Amin

The other thing that was key was channels.

Again, looking at the literature for enterprise SaaS, Altman means cold email.

But for us, cold email doesn't work.

We are working with restaurant owners.

They use email, but they don't really open it.

We tried a few different things.

We tried Instagram and LinkedIn messaging.

Instagram worked a little bit.

LinkedIn, they're not on LinkedIn, so that didn't work at all.

But we figured out, actually, what works for us right now, today, what works for us on Altman is actually the old school cold calling.

We pick up the phone, we call the restaurant, and we don't call their mobile phone number, we call the actual restaurant, which we can find the data.

And for our target customers, a lot of times you can find a manager or an owner at the restaurant.

And if we can hone our messaging, we can get them on the call and we can book that demo.

Right now we have an SDR team that consistently booking nine to 11 demos a week from cold calling.

The other thing that we had to do, so we had to test channels to figure out what is the actual channel that we need to use to deploy that.

The other thing was that you need to find the right team.

If I bring an SDR from an enterprise SaaS company, they're not used to the high volume calling and booking.

they will not be able to perform.

So you need to find the right team that can do what you need from them to do really well.

And that's the hard part of it.