#27 - 5 hard-won lessons from building RevOps at a restaurant tech startup, with Alican

#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!