felt impossible are now easy.
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He got me picking up the phone - less about scripts, more about learning in real time: catching blind spots, and giving constructive feedback. He’s not the vanish-and-bill type; every meeting had structure, decisions, and momentum. He advocates for us even when we’re not in the room.
The result: clarity in go-to-market, structure in our process, and confidence as a founder.”
Faisal Khan, FMRK Diagnostics
Signal
The company had real science and market urgency, but two competing stories.
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Investors heard a tech-forward narrative that was light on commercial proof; pharmacies saw clinical value without clear economics. Onboarding looked bespoke and slow, which fed adoption hesitancy and stalled the raise.
Structure
We split the problem by audience while rebuilding from first principles:
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Commercial math for pharmacies
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Built a bottom-up ROI model showing how even light utilization (1 test/week) clears $4,160+ in annual revenue per unit: becoming the first slide after the problem statement.
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Converted the model into a simple pricing & volume sensitivity view to handle objections on workflow, training, and upfront cost.
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Brand narrative, sales assets, & investment materials
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Produced a pharmacy-first sales deck that pairs clinical relevance with revenue math (6-hour turnaround → faster care, higher service mix).
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Built investor materials that tie product milestones to capital needs, with unit economics and market uptake assumptions spelled out.
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Operational proof
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Designed a templated pilot program (site selection, SOPs, data capture) to derisk adoption and generate case studies for scale.
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Scale
With the ROI baseline and pilot playbook, pharmacy conversations moved from interesting to actionable; investor meetings moved from tactical Q&A to a clear capital path tied to pilots and onboarded sites.
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The founder now leads with a single story: RapidAST shortens time-to-care and pays for itself under conservative volumes - unlocking a repeatable way to open, run, and expand accounts while advancing the raise.
