Trois mouvements, in that order
Deux canaux, deux cycles
Conflating the two is the classic mistake. We distinguish them explicitly, including in the forecasts.
Independents & small groups
The decision rests with one person, often in a single visit. It's the volume that builds the base and the corpus.
Our edge: a hospitality and events network already built. This isn't cold prospecting, it's a warm channel.
Groupes multisite
The decision runs through several layers. It's the channel that tips dozens of locations at once.
Six multisite groups in talks to date, unsigned (under NDA). Entry is through their restaurant arm, then extends to other formats. The bridge to 800 locations: about 80 group deals, ten locations each, spread over 18 months.
Claiming a one-week sales cycle for a group the size of Accor would be false. We don't.
What it takes to keep the pace
Triple the sales team
A salaried team, base plus commission indexed on contract value, with clawback on early churn.
Business introducers
A network of introducers paid on performance, to cover a territory without carrying payroll.
An install lead
Sales speed must never hit installation capacity. This role industrializes and subcontracts installation.
Customer success
Measure real adoption and hold retention. Without actual earpiece wear, there is neither value nor renewal.
A box travels better than an office
We don't open a subsidiary to crack a market. We ship a box and train a local relay.