Probably lower then you would expect me to say but if they have...

Probably lower then you would expect me to say but if they have 100K per month @30% Groos Margin by the 12 month mark I think it is a win, as the indirect services and relatiosnhips should drive a good outcome. So in the absence of facts and my knowlewdge being 4 years out of date so I could be wildly wrong on the type of revenue and magnitude of deals my starting internal goals for the team would be something like like :

note these goals are assuming no additional dedicated sales resource and added to existing team.
1) End Q1 - $200K in Total Contract Value (min Gross margin - GM 20)
2) End Q2 - $500K in total TCV so additional $300K in TCV (min GM 25)
3) End Q3 - $900K in total TCV so additional $400K in TCV (min GM 30)
4) End Q4 - $1.6M in total TCV so additional $700K in TCV (min GM 30) -- Business can sustain a sales resource purely dedicated

The 100K per month and the TCV are different as by the discription of the agreement it is likely that there will be a very big difference between TCV and month revenue, eg $200K TCV over 12 months is only 16K per month etc, 200K if a 3 year deal is only 5.5K per month.

I would put special incentives in place for sales and delivery to focus on the new offering as they are sooo hard to start as people revert to the norm and struggle to sell any new concept. I personally would not care if the costs of incentives (not cost of goods sold) ate up a lot of the margin with to get this off the ground, and that the business really gets the bottom line benefit from year 2 .. however being public I would be very transparent on this strategy or the market will slam them.

I would also set up kill triggers so it is not a distraction, eg if less then 75K pm by 12 months I would let it slowly die off as an example