And for us, that turns out to be about 1,000 organizations. So what we’ve done is we basically split the sales team up in about five buckets and each of the five buckets, restaurant, convenience, FSM, QSR and the grab ‘n go folks. And they are targeting – they know exactly who they’re supposed to sell to, we’re doing lead generation based on that and importantly is that we’re building assets that help the sales team progress the sales opportunity from step by step from, if you will, first contact to close and even the stuff after you close the deal to implementation and training and support and service to make sure that end-to-end, the customer and transactor are fully aligned with – equal motivation to get the goal congruency with a successful customer that loves the product and buys more.
And if you sell one unit, the customer to a one unit opportunity, you’re never going to sell another unit. And in these larger units that become larger opportunities, that become lighthouse accounts, then the account management and the quality of our service and the talent of our people, really makes a difference. I mean, we’re not selling a commodity product, and we want to make sure that we’re selling where the value is appreciated where we can capture a good margin for a good product that tackles much more complex problems. So, that was kind of the exercise, and we’re doing a lead gen associated with each of those five sub buckets, and we’re nurturing the leads through the sales funnel and then we hand them off to the sales team. And with Tracey Winslow, who’s running our revenue generation process, she is our CRO she is on top of this every day.
And we’re making really good progress. From an opportunity standpoint we’re making sure that we stay in touch with the opportunities. I would never say this arrogantly to a customer, but our product is good. And it’s sort of like sooner or later, you are going to need what we have. And we want to make sure that we have a chance to help you understand what it is so that we have an opportunity to engage. So if a customer says, “I’m not interested”, it’s really more of a “not no”, but a “not now”. There’s other initiatives that they have, maybe building out more stores and maybe automating the front of the house. But sooner or later, we are going to be – we’re probably going to be one of the companies that you consider for the back of the house, and we want to make sure that we’re front and center.
And that’s sort of the attitude we’re taking. So in some cases, the sales cycles may be long, sometimes they may be quick. But all of that focuses already seems to pay off in terms of what I am seeing in the pipeline.
Jeff Martin: Great. I really appreciate the color there. And then one more, if I could, on the QSR win, I wanted to clarify that I heard correctly. That basically is an international hunting license and then the U.S. is to follow, meaning the U.S. is not part of that initial several thousand units. Is that correct?
John Dillon: It’s not part of the opportunity yet, but we expect that to follow.
Jeff Martin: Okay, great. And then just wanted to clarify as well that you’ll be selling software modules on this, it’s not a terminal only type of arrangement?
John Dillon: Well, in each case, the ultimate franchisee will have some say into what applications they may or may not want. So it is hard for us to predict, but we expect there will be software for sure.
