How does the pitch change if it is smaller taco spot where you can buy burritos? Maybe slightly less revenue, not necessarily as much service, deliveries is a bigger part of their business. How does that change for the different types of restaurants? What do you emphasize?

A lot of times you see Square or Clover, so you are going to be double or triple the price. Usually your pitch is more along the lines of, we would say, "Do you want to save money or make money?" It is going to be $200, $300 or $400 more per month, but what if we can bring in this much more traffic with the online ordering, loyalty and marketing tied together? For the smaller accounts, you have to really get them to buy into the, we are going to make more money with Toast.

How does that compare to the competition?

It was competitive. The thing we couldn't do was beat people's rates, which is what our competition could do. I can do that now going against them. If I was in a deal going against Toast, I could go way lower on a restaurant deal than Toast could because the Toast reps can only go down so much. I can say 0% plus 5 cents and smoke the processing rates. But Toast would need a competitive statement or the whole contract in order to use a competitive rate, but usually you can match the effective rate. If someone has good rates, Toast can get down and match those rates, so processing wasn't usually an issue.