The Ledger
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Norton: Owner reps are 3-4x more productive than field sales competitors
“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.”
Owner does not conduct traditional pipeline or deal reviews
“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.”
Owner pays BDRs on closed deals and AEs on successful go-lives
“Our BDRs only get paid on close one business. Alignment. Our account executives only get paid when their customers go live.”
Sela: Horizontal software like Owner.com cannot successfully vertically integrate across restaurant types
“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…”
Adding transaction volume estimates to sales comp boosted Owner's MRR per deal
“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.”
Owner spent millions on an organic YouTube strategy that drove few leads
“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.”
Owner.com runs a 2:1 BDR-to-AE ratio in outbound sales
“On the outbound side, we have two BDRs for every account executive.”
Owner's average sales cycle is under one week
“A lot of one call closes, but average sales cycles under a week.”
Owner's in-person sales reps broke company records for EMRR sourced
“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.”
Mobile-enriched leads drive a 13% to 16% decision-maker connect rate
“But now our call to DMC is like, 13 to 16%.”
Inbound account executives at Owner close $250,000 in ARR every month
“Our inbound account executives close 250 K ARR every month.”
Norton: Toast has exceptional GTM execution and customer practices
“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.”
Owner requires new SDRs and BDRs in-office five days a week
“All of our new SDR and BDR hires are five days a week in office in Toronto now.”
Owner.com finds more sales hiring success with 2-4 years experience
“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.”
Owner.com shifts revenue mix from 70% outbound to 60% inbound
“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”
Owner.com gets 95% of SMB leads mobile-enriched via Data Lane
“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.”