Max Denevich

Like Papa Johnson was just the first big proof point, but the changes that made it possible were already happening.

So it was not a list of milestones.

It was like one model, this partnership enterprise model, and then a series of proof points that kept building on each other.

So it started with this pivot in 2018, shift from direct sales to partner-led go-to-market.

Externally, almost nothing to show.

Internally, like foundations being laid.

Then this Papa John's first real proof point in the price brand partnership channel, it will give us confidence in the template.

After that, COVID, unexpected accelerator.

I'd say restaurant desperately needed direct digital channels, no aggregators, no third party.

It was like real work between the restaurant and aggregators.

And we'd already built the infrastructure for the engagement.

So just new clients came to us.

After that, like in what the first, what the third growth kicks in, the partner model just starts working region after region, MENA, Europe, CIS countries, like it was like 25 new markets in five years with a lean team, very lean team and

No new external investment.

And after that, like, enterprise validation happened.

The proof under a microscope, you know, this getting through this KFC, Subway, Wendy's, Dunkin's, RFP, and compliance audits, like, these processes are very intense.

Security reviews, legal, IT integration, pilot evaluations, I don't know.

I think them isn't just a sale.

It's like proof your product and organization are world-class.

And today we serve thousands of restaurants in more than 35 countries, working with some of the biggest brands in QSR.