Waxing the City vs HealthSource Chiropractic

Brand B wins on the two dimensions that matter most for a software pipeline: total addressable market (TAM) and timing. Waxing the City’s 167 units give you 29% more logos to sell into today than HealthSource’s static 129. Critically, the trajectory flips the opportunity—Brand B is growing at 10.6% year-over-year, meaning you’re not just selling into a base but into a system that will deliver net-new units every quarter, fueling expansion revenue without needing to win competitive displacement deals. Negative unit growth at HealthSource is a flashing red light: a shrinking footprint means you’re fighting for a dwindling pool of renewal and upsell, not a growing one.

The budget dimension is the only real tradeoff, and it’s not as bad as the raw AUV gap suggests. HealthSource’s higher average unit revenue ($609K vs. $478K) implies more per-location spending power, but that’s a single-unit metric. When you multiply by the number of living, growing units, Brand B’s total system revenue (~$79.8M) already trails HealthSource’s (~$78.6M) by a negligible amount and will surpass it within months if growth holds. A higher-AUV but shrinking base means you’re monetizing fewer, better-funded buyers—that’s a niche play, not a scalable one. Software sales thrive on volume and velocity, and Waxing the City gives you both.

Terrain is a wash