Pitch Script: Aaron Russell-Davison
Psychological Profile
Aaron is not a tech buyer. He's a deal evaluator. Ex-Global Head of Debt Capital Markets at Standard Chartered means:
What drives him
- Risk-adjusted returns. He thinks "what's the downside and what's the upside?"
- Efficiency gains. 250+ clients = constant operational friction. Anything reducing cost-to-serve is interesting.
- Revenue diversification. Tech product bolted on to existing clients = new revenue at near-zero acquisition cost.
- Credibility. He won't attach his name to anything that looks amateur.
How he evaluates
- Numbers first, story second. Have economics ready before narrative.
- He'll stress-test assumptions. Expect "what if only 20 clients use it?"
- He respects decisiveness. Don't waffle. Have a clear ask.
- He notices preparation. Ex-banker = sat through thousands of pitches.
What he fears
- Reputation damage - recommending something that breaks or looks cheap
- Operational drag - support tickets and headaches
- Being someone's lifeline - he wants to get ahead, not bail you out
Power Dynamics
Reality: You owe Aaron's company money. You need this deal. He knows your financial situation.
Reframe: You are offering a technology his clients will need in 3 months regardless. The e-invoicing mandate is real. You built the solution. He has the distribution. Business fit, not a favor.
Tactical rules
- Never reference your financial pressure. No "this would really help me out."
- Present from a position of choice. You have multiple interested parties. Aaron is preferred, not only option.
- Let him do the math. Present numbers, let him calculate. Bankers trust their own math.
- Match his tempo. He's measured. Don't rush. Don't fill silences.
- On the debt: You bring it up. On your terms. As a commercial offset.
Section 1: Opening (3-5 min)
"Aaron, thanks for making time. Before anything else - SRP onboarding is going well. [Reference one specific positive thing.] Appreciate how your team handles things.
I wanted to talk to you about something separate. Not Soluna housekeeping - a business opportunity. I built a product that I think fits your client base perfectly, and the timing is very specific. I'd like to walk you through it and get your honest take. If it doesn't make sense for SRP, no problem - I'd still value your perspective on the market."
Why it works: Acknowledges relationship. Signals separation from services. "Business opportunity" not "I need something." Removes obligation.
Section 2: Problem Framing (5-7 min)
"Quick question - how do your clients currently handle receipts and expense tracking? I'm curious what you see on the ground."
[Let him talk. He'll describe chaos. This is your setup.]
"That's exactly what I kept running into. Running Soluna, running Earthlinks in Sri Lanka - receipts in three currencies, three jurisdictions.
But here's the thing: UAE e-invoicing goes mandatory July 2026. Three months from now. Every business registered in UAE will need to capture, categorize, and transmit receipt data digitally.
The market's going to split in two. Companies that have something in place by July, and companies scrambling after. I think there's an opportunity for SRP to be the one putting the solution in their hands."
Section 3: Solution Demo (7-10 min)
"So I built this. It's called TheBill. Let me show you what it does."
Demo flow (in this order)
- Scan a receipt - photo, AI reads in 2-3 seconds. "One photo. Everything extracted. No typing."
- Multi-currency - AED, USD, GBP, LKR. "Your clients operate across four jurisdictions."
- AI categories per business type - "It learns the business."
- Integrations - "Wafeq for UAE. Xero for Singapore/UK. QuickBooks for everyone else. Six integrations, all built in."
- Accountant export - CSV, PDF, ZIP. "Everything in the format they need."
- White-label - "Your branding, your domain. Turnkey add-on."
- Security - "Server-side processing. Rate-limited. Encrypted. GDPR compliant."
- "I built this in 11 days" (sounds fragile to a banker)
- "It's basically free to run" (he'll wonder about the catch)
- Technical details unless asked (he cares about reliability, not Cloudflare)
Section 4: The Offer (5-7 min)
"Here's what I'm proposing. Exclusive license for TheBill in UAE and MENA, under SRP's brand.
One-time setup fee - $25,000 to $45,000, depending on customization.
Per-client royalty - $5 per active client per month. You set your price on top. Charge $15, keep $10. Charge $25, keep $20.
Exclusivity - 24 months. Only condition: 50 active clients by month 12.
What you get: Full product. All integrations. Updates. Support. White-label. A product your clients need in 3 months that you can offer next week."
Then stop talking. Let him react.
Economics for Aaron
| Clients | Your royalty/mo | If SRP charges $15 | SRP net/mo | SRP net/year |
|---|---|---|---|---|
| 50 | $250 | $750 | $500 | $6,000 |
| 100 | $500 | $1,500 | $1,000 | $12,000 |
| 150 | $750 | $2,250 | $1,500 | $18,000 |
| 250 | $1,250 | $3,750 | $2,500 | $30,000 |
Floor: $25K setup (non-negotiable). $5/client is already below Dext ($17-24). Can offer milestone payments: $15K signing, $10K at delivery, $5K at 30-day.
Section 5: Handling the Debt (2-3 min)
Timing: AFTER positive reaction. Never before. If pitch goes poorly, handle debt separately.
"One more thing on the commercial side. I have an outstanding balance with SRP and with 3sixty that I want to address. I'd like to propose offsetting that against the license agreement. It simplifies the transaction - instead of $[X]K setup, we net it to $[X-5]K, and both sides start clean."
If he rejects offset:
"Fair enough. I'll settle the balance separately and we keep the license deal clean. I just wanted to be upfront about it."
Section 6: Objection Handling
"Why not build it myself?"
"You could. What you can't build in three months is six working integrations, AI categorization, multi-jurisdiction support, and a live product. The setup fee is for the 12-18 months of dev time you're skipping. By the time a custom build is ready, July has passed."
"What if only 20 clients use it?"
"Then your royalty is $100/month and you've spent $25K. Not great. But the mandate isn't optional. Your clients WILL need something. The question is whether SRP provides it or they find Dext themselves. And at 20, you still have exclusivity - 50-client check is at month 12."
"Why not just recommend Dext?"
"You can. Dext is $17-24/user, no white-labeling, no SRP branding. Your clients go to Dext and SRP gets nothing. With TheBill, you control the relationship, set the price, earn margin. Recommending Dext makes you a referrer. Licensing TheBill makes you a provider."
"What if you get hit by a bus?"
"Fair question. Serverless infrastructure, no single point of failure. Code escrow clause in the agreement - if I can't maintain it, you get source code access. You're buying a product, not a dependency."
"I need to think about it."
"Absolutely. I'll send you a one-pager. One thing worth factoring - the July deadline is fixed. We need to be moving by mid-April to be comfortable."
"The price is too high."
"What number would make sense for you?"
Let him anchor. Don't counter immediately. "Let me think about whether I can make that work."
"Not sure my clients will use it."
"How about a 30-day pilot? Pick 10 clients, I set them up, we see usage. Free. De-risks for both of us."
Only offer pilot as fallback. Don't lead with it.
Section 7: Close (2-3 min)
If going well:
"I'll send you a one-pager with structure and economics. If broad strokes make sense, I'll draft a term sheet. I can have both to you by [day]. Does that work?"
If warm but cautious:
"How about I set up a demo for someone on your team who handles client operations?"
If cool:
"Appreciate the honest feedback. The product will be here. If anything changes on e-invoicing or clients start asking - I'd love to revisit."
Ideal outcomes (ranked):
- "Send me the term sheet" (ready to negotiate)
- "Let me look at the one-pager" (considering)
- "Let me talk to my team" (interested, not sole decision-maker)
- "Let's revisit in a few weeks" (door open)
Follow-Up Plan
| When | Action |
|---|---|
| 24h | Thank-you WhatsApp + one-pager PDF |
| Day 3-5 | Short follow-up: "Had a chance to look?" |
| Day 10-14 | Data nudge: new e-invoicing news or "Just signed Poland license" |
| Day 21+ | Accept timing. Maintain relationship. Revisit in 4-6 weeks. |
Red Lines
| Never say | Why |
|---|---|
| "I need this deal" | Destroys negotiating position |
| "I built this in 11 days" | Sounds fragile to non-technical buyer |
| "It's basically free to run" | Questions about quality/sustainability |
| "I have other offers" (unless true) | Bluffing an ex-banker is a losing play |
| Anything about GolemLabs/SISU | Muddies pitch, raises "is he focused?" questions |
| "AI-powered" as selling point | Oversaturated. Show, don't label. |
| Bad-mouthing 3sixty | He'll wonder what you say about SRP |
| Technical jargon | "It works, it's fast, it's secure" is enough |
| "This is worth $X" | Let HIM assess value |
| "I promise" future features | Only commit to what exists today |
If Aaron Says No
"If this isn't the right fit for SRP directly, is there anyone in your network who deals with fintech or accounting tech? I'm exploring a few distribution channels."
Pivots from "will you buy" to "can you connect." Plants the seed for exit strategy.
Pre-Meeting Checklist
- Product demo working on phone (test 30 min before)
- Receipt ready to scan live (paper receipt in pocket)
- One-pager PDF ready (don't send before - it's follow-up)
- Know exact arrears number ($X SRP, $X 3sixty)
- Know one specific positive thing about SRP service
- Phone charged, internet stable
Quick Reference Card
LICENSE: Exclusive UAE/MENA, 24 months SETUP: $25-45K one-time (floor: $25K, target: $35K) ROYALTY: $5/active client/month BREAK: Exclusivity drops at month 12 if <50 clients OFFSET: Propose $5K arrears offset against setup fee ESCROW: Code escrow clause included SUPPORT: Email, 48h response, updates included BRAND: Full white-label (SRP branding) WALK-AWAY: Below $15K setup = no deal. Keep relationship.
TheBill Scanner - UAE/MENA Regional License
The Opportunity
The UAE Federal Tax Authority will mandate e-invoicing from July 2026. Every firm handling corporate clients needs compliant expense digitization - now, not later. TheBill Scanner is production-ready with Wafeq integration and can be deployed under your brand within weeks.
What You Get
- White-label PWA - your brand, your domain, installable on any device
- AI-powered receipt scanning - photo to structured data in seconds
- Wafeq integration - direct push to clients' Wafeq accounts
- 6 accounting integrations - Wafeq (UAE), QuickBooks Online (global), Xero (UK/AU), inFakt (PL), Comarch Optima (PL), KSeF (PL)
- Multi-tenant architecture - firm dashboard, per-client categories, role-based access
- Bank statement matching - upload statements, AI matches against receipts
- Approval workflows - client scans, accountant reviews
- GDPR compliant - encrypted tokens, audit trail, client data isolation
- Near-zero hosting - Cloudflare serverless
Economics
| Your Cost | Your Revenue ($15-20/client) | Your Margin | |
|---|---|---|---|
| Setup (one-time) | $25,000 - $45,000 | - | - |
| 50 clients | $250/mo royalty | $750 - $1,000/mo | $500 - $750/mo |
| 100 clients | $500/mo royalty | $1,500 - $2,000/mo | $1,000 - $1,500/mo |
| 250 clients | $1,250/mo royalty | $3,750 - $5,000/mo | $2,500 - $3,750/mo |
Breakeven: 100 clients at $15/mo = 17-25 months. 250 clients at $20/mo = 7-10 months.
AI cost per receipt: ~$0.003 (included in royalty).
Terms Summary
| Term | Detail |
|---|---|
| Setup fee | $25,000 - $45,000 (one-time, scope-dependent) |
| Royalty | $5 per active client per month |
| Exclusivity | UAE + MENA, 24 months |
| Exclusivity condition | 50+ active clients by month 12 |
| Minimum royalty | $500/month (starts month 6) |
| Your pricing | Set your own (recommended $15-25/month) |
| Support | Email, updates, maintenance included |
| Termination | 90 days written notice |
Next Steps
- Live demo - 30-min walkthrough with Wafeq integration
- Scope discussion - customization needs for SRP client base
- Agreement - sign and deploy within 4-6 weeks
Jack Ciszewski-Guy | Soluna LLC - Dubai, UAE | jack@golemlabs.ai
Pitch Script: Michal Siejak (NuOrder)
Know Your Audience
- CEO/owner NuOrder - integrated marketing. Clients: Adamed, J&J, Unilever, Bayer, mBank, PZPN
- Understands digital, strategy, business growth - this is his day job
- Already has TheBill for testing
- Loyal - Rekawa $45K loss proves he believes in you
- Will be honest. If he thinks it's bullshit, he'll say so.
What he fears
- Another Rekawa. He won't say it, but it's in the room.
- Operational complexity. NuOrder is marketing, not SaaS.
- Selling something he doesn't fully understand.
Section 1: Opening (5-7 min)
"Sieju, dzieki ze znalazles czas. Jak tam NuOrder? [Catch up, 2-3 min.]
Sluchaj, chce z Toba pogadac o czyms konkretnym. Nie wiem czy juz spojrzales na tego TheBilla - ale zanim wejde w temat, chce powiedziec jedna rzecz wprost.
Wiem ze Rekawa nie wyszla. Wiem ze wlozyles w to 45 tysiecy. To lezy na mnie i chce to rozwiazac - ale dzisiaj chce rozmawiac o czyms zupelnie innym. Osobny temat, osobny produkt, osobna propozycja. Nie chce zebys myslal ze probuje jedna dziura latac druga. OK?
[Wait for response.]
Dobra. To co chce Ci zaproponowac to TheBill jako biznes. Nie jako narzedzie - jako biznes, ktory mozesz prowadzic w Polsce."
Section 2: KSeF Timing (5-7 min)
"Sieju, KSeF wlasnie ruszyl. Pierwszego kwietnia. Kazda firma w Polsce musi teraz przejsc na e-fakturowanie. 57 tysiecy biur rachunkowych wlasnie ma nowy problem do rozwiazania.
Ksiegowe, ktore braly paragony w reklamowkach i wbijaly recznie do Optimy - teraz musza miec narzedzia cyfrowe.
TheBill jest gotowy. Dzisiaj. Skanuje paragon, AI czyta, kategoryzuje, matchuje z bankiem, eksportuje do inFaktu, Comarch Optimy, albo prosto do KSeF. Po polsku. Za 9 zlotych od klienta miesiecznie."
Section 3: What Sieju Gets (5-7 min)
"Wylaczna licencja na Polske. TheBill w Polsce to Twoj biznes. White-label - mozesz zmienic logo, kolory, nazwe.
Dostajesz: pelny produkt PL/EN, RODO, regulamin, KSeF + inFakt + Comarch, updates, support.
NIE dostajesz: kodu zrodlowego. IP moje. Ty dostajesz produkt.
Wylacznosc 24 miesiace. Warunek: 50 klientow do miesiaca 12."
Section 4: Economics (7-10 min)
"Teraz liczby. Setup fee: 15-25 tysiecy dolarow jednorazowo. Royalty: 3 dolary od aktywnego klienta miesiecznie. Policzmy razem:"
| Klientow | Przychod/mies (39 PLN) | Royalty | Zysk/mies | Zysk/rok |
|---|---|---|---|---|
| 50 | 1,950 PLN | ~610 PLN | ~1,340 PLN | ~16,000 PLN |
| 100 | 3,900 PLN | ~1,220 PLN | ~2,680 PLN | ~32,000 PLN |
| 250 | 9,750 PLN | ~3,050 PLN | ~6,700 PLN | ~80,000 PLN |
| 500 | 19,500 PLN | ~6,100 PLN | ~13,400 PLN | ~160,000 PLN |
| 1,000 | 39,000 PLN | ~12,200 PLN | ~26,800 PLN | ~322,000 PLN |
"Przy 500 klientach na 57 tysiecy biur - to jest mniej niz 1% rynku - mowisz o 160 tysiecy PLN rocznie za produkt, ktorego nie musisz budowac, utrzymywac, ani rozwijac."
Section 5: How NuOrder Fits
Path 1: Direct to accounting firms
NuOrder runs campaigns targeting biura rachunkowe. Landing page, lead gen, SoMe, content. TheBill is the product. NuOrder's marketing muscle is the moat.
Path 2: Existing smaller clients
NuOrder clients who manage own accounting get TheBill as value-add. New revenue from existing relationships.
Path 3: Bundle - marketing + tools
Accounting firms need clients too. "We'll market your firm AND give your clients TheBill." Double revenue.
Section 6: Rekawa Handling
If "What about the 45K?"
"Wiem. To lezy na mnie i to jest moj dlug wobec Ciebie. Chce to rozwiazac - i bede. Ale nie chce mieszac jednego z drugim. Jesli TheBill ma sens jako biznes, niech ma sens na swoich nogach."
If "Not sure I want to invest again"
"Rozumiem kompletnie. TheBill to nie Rekawa. Rekawa byla wizja. TheBill jest gotowym produktem. 6 integracji. Dwoch uzytkownikow testuje. KSeF wlasnie wszedl. Tu nie inwestujesz w pomysl - inwestujesz w produkt ktory juz dziala.
Ale sluchaj - jesli to nie jest dla Ciebie, to nie jest. Nie pozwole zeby to wplynelo na nasz kolezenstwo."
Objection Handling
"Nie mam czasu"
"Nie wymaga budowania firmy. TheBill dziala sam. Jedna osoba w NuOrder, part-time. 10-15 godzin miesiecznie przy 100 klientach."
"Biura rachunkowe to nie nasz rynek"
"Wlasnie dlatego ciekawe. NuOrder zna marketing i sprzedaz. Biura nie znaja. Mozecie im sprzedac TheBilla, a potem marketingowe uslugi. Podwojne wejscie."
"$15-25K to duzo"
"Mniej niz roczne zatrudnienie juniora. Gotowy produkt, 6 integracji, KSeF compliance, wylacznosc na 57K rynek. Mozemy rozbic: 50% teraz, 50% po 90 dniach."
"Co jesli KSeF nie wypali?"
"KSeF juz ruszyl. 1 kwietnia. To nie 'co jesli' - to juz sie dzieje."
"Moge zobaczyc?"
"Masz juz licencje. Wejdz, zeskanuj kilka paragonow, sprawdz eksport do Comarch."
"Czemu nie robisz sam?"
"Bo nie jestem w Polsce. Nie mam sieci w biurach rachunkowych. Ty masz NuOrder, ludzi, reputacje, infrastrukture. Ja mam produkt."
Close
"Nie potrzebuje odpowiedzi dzisiaj. Wysle Ci one-pager z liczbami. Pograj z TheBillem.
Jedyne co powiem - timing jest wazny. KSeF ruszyl, kto pierwszy wejdzie z narzedziem do biur, ten zgarnia rynek. Za 6 miesiecy beda inne opcje. Dzisiaj jest okno."
S.I.S.U. OS Teaser (only if vibe is right)
"Jeszcze jedna rzecz - nie dzis, ale na przyszlosc. TheBill to maly produkt. Wiekszy projekt to S.I.S.U. OS - system AI do zarzadzania firma. Pelny C-suite przez AI. Ale o tym pogadamy innym razem."
Conversation Map
1. Catch up (2-3 min) 2. Acknowledge Rekawa (2 min) 3. Pivot: "TheBill jako biznes" (1 min) 4. KSeF timing + market (5-7 min) 5. What he gets (5-7 min) 6. Economics (7-10 min) 7. How NuOrder fits (5-7 min) 8. Objections (as they come) 9. Close + one-pager (3-5 min) 10. SISU teaser if vibe right (1-2 min) Total: 30-45 min. No slides. Just conversation with numbers. WALK-AWAY: Below $15K = no deal. Keep friendship.
TheBill Scanner - Poland Regional License
The Opportunity
KSeF (Krajowy System e-Faktur) went mandatory on April 1, 2026. Every business in Poland must now digitize invoicing. 57,000 accounting firms need new tools - fast.
TheBill Scanner is ready-to-deploy with native Polish integrations: KSeF, inFakt, Comarch Optima. AI-powered. PL/EN. RODO compliant. Working today.
I'm offering you exclusive distribution rights for Poland.
What You Get
| Product | TheBill Scanner - full PWA (mobile + desktop) |
| Territory | Poland - exclusive for 24 months |
| Integrations | KSeF, inFakt, Comarch Optima (+ Xero, Wafeq, QBO international) |
| White-label | Rebrand with your logo, colors, name |
| Language | Polish + English (340+ translated strings) |
| Legal | Terms, Privacy (RODO), DPA - ready in Polish |
| AI Engine | Claude Haiku - OCR, auto-categorization, bank matching |
| Updates | Continuous development included |
| Support | Technical support, email, 48h response |
How It Works
- Scan - Client photographs receipt. AI reads it instantly.
- Categorize - AI auto-detects business type, assigns categories.
- Match - Upload bank statement. System matches receipts to transactions.
- Export - One click to Comarch Optima (XML/CSV), inFakt, or KSeF.
- Report - PDF reports, budget analysis, vendor breakdowns.
Cost per receipt: ~$0.003. Hosting: near-zero.
Economics
Your Costs
| Item | Amount | When |
|---|---|---|
| Setup fee | $15,000 - $25,000 | One-time |
| Royalty | $3/active client/month | Monthly |
| Minimum royalty | $500/month | After month 6 |
Your Revenue (at 39 PLN/client/month)
| Clients | Revenue/mo | Royalty | Profit/mo | Profit/year |
|---|---|---|---|---|
| 50 | ~1,950 PLN | ~610 PLN | ~1,340 PLN | ~16,000 PLN |
| 100 | ~3,900 PLN | ~1,220 PLN | ~2,680 PLN | ~32,000 PLN |
| 250 | ~9,750 PLN | ~3,050 PLN | ~6,700 PLN | ~80,000 PLN |
| 500 | ~19,500 PLN | ~6,100 PLN | ~13,400 PLN | ~160,000 PLN |
| 1,000 | ~39,000 PLN | ~12,200 PLN | ~26,800 PLN | ~322,000 PLN |
500 clients = less than 1% of 57,000 firms. 160,000 PLN/year from a product you didn't build.
How NuOrder Fits
Path 1: Direct to accounting firms - NuOrder campaigns, landing page, lead gen.
Path 2: Add-on for smaller existing clients who manage own accounting.
Path 3: Bundle - "We'll market your firm AND give your clients TheBill."
Responsibilities
| Jack (Licensor) | Sieju (Licensee) |
|---|---|
| Product development | Sales and distribution |
| Bug fixes and updates | Client onboarding |
| New integrations | Client support (first line) |
| Infrastructure and hosting | Marketing and lead gen |
| Technical support (second line) | Pricing decisions |
| 2-4 hours/week | Your call on time |
Key Terms
| Term | Detail |
|---|---|
| Licensor | Soluna LLC (Dubai) |
| Territory | Poland (exclusive) |
| Duration | 24 months, renewable |
| Exclusivity condition | 50 clients by month 12 |
| IP | Remains with Licensor |
| Termination | 90 days notice |
| Payment | Setup at signing. Royalties monthly, net 14. |
Why Now
- KSeF just launched. First mover advantage.
- No Polish competitor at this price. Dext: 30-50 PLN without PL integrations.
- Product is complete. Not MVP. 6 integrations, i18n, legal, guide - all live.
- Window closes. In 6-12 months, others will build Polish solutions.
Jack Guy | jack@golemlabs.ai | TheBill: receipt-scanner-ezg.pages.dev
Regional License Agreement
This Regional License Agreement ("Agreement") is entered into as of [EFFECTIVE DATE] by and between:
Licensor: Soluna LLC, Dubai, UAE - represented by Jack Ciszewski-Guy, Managing Director
Licensee: [COMPANY NAME], [JURISDICTION] - represented by [NAME], [TITLE]
1. Definitions
"Product" - TheBill Scanner platform (web app, server functions, AI pipeline, documentation).
"Territory" - [UAE and MENA | Poland | UK] as specified.
"Active Client" - unique sync token with at least 1 transaction in a billing month.
"White-Label Version" - Product customized with Licensee's branding.
"Client Data" - all data entered/generated by end users.
"Setup Fee" - one-time deployment and customization fee.
"Royalty" - recurring per-client fee.
2. License Grant
2.1 Licensor grants Licensee an exclusive (subject to S.4), non-transferable, non-sublicensable license to deploy, operate, and distribute the White-Label Version within the Territory.
2.2 Permitted: Deploy under own brand, distribute to clients, set own pricing, provide first-line support.
2.3 Restricted: No reverse engineering, no sublicensing, no deployment outside Territory, no removal of copyright notices, no competing product development.
3. Fees and Payment
3.1 Setup Fee: $[AMOUNT] USD within 14 days of Effective Date.
3.2 Royalty: $5.00 per Active Client per Billing Month.
3.3 Minimum: $500/month starting Billing Month 7.
3.4 Reporting: Monthly usage report by 5th of each month. Payment due within 15 days.
3.5 Method: Bank transfer, USD, exclusive of taxes.
3.6 Late Payment: 1.5%/month interest.
3.7 Audit: Once/year, 30 days notice, system log verification.
4. Exclusivity
4.1 Exclusive for 24 months from Effective Date.
4.2 Condition: 50+ Active Clients by month 12. If not met, converts to non-exclusive on month 13 day 1.
4.3 30 days written notice before conversion.
4.4 Renewal of exclusivity negotiable based on performance.
5. Intellectual Property
5.1 All IP (source code, architecture, AI, algorithms, docs) remains sole property of Licensor.
5.2 Licensee retains rights to own branding applied to White-Label Version.
5.3 Improvements by Licensor owned by Licensor. Licensee benefits via license.
5.4 Feedback may be freely used by Licensor.
6. Support and Maintenance
6.1 Email support, 48h response, business days.
6.2 All updates, bug fixes, security patches included.
6.3 Target: 99.5% monthly uptime.
6.4 New integrations included. Territory-specific custom integrations may incur additional fees.
6.5 Licensee handles first-line support. Licensor handles second-line (technical).
7. Data Protection
7.1 Client Data belongs to end clients.
7.2 No access to Client Data without client consent (except for requested support).
7.3 Data processed solely for Product functionality. Not used for AI training. Not sold.
7.4 Stored on Cloudflare. Compliant with UAE PDPL / GDPR / applicable law.
7.5 Security: HTTPS, token auth, rate limiting, audit trails, data isolation.
7.6 Breach notification: 48 hours.
8. Confidentiality
Mutual NDA provisions. 2-year survival post-termination. Standard exceptions (public info, prior knowledge, independent development, legal requirement).
9. Warranties
Licensor: Has right to grant license. No known IP infringement. Product performs per documentation. Reasonable security.
Licensee: Has right to enter agreement. Will comply with local laws. Won't misrepresent Product.
Disclaimer: PRODUCT PROVIDED "AS IS" BEYOND EXPRESS WARRANTIES.
10. Limitation of Liability
Cap: Total fees paid/payable in preceding 12 months.
Exclusion: No indirect, incidental, special, consequential, or punitive damages.
Exceptions: Breaches of confidentiality, IP, or willful misconduct.
11. Term and Termination
11.1 Initial term: 24 months.
11.2 Auto-renews for 12-month periods (90 days notice to cancel).
11.3 Termination for convenience: 90 days notice.
11.4 Termination for cause: material breach (30 days to cure), insolvency.
11.5 Post-termination: Remove branding (60 days), export Client Data (30 days), 90-day read-only transition, all fees due immediately.
12. General Provisions
Governing law: DIFC, Dubai.
Disputes: 30-day negotiation, then DIFC Courts.
Notices: Email with read receipt. Licensor: jack@golemlabs.ai. Licensee: [EMAIL].
Force majeure, no assignment without consent (except M&A), amendments in writing, severability, entire agreement, counterparts.
Signatures
LICENSOR - Soluna LLC
Jack Ciszewski-Guy, Managing Director
Date: ___________ Signature: ___________
LICENSEE - [COMPANY NAME]
[Name], [Title]
Date: ___________ Signature: ___________
Schedule A - Setup Fee Scope
- White-label deployment under Licensee's brand and domain
- Integration configuration for territory market
- Custom branding (logo, colors, domain)
- Initial client onboarding documentation
- Licensee admin training (remote, up to 4 hours)
Schedule B - Service Level Targets
| Metric | Target |
|---|---|
| Platform availability | 99.5% monthly |
| Receipt processing | Under 10 seconds |
| Support response | 48 hours (business days) |
| Critical bug fix | 24 hours |
| Maintenance notice | 24 hours advance |
Sales Model Analysis - Scenario C+
Jack's Position
- Needs $30-50K cash fast
- Not sentimentally attached - "mozemy stworzyc kolejna w przyszlym tygodniu"
- Wants to focus on S.I.S.U. OS as main play
- TheBill = cash bridge, not life's work
- 10-15h/week available for TheBill
- Can't survive 3 months without cash (Scenario B killed)
3 Scenarios Compared
| A: Sell Now | B: Build & Sell | C+: License (APPROVED) | |
|---|---|---|---|
| Month 1 cash | $50-100K | $25-45K | $45-90K |
| Month 6 | $0 | $200-600K exit | $63-150K cumul |
| Month 12 | $0 | $0 | $100-700K cumul |
| Total 12mo | $50-100K | $225-645K | $100-700K |
| Your time | 0 after sale | 20-30h/week | 2-4h/week |
| Keep IP? | No | No (sell at exit) | Yes |
| Risk | Low | High (no traction = no exit) | Low-Medium |
C+ Sequence (Updated - 3-tier UAE)
| Phase | Who | What | Cash |
|---|---|---|---|
| Phase 1 (now) | Aaron (SRP) | UAE "corporate services" segment license | $15-25K |
| Phase 1b (parallel) | Elza/Nick (Qcomms) | Family Office recon - identify targets | $0 (intel) |
| Phase 2 (month 1) | Sieju (NuOrder) | Poland exclusive license | $15-25K |
| Phase 3 (month 1-2) | Virtuzone | UAE "company formation" segment license | $100-300K |
| Phase 4 (month 2-3) | Family Office (via Elza/Nick) | Custom private deployment | $50-500K |
| Phase 5 (month 2-3) | Kasia | Beta + validation (PL) | $0 (insights) |
| Phase 6 (month 6-12) | All networks | Exit: sell IP + active contracts | $300-500K |
UAE 3-Tier Strategy (NEW)
| Tier | Player | Scale | Access | Cash | Timeline |
|---|---|---|---|---|---|
| 1 | Aaron/SRP | 250 clients | Direct | $15-25K | Now |
| 2 | Virtuzone | 80K clients | Jack's contact | $100-300K | Month 1-2 |
| 3 | Family Office | 1 client = $$$$ | Elza/Nick (Qcomms) | $50-500K | Month 2-3 |
Key insight: Aaron and Virtuzone serve different segments (corporate services vs company formation) - both can hold segment-exclusive licenses simultaneously. Family Office = custom private deployment, separate product tier entirely.
Contact Network
Tier 1 - Active deals
| Person | Role | Value |
|---|---|---|
| Aaron (SRP International) | UAE "corp services" segment license + door opener | $15-25K + exit network |
| Sieju (NuOrder) | PL licensee + distributor | $15-25K + PL market |
| Kasia (accountant) | Beta tester + insights | Validation + case study |
Tier 2 - Bridge/support
| Person | Role | Use when |
|---|---|---|
| Alan (ex-Nokia) | CXO network, door opener | Need corporate intros |
| Ashley/Sam | Bridge loan potential | If Aaron deal slow |
| Artur Pszczola | Quick bridge funding | Emergency cash |
| Dominik | Connector | Poznan/international |
Tier 3 - Reach
| Person | Role | Use when |
|---|---|---|
| Evelka (PR Warsaw) | PR push | After case study |
| Elza/Nick (Qcomms) | Family Office recon + UAE PR | NOW (parallel to Aaron) |
| Gosia | TBD networker | After phone call |
| Andy (Dubai ad agency) | Content/creative | Demo video needed |
Dependencies
- Hardening complete (HARDENING_BRIEF.md - 4 phases)
- Soluna LLC activities updated (software licensing)
- CLO: license agreement reviewed by lawyer
- Aaron meeting - segment-exclusive pitch (this package)
- Sieju conversation - PL exclusive (this package)
- Elza/Nick call - Family Office recon (brief needed)
- Virtuzone contact - identify decision maker (Jack's contact)
- Kasia demo (validation)
UAE 3-Tier Strategy
The Insight
UAE is not one market - it's three. Each tier has different buyers, different price points, and different products. They don't compete with each other.
3 Tiers Compared
| Tier 1: Aaron/SRP | Tier 2: Virtuzone | Tier 3: Family Office | |
|---|---|---|---|
| Scale | 250+ clients | 80,000+ clients | 1 client = $$$$ |
| Revenue | Not public (small firm) | $23.3M/year | Private wealth |
| Relationship | Direct - 2 meetings, LoE signed | Jack has contact | Via Elza/Nick (Qcomms) |
| Decision speed | Aaron = MD, decides alone | Corporate (Ascentium/SG) | Family principal or CIO |
| Setup fee | $15-25K | $100-300K | $50-500K |
| Royalty potential | 250 x $5 = $1,250/mo max | 80K x $5 = $400K/mo theoretical | N/A - custom pricing |
| Realistic 12-mo royalty | 50-100 clients = $250-500/mo | 500-2000 clients = $2,500-10K/mo | Flat retainer $2-10K/mo |
| Risk | Low - small player, you control | Medium - may want to buy IP | Low - custom deployment |
| Time to deal | 1-2 weeks | 1-3 months | 1-3 months |
| Exit value added | "SRP uses TheBill" | "Virtuzone (80K) is licensee" = 10x | "Serves royal family office" = prestige |
Why They Don't Compete
| Aaron/SRP | Virtuzone | Family Office | |
|---|---|---|---|
| Segment | Corporate services (governance, HR, finance) | Company formation (incorporation, visa, banking) | Private wealth management |
| Client type | Existing firms needing management | New firms being incorporated | UHNW family/fund |
| TheBill use case | Ongoing expense tracking for managed firms | Accounting setup for newly formed companies | Multi-currency family expense tracking + reporting |
| License type | Segment-exclusive: "corporate services" | Segment-exclusive: "company formation" | Custom private deployment (no license - bespoke) |
Execution Sequence
NOW - Week 1-2
| Action | Who | Goal |
|---|---|---|
| Aaron pitch (segment-exclusive) | Jack direct | $15-25K + proof of UAE deployment |
| Elza/Nick call - FO recon | Jack via Sandra | Identify 2-3 family offices that need expense management |
| Virtuzone - identify decision maker | Jack's contact | Who handles tech/product partnerships at Virtuzone? |
Month 1-2
| Action | Who | Goal |
|---|---|---|
| Virtuzone pitch | Jack | $100-300K segment license. Pitch: "Already deployed with SRP in UAE" |
| Family Office intro | Elza/Nick | Warm intro to FO CIO/principal. Custom demo. |
| Sieju PL deal | Jack | $15-25K Poland license (parallel) |
Month 2-3
| Action | Who | Goal |
|---|---|---|
| FO custom deployment | Jack + CTO | $50-500K private instance |
| Virtuzone onboarding | Virtuzone team | First 100-500 clients on platform |
Cash Flow Projection (Updated)
| Source | Month 1 | Month 3 | Month 6 | Month 12 |
|---|---|---|---|---|
| Aaron (SRP) | $15-25K | +$250-500/mo | +$250-500/mo | +$250-500/mo |
| Sieju (NuOrder) | - | $15-25K | +$300-900/mo | +$600-1,800/mo |
| Virtuzone | - | $100-300K | +$2,500-10K/mo | +$2,500-10K/mo |
| Family Office | - | - | $50-500K | +$2-10K/mo retainer |
| Cumulative | $15-25K | $130-350K | $200-850K | $300K-1.5M |
Theoretical maximum. Realistic: $150-400K in 12 months across all tiers.
What Aaron's Pitch Changes
Aaron no longer gets full UAE exclusive. He gets segment-exclusive: corporate services clients. This is actually better for the pitch:
- "Exclusive for your segment" sounds more tailored than "exclusive for UAE"
- Lower setup fee ($15-25K vs $25-45K) = easier close
- He still gets everything he needs - his 250 clients are all corporate services
- You keep Virtuzone and FO lanes open
Updated license agreement change needed:
OLD: Territory = "UAE and MENA"
NEW: Territory = "UAE"
Segment = "Corporate services clients"
(companies receiving governance, HR, financial
management, or company secretarial services
from Licensee)
Family Office - What It Looks Like
Family Office is NOT a license deal. It's a custom deployment:
- Private instance - dedicated Cloudflare deployment, not shared
- Custom branding - FO's own identity, zero TheBill branding
- Multi-currency - AED, USD, GBP, CHF, EUR tracking
- Enhanced security - additional encryption, access controls, audit trail
- Reporting - custom PDF reports for family members / trustees
- Pricing - one-time deployment fee ($50-500K) + monthly retainer ($2-10K/mo)
- Privacy - absolute. No data sharing. No analytics. No connection to other instances.
Brief for Elza/Nick (Family Office Recon)
Questions Elza/Nick should explore through their UAE network:
- Which family offices in UAE are actively looking for expense management / financial tracking tools?
- Who is the decision maker - family principal, CIO, CFO, or office manager?
- What tools do they currently use? (Excel? SAP? Custom? Nothing?)
- How many entities / family members need tracking?
- What currencies are they operating in?
- How sensitive are they about data privacy? (Most FOs: extremely)
- Budget range for technology solutions?
- Would a demo/presentation to the CIO be possible?
Key message for Elza/Nick: "We have a private, AI-powered financial tracking system. Ultra-secure, multi-currency, custom-branded. Looking for 1-2 family offices who want a private deployment. Can you introduce us?"
Risks and Mitigations
| Risk | Impact | Mitigation |
|---|---|---|
| Aaron feels devalued by segment-only license | Medium | Frame as "tailored to your business" not "you're getting less" |
| Virtuzone wants to buy IP, not license | High | Start with license. If they insist on acquisition - price is $500K+ (they add exit value) |
| Family Office deal takes 6+ months | Low | It's a bonus lane, not the main plan. Aaron + Sieju carry cash needs. |
| Elza/Nick don't have FO contacts | Medium | Aaron (ex-StanChart, Guernsey Finance) is backup FO access |
| Segment exclusivity is hard to enforce | Low | Clear definitions in license. SRP clients = corporate services. Virtuzone clients = company formation. Different databases. |