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Expert insights into the restaurant industry, market trends, scaling restaurant tech companies, RevOps, and more.

Qualifying “the industry’s f-word” – A guide to prioritizing the right franchise brands

November 4, 2024 | Go-to-Market (GTM)
This is the second blog in a 4-part series designed to help companies selling into the restaurant industry better understand, classify, and strategically approach go-to-market efforts for franchised...
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Discovering “the industry’s f-word” – How fragmented tech adoption derails your GTM

October 30, 2024 | Go-to-Market (GTM)
This blog kicks off a 4-part series designed to help companies selling into the restaurant industry better understand, classify, and strategically approach go-to-market efforts for franchised brands....
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Opinion: Most churn targets for restaurant tech companies are unrealistic

September 23, 2024 | Trends and Advice
Over the past seven years, I’ve had the privilege of consulting with some of the top B2B companies in the restaurant tech industry. This experience has given me a front-row seat to the inner...
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Restaurant Tech Index: Toast POS (Revisited)

August 26, 2024 | Industry News
In May 2023, we released our first Restaurant Tech Index, spotlighting the rapid growth of Toast POS in the restaurant industry. Fueled by its all-in-one platform and rising adoption among multi-unit...
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Opinion: Restaurant tech needs to slow down

March 27, 2024 | Trends and Advice
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...
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What would the “goodest” restaurant tech quota look like?

December 5, 2023 | Go-to-Market (GTM)
“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....
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Certain restaurant tech quotas are really un-SMART

November 21, 2023 | Go-to-Market (GTM)
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...
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The restaurant industry’s SaaS pricing paradox

November 7, 2023 | Go-to-Market (GTM)
Most restaurants run razor-thin margins. And for many, these margins seem to be getting thinner and thinner. In terms of primary expenses associated with running a restaurant, prices are going up...
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It’s a competitive time to sell software to restaurants

October 24, 2023 | Go-to-Market (GTM)
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...
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3 tips for crafting emails that cold-pitch SaaS to restaurants (and beyond)

October 10, 2023 | Office Hours
“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...
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