2. Form factor for Form factor for
QSR’s Table Service
SmartMenu Features
Virtual Cashier
Virtual Dietitian
Deal Redemption Platform
CRM Tool
3. Business Model Canvas – Week 2
PAYER PAYER All QSR’s
Customers Data entry All Table Service
Software
Sales Per Customer Support QSR Chains
development
Repeat customer Monthly billing Non-high-touch
Hardware logistics
↓Labor costs table service
USER
↓Labor training
Hardware supplier Point of Ordering
Order accuracy
POS provider
CRM
Credit card processors
POS Providers
USER POS Re-sellers
Intelligent Suggestions CC Processors
IP (Algorithm)
Convenience Daily Deals Providers
HR
Food Service
Direct Sales
Nutrition analysis
PARTNERS
HR CUSTOMERS
CC Processing Residuals USERS
Marketing Usage-Based Usage
POS Referrals
Data entry Monthly Subscription
Nutritional Analysis
Nutrition analysis Subscription
Advertisers
Licensing
Hybrid
4. Business Model Canvas – Week 3
PAYER PAYER All QSR’s
Customers Data entry All Table Service
Software
Sales Per Customer Support QSR Chains
development
Repeat customer Monthly billing Non-high-touch
Hardware logistics
↓Labor costs table service
USER
↓Labor training
Hardware supplier Point of Ordering
Order accuracy
POS provider
CRM
Credit card processors
POS ProvidersTier 2 POS Providers
USER POS Re-sellers
Intelligent Suggestions CC Processors
IP (Algorithm)
Convenience Daily Deals Providers (For Deal Redemption)
HR
Food Service
Direct Sales
Nutrition analysis (For Virtual Dietitian)
PARTNERS
HR CUSTOMERS
CC Processing Residuals USERS
Marketing Usage-Based Usage
POS Referrals
Data entry Monthly Subscription
Nutritional Analysis
Nutrition analysis Subscription
Advertisers
Licensing
Hybrid
5. Here’s What we Thought
• We can have one sales channel for all SmartMenu components
• The buying process is similar for all QSR customers
• Our most effective channels in order of priority were:
1. POS Providers
2. POS Re-sellers
3. CC Processors
4. Daily Deals Providers
5. Food Service
6. Direct Sales
7. Nutrition analysis
6. So Here’s What we Did
• Met with 2 POS Providers (Comtrex and Radiant)
• Met with 2 POS Resellers (New Haven Cash Register and Top Shelf POS)
• Met with 2 credit card processors ( IPcommerce and Mercury Payments)
• Met with 1 credit card gateway ( Payscape Advisors)
• Met with 4 direct POS sales people (Pano, Allen, Peter and John)
• Met with 2 authors for restaurant trade publications (John and Julia)
• Talked to 2 nutrition analysis providers (Healthy Dining Finder and Nutritionix)
• Met 2 daily deal providers (ScoutMob and Sparkfly)
• Met 1 food service provider (Sysco)
7. Here’s What we Found
• Different SmartMenu value propositions have different channels
1. Virtual Cashier: POS providers, POS reseller, Credit card processors
2. Virtual Dietitian: Online Nutrition Analysis Providers, Food Representatives
3. Deal Redemption Platform: Deals salesperson, Web
4. CRM tool: Web
• Buying process differs significantly depending on size of chain
1. Independent – founder
2. 2-10 locations – franchised or corporate
3. > 10 locations – corporate compliance officer
• New plan of attack
1. POS Providers
2. Daily Deal Providers
3. Nutrition Analysis Providers
