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

Most churn targets for restaurant tech companies are

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...
Sep 23, 2024
September 23, 2024 0
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Tech Signals

Restaurant Tech Index: Toast POS

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...
Aug 26, 2024
August 26, 2024 0
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GTM Playbook

Restaurant tech needs to slow

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...
Mar 27, 2024
March 27, 2024 0
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GTM Playbook

What would the “goodest” restaurant tech quota look

“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....
Dec 5, 2023
December 5, 2023 0
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GTM Playbook

Certain restaurant tech quotas are really

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...
Nov 21, 2023
November 21, 2023 0
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Segment Analysis

The restaurant industry’s SaaS pricing

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...
Nov 7, 2023
November 7, 2023 0
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Data & Trends

It’s a competitive time to sell software to

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...
Oct 24, 2023
October 24, 2023 0
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GTM Playbook

3 tips for crafting emails that cold-pitch SaaS to restaurants (and

“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...
Oct 10, 2023
October 10, 2023 0
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GTM Playbook

There are only 2 GTM strategies for restaurant tech

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...
Sep 26, 2023
September 26, 2023 0
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GTM Playbook

List purchase is ruining your

Purchasing lists has been the “go-to” for restaurant tech go-to-market (GTM) strategies. But can modern SaaS companies really depend on flat files to generate nimble GTMs? The short answer is no,...
Aug 29, 2023
August 29, 2023 0
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