Support
New Business
Sales conducted by the sales team (brand new customers)
Whats a downsell
This is when a customer downtrades their product tier. Example -> Pro to Starter
This facet of support encompasses all customer facing support enquiries. Heavily includes emailing, LiveChatting, talking on the phone and scheduling calls for the CSMs.
Front end
(Starting Inventory Value + Value of Purchases) - Ending Inventory Value
COGS
What is a par level
In the restaurant business, “PAR level” is an industry term for effective inventory management. Specifically, Periodic Automatic Replacement or PAR is a system for figuring out the minimum level of inventory you need on hand for a given period of time.
Inbound
Inbound:
Inbound is a department within the sales org that works on leads that come through paid advertising or organic
What's expansion
Sales conducted by the customer success team (already customers but their additional or sister locations)
Backend Support
This facet of support encompasses sales reports and customer onboardings. All support related requests that do not involve speaking with customers. This is what most of your work will consist of during the first few days as it provides for a great way to learn the product from scratch.
unit 1st count + unit deliveries - unit 2nd count = ?
Usage
What does it mean to 86 something
86- To remove from the menu because you ran out of it
TOFU
TOFU
Top of Funnel. This is commonly used on the sales side. TOFU represents a sales lead that has not yet been engaged with the product
What is ARR
ARR
Annualized Recurring Revenue. This is how much a paying customer will be paying for the entire year. If a customer is paying $100/mo for our software, the ARR is $1,200 ($100*12)
Customer onboards
When a new account from expansion needs to be created, support is responsible for getting the customer’s information into the account. Usually comes over by ways of invoices or excel “sheets.” Involves some Excel work.
What is a pour cost?
Pour cost is calculated by taking the cost of a drink and dividing it by the price of the drink. To calculate total pour costs, take your total inventory usage (or cost of goods sold for beverages) and divide it by your total sales for beverages.
What is a GL code
GL code- a string of alphanumeric characters assigned to each financial entry in an organization's ledger.
Partner
Partner is a department within the sales org that works on leads referred to us by our strategic partners (Square, Lightspeed, Ambit, ClubSpeed etc)
Logo Churn
: This is when a customer has been fully cancelled out and no longer pays BevSpot
The support team is in charge of running these weekly reports for customers. They are comparing what the customer used throughout the week to their sales to see if there is any variance. You can find a tutorial on how to do one here.
The cost percentage is the real cost of all the food that a restaurant actually spent for the same period of time. The actual cost accounts for circumstances like imperfect portions, accidental waste, improper invoicing, or employee theft.
Actual Cost Percentage
Why would someone do a partial count in BevSpot
Partial Count- A partial count can be useful if you only have time to count one or a few of your storage areas right now, or if you'd like to compare partial counts i one area against each other. However, partial counts will not be used in overall usage calculations and will only really come in handy for when you order.
BOFU
Bottom of Funnel. This is also used on the sales side. BOFU represents a sales lead that has engaged in the free trial by taking one or more inventories or placing one or more orders
One-many bucket
Accounts that hold 1-3 locations
What's a PMIX and how is it used in regard to the BevSpot software
PMIX: - A customer's "Product Mix" is what they pull from their point of sale that is usually an itemized sales rundown of their menu items. They include the name of the menu item, its POS Id, the price of that menu item, the menu type and how much sold during that given time period. Usually pulls data over the course of 1 week. We need these from customers to run sales reports in BevSpot.
What is theoretical cost percentage?
Theoretical CP - The theoretical cost percentage is what your restaurants costs should be for a given period of time, according to the current cost of all ingredients. Theoretical costs assume that for the meals sold, there were perfect portions, no waste, and no shrinkage of ingredients.
Name one cause of negative usage in BevSpot
Negative Usage - Negative usage in an account tells the customer that they “grew product overnight”. Seeing negative usage in a Count Summary should instantly tell you that something is not right and a user error was made. It means 1 of 3 things:
You miscounted an item
You did not record your deliveries accurately
You did not record prepped items
You did not record transfers in