Owner.com

“A restaurant that sells a different product and maybe has table service is a very different business than a pizza shop, which is a very different business than a coffee shop. Now, They may all have the similar need of commerce, which is what a company like own…”

“But now our call to DMC is like, 13 to 16%.”

“When we changed comp to include EGBV, which means they are going to be more focused on the higher value customers for the business, our estimated MRR on a per deal basis went up pretty significantly.”

“When I started, we were 90% inbound, and then at some point we were 70% outbound. And then we hired a new head of growth who's done an amazing job, and now we're 60% new inbound”

“We hired people that manage The YouTube experience for like the biggest creators in the entire world. And we were paying millions of dollars for this organic strategy when it was driving like a handful of leads every single month.”

“And our competitors who run that model, we're anywhere between like three and four times more productive on a per rep basis than most companies.”

“So we don't do pipeline review. We don't do deal review because you can just see it on a dashboard. It's all programmatic.”

“Our inbound account executives close 250 K ARR every month.”

“On the outbound side, we have two BDRs for every account executive.”

“Now we also use this company called data lane. They're like zoom info for SMB essentially. And through data lane, we get 95% of our leads mobile enriched.”

“I have a lot of respect for Toast. Good product craft. Their GTM execution is really good. They operate in a pretty, like, respectful way, too. Like, we don't find Toast doing shenanigans to their customers.”

“We aim to have roughly four demos booked per AE per day with three held.”

“Our BDRs only get paid on close one business. Alignment. Our account executives only get paid when their customers go live.”

“All of our new SDR and BDR hires are five days a week in office in Toronto now.”

“We haven't had as much success hiring senior reps, like reps with a whole bunch of experience. We've actually had more success hiring people In like a two to four year experience range.”

“We just tried CTV and didn't have a ton of success with it. Connected TV. So running pre-roll ads on Amazon Prime or the, like, set-top boxes.”

“A lot of one call closes, but average sales cycles under a week.”

“The two new ones broke the record for first month, the newest BDR in person broke the record for first month, and then the SDRs that are at month two and three both broke the previous records. This is the purely in-person team.”