The core trade: acquire and qualify a signal for a known, model-controlled cost; sell the verified opportunity for a price anchored to the provider's revenue, not to lead-gen benchmarks. Figures below are illustrative model assumptions for the Australian market.
Providers pay per verified opportunity, priced per vertical at 1–3% of the revenue it represents. Exclusive routing — never resold. This is the engine of near-term revenue.
Feed access, analytics, agent handoff tooling, and CRM integration. Converts opportunity buyers into recurring platform revenue and raises switching costs.
Phase-two pricing in verticals with verifiable settlement (mortgage, building, migration): lower upfront price, share of realized value. Aligns incentives and scales revenue with outcomes.
| Vertical | Signal CAC | Qual. rate | AI + verifyper qualified | Cost / qualifiedfully loaded | Sell priceper opportunity | Gross margin | ROI |
|---|---|---|---|---|---|---|---|
| Migration · Skilledprovider revenue ~$8K | $18 | 24.0% | $6 | $81 | $280 | 71% | 3.5× |
| Mortgagebroker commission ~$4.9K | $22 | 20.0% | $6 | $116 | $420 | 72% | 3.6× |
| Dental · Full-archtreatment value ~$26.5K | $12 | 8.4% | $8 | $151 | $450 | 66% | 3.0× |
| Family Lawmatter fees ~$22K | $15 | 6.1% | $8 | $254 | $700 | 64% | 2.8× |
| Solar & Batterysystem value ~$31.8K | $8 | 7.7% | $5 | $109 | $260 | 58% | 2.4× |
| Custom Buildingcontract value ~$1.5M | $35 | 4.2% | $10 | $843 | $2,500 | 66% | 3.0× |
| Blended (volume-weighted) | $16 | 11.8% | $6 | $142 | $438 | 68% | 3.1× |
Cost per qualified = signal CAC ÷ qualification rate + AI/verification cost. Sell prices sit at 1–3% of provider revenue per opportunity — an order of magnitude below what providers currently spend to acquire the same customer through raw inquiry volume, which is what makes the price durable. Re-engagement reservoir conversions (CAC already sunk) lift blended margin a further 4–6 points at scale.
The table above prices each opportunity against the first transaction. But in most verticals the customer keeps paying the provider — trail commissions, follow-on matters, maintenance, repeat treatment. When the opportunity is priced against lifetime value instead, the same cost base supports a materially higher sell price.
| Vertical | First transaction | Recurring valueto provider | Provider LTVNPV | LTV multiple | One-off price | LTV-pricedNPV per opp. | Gross margin | ROI |
|---|---|---|---|---|---|---|---|---|
| Mortgagetrail 0.15%/yr · ~4.3yr loan life | $4,850 | $1,050 /yr | $9,400 | 1.9× | $420 | $810 | 86% | 7.0× |
| MigrationPR → citizenship, partner & family visas | $8,000 | $2,100 avg follow-on | $14,200 | 1.8× | $280 | $500 | 84% | 6.2× |
| Dental · Full-archmaintenance, hygiene, 2nd arch prob. | $26,500 | $1,150 /yr · 10yr | $38,000 | 1.4× | $450 | $650 | 77% | 4.3× |
| Family Lawconsent orders, estate, follow-on matters | $22,000 | $7,000 avg follow-on | $29,000 | 1.3× | $700 | $920 | 72% | 3.6× |
| Solar & Batterybattery upgrade, service, VPP referral | $31,800 | $5,700 lifetime | $37,500 | 1.2× | $260 | $310 | 65% | 2.8× |
| Custom Buildingvariations, defects-period works | $1.50M | $60K avg | $1.56M | 1.0× | $2,500 | $2,600 | 68% | 3.1× |
| Blended (volume-weighted) | — | — | — | 1.55× | $438 | $679 | 79% | 4.8× |
Same $142 blended cost per qualified opportunity; sell price re-anchored from first-transaction value to LTV. Blended gross margin moves from 68% to 79% and ROI from 3.1× to 4.8× — with zero change to the acquisition engine or qualification stack. The uplift is purely a pricing decision available wherever recurrence exists.
Provider pays once, priced against lifetime value. Simple to sell, immediate cash, no settlement tracking required. Best for verticals with soft recurrence (solar, building).
Mortgage: $420 upfront plus 15% of trail while the loan persists — $158/yr over ~4.3 years ≈ $1,100 total per opportunity, 2.6× the one-off price. Requires settlement verification, which the platform already does for scoring. This converts transactional sales into a compounding revenue book: at 10,000 mortgage opportunities/yr, Mode B layers ~$1.6M of ARR on top of upfront revenue — and that book grows every year the platform operates.
For investors, Mode B is the more valuable structure even at identical NPV: recurring share revenue is annuity-like, outcome-verified, and re-rates the business from marketplace multiples toward recurring-revenue multiples. The scoring feedback loop already requires settlement data, so the tracking infrastructure for Mode B is a by-product of the core product, not an added cost.
The addressable pool is what providers already spend acquiring customers — DemandLayer doesn't create a new budget line, it captures an existing one with a structurally better product. Same-stack expansion into further noisy high-ticket verticals (cosmetic surgery, wealth advice, IVF, private education) and offshore corridors extends the SAM well beyond the six shown. Illustrative figures for modelling purposes.
Agent conversations cost cents and drop with model efficiency; the human qualification labor being replaced costs providers $40–120 per inquiry. The spread widens over time.
At 1–3% of the revenue an opportunity represents, providers earn 30–70× the opportunity price on conversion. Price resistance stays low even as sell prices rise with score quality.
Shared leads trade at $30–150 because five buyers split one customer. Exclusive, verified, evidence-attached opportunities are a different product with a different price floor.
The nurture pool monetises acquisition spend a second and third time. Every quarter of operation makes the next quarter's blended CAC cheaper.