Your records as a recurring revenue stream
Most organizations that sell data do it once. A pharma company licenses a clinical dataset to a research consortium. A hospital signs over de-identified records to a research collaboration. A law firm hands over redlines for a benchmark. The check clears, the data leaves, and that's the end of the economic relationship. The model the data trained then makes money in perpetuity for someone else.
That arrangement systematically undervalues what you're providing. Your records aren't a one-time asset like a piece of real estate. They're a recurring asset — every period your organization continues to operate, it produces more of them, and each fresh batch is materially more valuable than a stale snapshot from two years ago. Pricing that as a single sale is the data equivalent of selling your office building's annual rent roll for a fixed lump sum.
What the recurring structure looks like
We're proposing a different model. Each pilot is its own discrete engagement — $5K–$20K, paid up front, de-identification handled in your environment, a specific scope of records contributed. But the door doesn't close at the end of the pilot. Once the working pipeline is in place, the marginal cost to run a follow-on cycle is near zero. We can re-engage every quarter, every six months, on whatever cadence makes sense for the volume your org produces.
- Pilot one: initial scope, baseline model. You're paid for the records contributed.
- Pilot two and beyond: incremental records from the next operating period. You're paid again, on the same per-pilot basis. The model gets sharper. Your annual licensing revenue compounds.
- Optional uplift: if we build a custom model on top of your data and deploy it elsewhere in your vertical, you can take a royalty position on it. Your one-time data contribution turns into recurring downstream revenue.
Why this matters for finance teams
For CFOs and operations leadership, what we're actually offering is a new line of business that requires almost no operational change. The records are already being produced as a byproduct of normal work. The de-identification step happens in your environment, on your schedule, with your compliance team in the loop. The check comes in. Then the next quarter, another check, and the one after that. It's the closest thing to passive revenue an enterprise organization can structurally create out of work it's already doing.
For most of our partners, this is the first stream of revenue their organization has ever generated from the data side of its operations. We expect that to be true for a while longer — the market for high-quality regulated-vertical records is mid-decade early. Locking in a recurring relationship now sets the precedent for what your records are worth before that pricing fully normalizes.
If you'd like to scope a first pilot — and a likely cadence for follow-ons — put time on the calendar.