From First Customers to Fifty More: The System Behind Scalable Restaurant Tech Growth

Matt Lattanzio, President of Supply & Demand Consulting and former revenue leader at 7shifts, breaks down why most restaurant tech companies struggle to scale. From building repeatable go-to-market systems to defining a true target account list, he shares practical insights on sales, marketing, and growth. This episode explores the shift from single-channel inbound to distributed strategies and why consistency, not early traction, is what drives long-term success. Repeatability Is the Real Growth Problem – Matt Lattanzio believes most restaurant tech companies do not have a sales problem. They have a repeatability problem. Early wins create false confidence, but without a system to consistently generate pipeline and close deals, growth stalls. The companies that scale are the ones that turn one success into a repeatable process. Know Exactly Who You Are Selling To – Too many companies operate without a clear target account list. Lattanzio emphasizes that growth starts with focus. When sales and marketing align around a defined group of ideal customers, messaging sharpens, outreach improves, and accountability increases. Clarity on who to sell to drives everything else. One Channel Will Not Save You – The days of relying on a single growth channel are over. Inbound is more fragmented, more expensive, and less predictable than ever. Lattanzio advises companies to build a distributed go-to-market strategy, using multiple channels to create awareness and demand. The brands that win are present everywhere their customers are looking. Episode Links Matt Lattanzio LinkedIn: https://www.linkedin.com/in/mattlattanzio/ Supply and Demand Consulting: https://www.linkedin.com/company/supply-demand-consulting/about/ Where to find Cali BBQ MediaVisit our WebsiteFollow Restaurant Technology SubstackFollow us on InstagramFollow us on LinkedInLearn About our Media Services