🇬🇧 #27 - 5 hard-won lessons from building RevOps at a restaurant tech startup, with Alican Suleymanoglu
Building RevOps at allO wasn’t just a CRM migration.
It was about simplifying, scaling, and translating GTM playbooks into a completely different sales reality.
Here’s what that looked like:
1) CRM switch, done fast
↳ Pipedrive was already in place
↳ But Ali saw that it wouldn’t scale with a growing team
↳ So he made the case to switch and rebuilt the system from scratch in HubSpot
2) A very non-traditional sales process
↳ Field sales reps meet restaurants in person, not on Zoom
↳ One meeting. One decision. Close or no close.
↳ They needed mobile-first tools, not desktop CRMs
3) Built a custom app on top of HubSpot
↳ A calendar-based deal management tool
↳ Voice notes → transcribed and synced to the CRM
↳ No more deal updates after hours
4) Commission built on trust
↳ SDRs paid on scheduled meetings, not sales accepted leads
↳ Sales team comped on logos + projected restaurant revenue
↳ No caps. No sandbagging. Just growth
5) A product built for a non-digital buyer
↳ allO replaces fragmented POS + payment systems
↳ Most deals still close… on paper
↳ OCR for hand-written quotes? Still a dream
Ali’s story is a perfect reminder:
Great RevOps isn’t about overengineering.
It’s about removing friction for humans
Now live on The Commission Corner!