Oliva Financial Model

• Stepped-care mental health platform for employers.
• Employee-facing:
• Digital drop-in session: one-hour video call with a trained psychologist.
• Care Navigator: personal, in-house trained mental health professional who guides the employee, answers questions, matches them to the right therapist, and maintains ongoing contact via secure instant messaging.
• Online therapy course: regular sessions (up to 6 / 16 / 25, depending on severity tier) with a matched therapist.
• Manager-facing: training workshops + on-demand 1-to-1 support sessions with a qualified psychologist.
• Platform: Slack integration; employees self-serve session booking, personal notes (encrypted), wellbeing tracking, and video sessions. Setup time ~10 minutes for HR/benefits manager.
• Quality mark: BACP (or equivalent) accredited therapists; Chief Clinical Officer leads in-house team; 98% therapist-matching success rate.

Not explicitly stated in deck. Inferred model:

• B2B SaaS subscription sold to employers (HR/benefits buyers), likely priced per employee per month (PEPM) - the standard model for employee-benefit platforms; no price point disclosed.
• Revenue is a function of: number of employer accounts × average company headcount × PEPM rate.
• Distribution channel: direct sales / inbound (Slack App Store integration is a discovery/activation layer).
• No freemium, marketplace fee, or per-session billing model mentioned.

• 98% therapist-matching success rate.
• Example patient outcome: 39% increase in wellbeing after 6 sessions completed. - shown as a product UI screenshot, not necessarily a portfolio average.
• No revenue figures, ARR, customer count, churn, NPS, or growth rates shown in deck.

• Evidence-based stepped-care model (clinical rigour vs. generic EAP).
• In-house Chief Clinical Officer + curated, BACP-accredited therapist network.
• Care Navigator as a human concierge layer - differentiates from pure self-serve apps (Calm, Headspace for Work, etc.).
• Slack-native experience reduces friction to zero.
• Founder story (CEO: TravelPerk founder; CCO: scaled digital CBT to 100,000+ patients).

• Javier Suarez - CEO & Co-founder. Previously: innovation lead at Booking.com; founded TravelPerk (300+ employees, thousands of corporate customers).
• Dr. Sarah Bateup - Chief Clinical Officer. BioBeat Top 50 female UK healthcare leaders; built one of the first UK digital CBT services (scaled to 100,000+ patients).
• Sançar Sahin - CMO & Co-founder. Previously: marketing at GetApp, Hotjar, Typeform (built Typeform's marketing team from scratch).

• Archetype + why: B2B SaaS PEPM model. Revenue is driven by employer client count × average seats (headcount covered) × monthly per-employee fee. This is the standard structure for HR-tech benefits platforms (Lyra Health, Modern Health, Koa Health comps). A 3-statement build is secondary; the core output is an ARR waterfall with cohort-level net revenue retention.
• Forecast horizon & granularity: 3 years, monthly for Year 1, quarterly for Years 2–3.
• Key drivers & assumptions:
• Number of new employer clients signed per quarter - ramp from 2–3/month in early quarters, growing with sales headcount additions.
• Average employee headcount per employer - target segment: 50–500 employees (mid-market tech/professional services); use 150 as base case.
• PEPM price - £8–£15/employee/month (consistent with UK mental-health-benefit platforms; no deck figure).
• Utilisation / seats covered vs. total headcount - employers typically cover 100% of headcount on contract.
• Gross revenue retention (logo churn) - 85–90% annual logo retention for Year 1–2, improving to 92%+ as product matures.
• Net revenue retention (expansion via headcount growth) - 105–110% NRR; employer headcount grows over time.
• Session delivery cost (therapist cost of revenue):
• Stepped-care model implies variable cost per utilising employee: Everyday tier ~1–2 sessions, Mild ~6, Moderate ~16, Severe ~25, weighted by prevalence estimates (~60%/30%/8%/2%).
• Therapist session cost: £40–£60/hour (UK market rate for accredited platform therapists).
• Care Navigator cost is a fixed salary cost per headcount band served.
• S&M expense - 40–60% of revenue in early years, declining with scale.
• R&D / platform cost - 20–25% of revenue.
• G&A - 10–15% of revenue.
• Gross margin - 55–70% at scale (typical for digitally-delivered therapy platforms); lower initially due to Navigator fixed cost and low utilisation.
• Scenarios (Base / Bull / Bear - which variables flex):
• Base: 3 new employer clients/month by Month 12, £10 PEPM, 150 avg headcount, 88% logo retention.
• Bull: Faster sales ramp (5 clients/month by Month 12), £12 PEPM, better NRR (112%), higher avg headcount (200).
• Bear: Slow sales cycle (1.5 clients/month), price compression (£8 PEPM), higher churn (80% logo retention), elevated therapist costs.
• Required sheets / outputs:

1. Assumptions - all drivers in one editable block.
2. Client ARR Waterfall - new, churned, expansion MRR/ARR by cohort.
3. Revenue Build - employer clients × headcount × PEPM.
4. Cost of Revenue - session delivery cost by care tier (utilisation × sessions × therapist cost).
5. P&L - gross profit, OpEx (S&M, R&D, G&A), EBITDA, net loss.
6. Headcount Plan - sales reps, care navigators, engineers, clinical staff.
7. Cash / Runway - burn rate and months of runway (critical given no funding data; to be populated once raise details are known).
8. Scenario toggle - Base / Bull / Bear switcher.