Vassell: Distributed field sales requires software plus embedded payments unit economics
Jonathan Vassell · The Proven Customer Acquisition Strategies Behind Toast's Record Breaking Growth with Toast's CRO · Nov 3, 2023 · at 9:55
Toast CRO Jonathan Vassell explains why Toast can afford a geographically distributed field sales force while pure software competitors cannot.
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“There are other businesses that, or other verticals that don't have the density and that also don't have the unit economics. To get the payback that you need on a distributed workforce, right? We do because of the software plus embedded payments model, right? And so if you only have half of that, if you only have the software piece and you don't have You know, you don't have the ARR coming in or the LTV to justify the expense. Your paybacks are going to, it will be out of whack.”
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