Matt WamplerCEO & Co-Founder, ClearCOGS · CEO & Co-Founder, ClearCOGS 🔪

Why Qu POS Targeted LARGE ACCOUNTS Right Away

12 Aug 2025 · 1 min

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1:04

In this segment, the speaker explains the 2013 restaurant‑industry landscape, highlighting fast‑casual as the sole significant growth segment and the primary destination for private‑capital investment, which tends to favor technology adoption. He describes the market as a "rip‑and‑replace" environment with minimal organic growth, prompting a strategic focus on building the backbone of a commerce stack for fast‑casual chains. The company’s first client was a 45‑unit Better Burger concept in Washington, DC, a deliberate choice to start with an enterprise‑scale customer rather than independent or small coffee shops, allowing the team to address enterprise challenges from day one.

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And at that time, right, 2013, what was taking over the restaurant industry? Fast casual. And not only was fast casual the only really meaningfully growing part of the restaurant industry, but it was also where private capital was being deployed. And so wherever private capital is being deployed, there's probably a higher propensity to consume technology. I live in a 97 to 99% annual rip and replace type market, right? It's not an organic growth market. It's a rip and replace market. And so anything that we could do to tap more into just a little bit of organic growth would be good. It was like, hey, let's, let's try to focus more on the backbone of a commerce stack for fast casual chains. And so our first customer was a 45-unit Better Burger concept here in the DC area. And I'm very proud that that was our first customer. I think it's a differentiator for us from most of our peers because we didn't start in the end of independents or on the corner coffee shops and then try to sort of sell 500 of those and raise a big round and then try to build enterprise because doesn't everybody want to go to enterprise? We just said, no, we want to start at enterprise. Like, we want to think through this quandary from day one. And so, yeah, we did.