Innovation in the restaurant tech space is accelerating, which is undoubtedly a net-positive for the overall industry. There’s an unfortunate byproduct of this ongoing innovation, though, and too few people seem to be talking about it. In the past few years we’ve seen an influx of software providers that have simultaneously flooded the marketplace and, as a result, made it an increasingly… Source ..read more

“Great leaders would never sacrifice the people to save the numbers. They would sooner sacrifice the numbers to save the people.” When Simon Sinek talks about great leaders, he’s not wrong. I’ve had my own firsthand experience with a SaaS quota I thought was ridiculous. I’ve managed teams selling to restaurants with quotas I couldn’t make heads or tails of. I’ve also interviewed hundreds of… Source ..read more

If you’re in SaaS sales, you know quotas are the lifeblood of revenue growth. For most sales professionals in the restaurant tech industry, quotas are typically MRR or ARR bookings measured monthly, with assessments—and sometimes adjustments—conducted quarterly. While attainment metrics and funnel forecasting remain essential for tracking progress and ensuring predictable business growth... Source ..read more

Software innovation is accelerating, and so are the number of tech companies targeting the restaurant industry. Collectively, we’re starting to ask for a lot from restaurant operators. The tech scene is hot right now. From conversational AI managing phone calls to last-mile solutions striving to help make the economics work for restaurant delivery, it’s a great time for pioneers seeking to... Source ..read more

“If I had more time, I would have written a shorter email.” Sorry, Mark Twain. I just couldn’t resist. Selling to restaurants is not easy, and is not for the faint of heart. This industry has a penchant for sniffing out inauthenticity fast, and is “zero-tolerance” when it comes to pesky spam emails. But quirks aside, the majority of the success I’ve found cold-selling SaaS to restaurants comes... Source ..read more

Are you Olo or are you Toast? It might seem weird, however *that* is the question. In the 15 years I’ve spent obsessing over restaurant tech GTM strategy, I’ve become more and more convinced that, given the dynamics of the industry and how SaaS is adopted, deep down there are only 2 approaches to go-to-market in this industry. To figure out which one is right for your business, all you have to do... Source ..read more

Purchasing lists has been the “go-to” for restaurant tech go-to-market strategies. But can modern SaaS companies really depend on flat files to generate nimble GTMs? The short answer is no, not really. Grant Gadoci CEO @ Restaurantology | GTM, GTM, RevOps and Revenue R&D for B2B Companies Targeting Restaurants https://www.linkedin.com/in/grant-gadoci/ In the previous office hours we discussed how... Source ..read more

Bad data can have far-reaching effects on go-to-market strategies. So why is there so little priority placed on improving data strategy? Underestimating the negative effects of bad data on business growth could be to blame. Grant Gadoci CEO @ Restaurantology | GTM, GTM, RevOps and Revenue R&D for B2B Companies Targeting Restaurants https://www.linkedin.com/in/grant-gadoci/ Companies who sell to... Source ..read more

This is the third and final blog in a 3-part series designed to help companies targeting the restaurant industry better understand, diagnose, and ultimately resolve CRM data decay. Read part one here and part two here. In the previous two blogs, we discussed the concept of data decay and its impacts on businesses operating in a dynamic market. Now, we delve into the solution for combating data... Source ..read more

This is the second blog in a 3-part series designed to help companies targeting the restaurant industry better understand, diagnose, and ultimately resolve CRM data decay. Read part one here. Understanding and diagnosing data decay is crucial for companies selling to the restaurant industry, as it allows for targeted efforts to combat this issue. In our previous blog, we explored the concept of... Source ..read more