SaaS Sales Channels: Best Practices

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SaaS Sales Channels: Best Practices

SaaS offers substantial paybacks for the hospitality industry by linking systems, providing hospitality companies flexibility, efficiency, employee productivity, and scalability. SaaS also provides these companies with a cheaper alternative to the traditional on-site technology and IT systems. However, even after exhaustive research, best practices for sales channels for SaaS that focus on back-of-house solutions and online ordering platforms for restaurants could not be located in the public domain.

RELEVANT INSIGHTS

  • SaaS vendors understand that mobile accessibility and easy-to-use and user-friendly interfaces are the requirements for the restaurant environment.
  • Social Taste, eDeliveryApp, CloudWaitress, LimeTray Online Food Ordering System, Cropolis, xtraCHEF, iFexo, FreshCheq, ParityFactory, FieldVu, and Intuendi are some examples of online food ordering SaaS software.
  • DeliveryBy is a SaaS that manages a restaurant's delivery service for orders made both online and through the phone (or orders received through call centers).
  • Seventy-nine percent of millennial consumers have ordered takeout online, which is 29% more than that of Americans aged 45 and above. However, restaurants that offer online ordering have to do it right as the same survey found that 69% of millennials have abandoned their online order, citing the app or website was not functioning properly as the most common reason.
  • There is an exponential growth in the adoption of SaaS in almost every industry, with SaaS infrastructure software and cloud hardware spending expected to reach $55 billion in 2026.
  • SaaS link systems and offers substantial paybacks for the hospitality industry as it provides hospitality companies flexibility, efficiency, employee productivity, and scalability. SaaS also provides these companies with a cheaper alternative to the traditional on-site technology and IT systems.
  • Adoption of SaaS solution in hotels ensures enhanced productivity, good experience to customers, improved client relationship, and increased ROI.

RESEARCH STRATEGY

To determine five to seven best practices for sales channels for SaaS that focus on back-of-house solutions and online ordering platforms for restaurants, we started looking for reports, market surveys, and case studies on SaaS sales. The idea was to look for any mention of best practices on SaaS sales that focus on restaurants. However, using this strategy, we only found general information about the adoption of SaaS of the hospitality industry. We added them as relevant insights above.

Next, we looked for expert opinions that might provide some best practices for sales channels for SaaS that focus on restaurants, both for back-of-house solutions and online ordering platform, from major research firms, like Nielsen, EY, and Deloitte, among others. As most of their reports contain advice or opinion from industry experts, we hoped to find some best practices through their interviews and features. However, all the market research we found were focused on SaaS in general and not specific to the restaurant business.

We changed our research strategy and decided to triangulate the requested information by looking into the prominent players in the SaaS industry and checking if they publish sales practices anywhere on their website. We individually looked into each of the companies mentioned in these lists. However, the information we found was only focused on the app's features. There was no mention of any best practices related to sales. Next, we reversed our strategy and looked into restaurants that use SaaS-based applications. However, this strategy also did not yield any relevant results as we could not find any sales-related data point we could use to triangulate the requested information.

Lastly, we expanded our scope and looked into the best practices for sales channels for SaaS in the hospitality industry. The idea was to look for best practices related to SaaS sales in the hospitality industry and use it as a proxy for the restaurant industry. Unfortunately, we only found general information on the adoption of SaaS in the hospitality industry. There was no mention of any information related to sales of SaaS. The lack of information in the public domain could be because of the specificity of the requested data or the nature of the date as best practices or initiatives related to sales channels are usually kept confidential due to competition.
Sources
Sources

Quotes
  • "Adoption of new tech in the food and beverage industry has lagged behind other industries. Using software hasn’t traditionally been a part of the typical service industry skill set."
  • "Online, subscription-based software has a lower upfront cost (it’s usually billed monthly). Software vendors understand that easy to learn, user-friendly interfaces and mobile accessibility are a requirement for the restaurant environment."
Quotes
  • "DeliveryBy is a SaaS designed to manage the delivery service of restaurants, covering online as well as telephone orders (call center)."
Quotes
  • "69 % of millennials have abandoned a digital order, and the most common reason was that the website or app wasn’t functioning properly."