gtm_report

6.2 Channels

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Tempo
Go to Market
How we reach every shelf.
Demand-Side Strategy Partner-led distribution with revenue-share economics
Channel 1 Direct platform sales - 45% of new workers
Channel 2 Payroll and WFM partners - 35% of new workers
Channel 3 Reference-led enterprise - 20% of new workers
Demand Funnel Platform lead > Pilot (60%) > Live (70%) > Expanded
Unit Economics CAC: $28,000, pilot-to-live: 70%, payback: about 12 months - economics work early
Demand Side Revenue-share distribution through platforms workers already use We pay platforms to embed pay, turning cost into profit
Direct Platform Sales Land mid-market staffing, delivery and gig platforms hungry for retention
Payroll Partners Embed through WFM and payroll systems between platform and worker
Revenue Share Pay platforms a share, making instant pay a profit line
Land and Expand Start with instant pay, add Tempo Card, savings and wellness
Reference Selling Use retention data and mid-market wins to reach national platforms
Each platform brings its workers, compounding ARPU and cutting acquisition cost 17 platforms and 40,000 workers live today, with $210M in wages already accessed
Supply Side Owning the licences, float and rails others rent Tempo holds the licences, funds the float and prices the risk in-house
State Licences 50-state money-transmitter coverage lets platforms skip years of build
Sponsor Banking Bank partners and card networks move money in real time
Float Capital Tempo fronts advances, recovered automatically at payday, near-zero loss
Risk Engine Prices risk per worker; default under 0.4% at payday
Card Issuing Tempo Card lets workers spend balances instantly, driving interchange
Licences, float and risk data compound into a hard moat $210M in wages accessed to date at a default rate under 0.4%
Supply-Side Strategy Three supply pillars: licences, capital and rails
Channel 1 50-state licensing held in-house - the core barrier cleared
Channel 2 Float capital funds advances, recovered at payday
Channel 3 Sponsor banks and card networks for real-time settlement
Key Metrics Default under 0.4%, $210M accessed, four-nines settlement uptime
Delivery Strategy Instant pay renders natively inside each platform's app; one API accrues earnings, funds cash-out, and settles automatically on payday
Customer Personas Three platform buyers, one shared retention problem
The Retention-Squeezed Platform Operator
Demographics 35-50, VP Ops or founder, 500 to 5,000-worker gig or staffing platform Pain Points Loses workers to faster-paying rivals; churn drains fill rates Discovery Fintech partnerships, workforce-ops communities, payroll conferences, peer referrals Values Weeks to launch, no compliance burden, revenue share, retention lift Willingness to Pay Pays nothing; earns a share of Tempo's per-worker fees
The Payroll Platform Partnerships Lead
Demographics 35-50, partnerships lead at a WFM or payroll processor Pain Points Needs new revenue and a stickier product without building fintech Discovery Embedded-finance networks, fintech conferences, banking-as-a-service partners Values Fast integration, revenue share, compliance owned by Tempo Willingness to Pay Revenue-share partner; earns on every worker referred
The National Platform Finance Chief
Demographics 40-55, CFO or Head of Worker Experience, 50,000+ workers Pain Points Instant pay is table stakes but too risky to build in-house Discovery Reference customers, retention data, analyst reports, board peers Values Proven scale, full compliance, four-nines uptime, measurable retention Willingness to Pay Enterprise revenue-share; values retention gains over fee savings
Channels & PartnershipsDirect-first now, partner-led distribution scaling in 2027
DirectDirect API sales to platforms - 45% of new workers
IndirectPayroll and WFM integrations - 35% of new workers
CommunityReference customers and retention data drive 20% of pipeline
Channel StrategyDirect (45%, live now), Payroll partners (35%, scaling 2027), Reference-led (20%, growing)
Strategic PartnershipsSponsor banks for money movement, card networks for interchange, payroll and WFM platforms for embedded distribution
KPIs & Business Model Unit economics that work: $28K CAC, 3:1 LTV to CAC
Growth KPIs
MRR Target $100K monthly recurring revenue by end of 2027
User Growth 18% MoM worker growth (vs 8% fintech median)
Conversion Rate 70% pilot-to-live (vs 40% category avg)
Unit Economics
CAC $28,000 blended platform CAC
LTV $84,000 lifetime value
LTV : CAC Ratio 3.0:1 LTV to CAC
Payback Period About 12 month payback
Revenue Model Per-worker recurring, two streams
Pricing $6-$7 per worker per month
Gross Margin 61% today, 75% at scale
Break-Even EBITDA positive in Year 5
Key Takeaway A distribution engine with economics that scale
Customer Acquisition Cost $28,000
Lifetime Value $84,000
LTV : CAC Ratio 3.0:1
Year 1 Projection 120,000 active workers across 100 platforms by end of 2027, driven by revenue-share partnerships and land-and-expand per worker