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

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....

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...

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...

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...

Opinion: There are only 2 GTM strategies for restaurant tech companies

September 26, 2023 | Go-to-Market (GTM)
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...

OFFICE HOURS: list purchase is ruining your GTM

August 29, 2023 | Go-to-Market (GTM)
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...

OFFICE HOURS: bad data is ruining your GTM

August 22, 2023 | Go-to-Market (GTM)
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...