COMMAND DASHBOARD
Company snapshot: $200M+ funding, $15M revenue (FY25), ~300 headcount, $750M Series D valuation. Cambridge University spinout founded 2017 by Nikola Mrkšić (CEO), building enterprise voice AI agents for customer service automation. HQ London with US offices.
Sales cycle friction: Long direct sales cycles (6-9 months) with growing losses to $26.6M despite revenue growth. Relying on channel partners (30% bookings) to shorten cycles to <45 days. Managed service model limits customer self-serve iteration speed.
GTM infrastructure gaps: GTM systems need rebuild/optimization (actively hiring Senior Manager GTM Systems). Limited analytics depth, no-code builder, multi-channel unification. Tech-founder CEO deeply involved in product/sales but recent GTM President hire signals need for dedicated sales infrastructure.
Competitive positioning: Strong in voice quality, enterprise deployments, proprietary models vs competitors (Replicant, Sierra $100M ARR, Decagon). Gaps in self-serve/low-code flexibility, omnichannel breadth, outbound calling scale. Lags US rivals in ARR multiples/scale.
Hiring signals: Actively hiring AI/ML roles: Senior Research Scientist (LLM post-training), Forward Deployed AI Engineers, Engineering Managers. Sales/GTM: Multiple Enterprise Account Executives (US regions, Healthcare, Central), VP Enterprise Sales.

PolyAI needs to scale enterprise sales motions while integrating agentic AI deeply into GTM operations — Salesforce rebuild, AI automation in lead routing/prospecting, and systematic channel acceleration. The structural gap is building AI systems (proprietary voice/LLM expertise) AND professionalizing sales organization (shorten cycles, channel scale, RevOps) simultaneously.

Days 1–90Q1 — FOUNDATION
Days 91–180Q2 — BUILD
Days 181–270Q3 — SCALE
Days 271–365Q4 — OPTIMIZE
Conservative

$45M ARR (3x current revenue)

Target

$60M ARR run-rate

Stretch

$75M ARR (assumes accelerated enterprise adoption and expanded international presence)

Strategic Summary

Core Opportunity

PolyAI has strong proprietary voice AI technology and enterprise deployments but faces 6-9 month sales cycles and growing losses despite revenue growth. The company needs systematic GTM infrastructure to bridge technical excellence with commercial execution.

Execution Thesis

Deploy AI-powered sales automation leveraging PolyAI's core voice technology while building channel acceleration and self-serve capabilities — targeting $60M ARR run-rate through compressed sales cycles and expanded enterprise coverage in Healthcare and Financial Services verticals.

Production systems, not theory. Revenue captured, not demos given.