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Aman Narang

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2024-08-21
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2024-08-21
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  1. “Exactly, exactly. And so one of the big challenges was how do we build out more of the platform and do it fast enough while scaling locations. And so one of the challenges that we faced was how many products can we do well? And then how many segments the market can you really do well? I remember one of early customers, I think it was Urban Outfitters. They had all the restaurants in their retail stores. They wanted us to do that. You're doing such a great job. Do all our retail. And I'm glad we said no, right? And really focused in on restaurants. That was always challenging to figure out like, what is the right surface area for us to be able to go to market with?”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “You know, one of the things that Toast that was interesting was, and this is a slim issue today, how much do you want to do? So our focus from day one was we're going to solve for restaurants and we're going to be the best solution for restaurants as the verticals, the thesis and the strategy was by building a platform that was purpose-built, we can solve the problems of this industry better than anybody else in the world. As we got going, we realized the sales efficiency though wasn't quite there. And so we'd say, well, what can we offer where we can make the financials work because it was a highly considered purchase back to what you said, it's like, you know, point of sales, like described to me many times as like a root canal switching out point of sale systems. And so you have to show”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “No, it was like two millionaire pretty early. Yeah, two years in. And it was the best decision we made. We were able to get someone in that we could, you know, that gave us space to go do our thing, but also was just a really good sounding board and coach and also had seen how to scale and lead people in ways that we didn't. And so back to your question, I just wasn't given it.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “To some extent, I think Steve Papa was the first investor, who was an amazing friend and mentor. I think he picked up on it too. I think we all kind of picked up on the fact that was one of those rocky phases in the company where we're dealing with the real growing pains. And we had worked with Chris at NDACA. And one of the superpowers Chris always had was he knew how to get the best out of people. And I remember in this session, we're sitting there trying to figure out the future of the company. It was hard to be like, we're going to bring someone in from the outside.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “When you're early, no one cares about roles and titles as much. It was like trying to build this business. We weren't overindexed on any of this. Steve was a CEO. I was the president. We were trying to make this company survive. And no one cared. And then at some point, we just raised this $30 million, whatever the money was, real round. We're going to put the pedal down and scale. And it was very clear that we did not know what we were doing in the scaling phase.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “I'll give an example we were signing up customers, and I think we were maybe over indexing revenue and scale because, you know, that's one of the metrics that a lot of people care about. And you get all these customers signed up and then they would either not go live because we didn't have the onboarding set up in a way that was scalable and we're trying to brute force it. Or we had customers that felt like we were abandoning them after they went live because we didn't have any support infrastructure and the products themselves were in some case not fully baked. And so I think a lot of these functions were not set up to scale. It was affecting customer sentiment. I remember like when Chris joined us, Chris was our CEO that was with us for, I think, really the early days. That was actually one of the tough moments in the company because Steve and I were having a lot of”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “Have Kent on board I think one of the first things to break was just we back to putting the pedal down. We're like, oh, we should go higher sales capacity and we should try to expand. And we just didn't have the infrastructure to scale. We didn't have the leadership back to trying to micromanage everything. We didn't have the infrastructure. We didn't have leadership. We didn't have the products.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “Probably put more time into it. Like, we were, on the one hand, rightfully so, is so focused on customers But you need balance, you also need to step back and say, okay, how are you going to build a company and make fundraising an important part of that? And so just getting good at it. Not great at it, but at least good enough at it where you just thought it through, like putting together a nice pitch deck. Like, I think it's probably important.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “And he was like, well, you guys seem like nice guys, but he showed up and he presented and the feedback we got and what we noticed was you were arguing between the two of you halfway through the pitch about what the strategy was. And so we were a little spooked. And so, you know, we probably didn't do ourselves any favors.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Yeah, I think so. So it's not like, yeah, and we realized not maybe on day one, but I think we realized within 10 customers that the financial model wasn't obvious to me because restaurants were like, you know, this is early too, but we're like, you know, we were making two, 300 bucks a month on the software at most. And it was just not obvious given how much my products weren't very good either, but the amount of support. I remember talking to one customer being like, you're calling me too much. Like this is not scalable at all given what you're paying us. You want to get some model that is at least somewhat credible in your head, right? So you want to put together some simple model that says, here's what it could be. But then after that very quickly, pivot to like, okay, how do we make customers love what you do? So you need to do both. But I think in back to Bessemer in early days, we met with Kent. Of course, he didn't invest and we raised and then Kent put the money in our Series A. And so, you know, we had this conversation many times and we ask him like, hey, how come you didn't invest?”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “You need both? I think you need to have some model. You need to have some model that says this is what it could be, and it could be a good business. Like I remember modeling out what Toast could look like without the full platform and the fintech capabilities and the payments. And it was like, well, it's going to be kind of hard to scale because you're selling door-to-door with people, right? It's a very highly considered purchase.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “Yes, absolutely. I think those metrics and all those things matter. It's like in sales, right? You need the data and the scorecards. But if you're like sitting there looking at a scorecard trying to tell people you got to do better, that's not helpful.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “Or 10. I mean, we met with like all the prominent VCs, I'd say, in the Boston area. I think a lot of it was on us. You were probably a little bit confident because we felt like we were good engineers and we'd come out of this company that had been acquired and been successful and probably didn't do a good enough job even articulating what we wanted to do. I remember like in these meetings, they'd be like, what is CAC? What's LTV? And trying to make customers, at least the way my brain worked was we're here to make customers successful. Everything else will fall later. It doesn't even matter.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “We have lots of stories about that. But he's like, what's your website? And he goes to our website and he calls the number. And the phone starts ringing in my pocket because it was a Google voice number. And the way it worked was, I knew that it was four rings after it went to the Google Voice number, and I was like, that's going to just make us look pathetic if you don't pick up the phone. I was like, hoping, you know, I held the phone to turn the buzzer off my pocket, one ring, two ring, three rings, the fourth ring I picked up the call in front of him. I said, look, I'm telling you, we have 24-7 support.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “It was like this restaurant. They also had nightclubs. And this guy's name was Billy. I still remember. We got this meeting with this guy. And he was like excited about toast. And he was a no-nonsense type of guy. And he said, well, it seems like, you know, my partner is excited about using you guys. Why should we switch? And I said, well, these handhelds, because the Android form factor is mobile, will allow you to turn your tables faster. That was like one of the key differentiators that Toast offered. He said, okay. And then he said, well, what about support? I said, what about support? And he said, I can't get support in my current provider to in the morning. And if we can't use our system, it's hugely problematic, as you can imagine. I remember that Steve had updated the website like a couple days ago to say that we had 24-7 support. And so I said, well, you don't need to worry about it. We're small, but we have 24-7 support. And so he's okay.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  16. “You can get a lot out of grit. I really do. I mean, when we went in and we launched, I can share a couple stories. I remember sitting down with restaurateurs and 80% of the features these platforms offered actually didn't really matter. What actually mattered was the world was moving to digital and moving to phones, right? I always tell people Toast wouldn't exist without Android and cloud and embedded payments. Those were the three trends that really drove the beginnings of Toast. And so what people cared about was, hey, people are ordering online. Can you make that easier with my kitchen versus getting a fax and a fax machine? That's what we were getting. People were doing at the time. And so a lot of what people were asking for actually wasn't done very well. Again, back to the 10x engineers, like one of the things that we could do, even if it was, has sometimes buggy, we could build a lot of software very quickly. So it was in our sweet spot to go build for what customers needed. And then, you know, I think on some of the support and the experience, I think I remember the first big restaurant we got.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  17. “No, it's not just cheaper, it's got to be cheaper and better. Yeah, fundamentally, I don't think you can always go in and send me yourself.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  18. “Yeah, we did. We did. I mean, it's funny how these ideas get incrementally bigger over time. Initially, the thinking was, would we move all this technology to the cloud when someone's opening a new restaurant, maybe that'll be enough to get those restaurants out of toast? And then we realized like this is a dramatically better than what's out there despite our challenges. We got that signal from customers. Then we realized, wait a minute, these point-of-cell systems at the end of their computers, they don't, after four years, they kind of slow down. So that's the cycle right there of how often people need to at least go visit this decision. And then we also realized that we could bundle more into a single solution in the cloud makes this easier. We could also offer a great value in a price. In fact, early on, people didn't understand. They're like, why do people buy toast? And I was like, well, it's just cheaper. And like, that's not a good reason to invest in a VC fundable startup. And I was like, no, it can be a good reason”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  19. “We were sitting in a bar in Cambridge. I think it took us like 20 minutes to get our check one evening. And we're like, this could be faster. You could use your phone. You could pay. And the table would turn over. There's all this people waiting outside. We started with these QR codes you see today at restaurants. It didn't go anywhere. We couldn't scale it. And so we pivoted. And this was a lot of questions about whether getting into restaurants off or trying to rebuild something like a point of sale was a smart idea. But once we pivoted to this point of sale, the one thing that was very clear When you went and talked to restaurateurs about this, they would give you time a day because they did not like what they had. And like one of the learnings for me and for the team was oftentimes you think of like startups and it's like, well, what's the 10x idea? And like rebuilding POS does not sound like a 10x idea. But getting signal from customers is like a good sign. Like when we go and pitch these QR codes, we get no time of day. They're like, please go away. And when we showed up and talked about, hey, we can help you run your restaurant back.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  20. “So, the initial idea, as I mentioned, was six months in, we hadn't figured out what we were going to work on. And then one of us had done some research on AliPay and WeChat about using your phones to order and pay at restaurants.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  21. “One of the expressions I've heard that I like is you've got to have clarity on when you can put the pedal down. And what that really means is like you're working on trying to find, do you have everything lined up to actually just go, right? And so that could be performance marketing. It could be sales. It could be, but really start to scale, right? And for Toast, we made a bunch of starts and stops there. In fact, there were these times where I remember, and you can imagine, right, you're like trying to raise capital and grow and having a meeting, we're like, we need to stop selling. It's like, what are we talking about? Stop selling. We fought through it, but we had issues. I remember one discussion I had with restaurant owners. It's like, it's great that you've got the Tesla, but it's not helpful when it's always in the shop. And the point they were trying to make was the product did not work well enough. And so we have to slow down and stop many times. Like recognizing when you can put the pedal down is really important in companies. And so when you're starting to put the pedal down, back to your question, that's when you, I think you can really benefit from the specialists. I've got muscle.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  22. “And entrepreneurs. And so one of the things I love is this, and Chris, our old CEO, brought this statosis, the zones to win book. I hadn't read it. The one thing I really took away was this Corizon framework really works because it's not just about innovation in Horizon 3 and Horizon 1 is different, but the people in Horizon 1 and Horizon 3 are different. You need both in a company if you want to build a generational company.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  23. “Yes, for sure. I mean, I think there's always new challenges, but it does, I think, fundamentally get easier. Like there is something you realize where like early on in the company, it's all about this entrepreneur mindset about doing more with less. You have a lot of generalists. You're trying to figure out how everyone's in everyone's business, trying to make it work. And the good thing is you have a lot of empathy. You're small. You're like us against the world and you have a lot of context in what's going on everywhere, right? Just because you're small. And at some point, you're like, okay, we've got to start to build up and scale. And one of the mistakes most founders make is, and we made this mistake, was you don't want to give up any control because you're like, well, I need to know what the heck's going on everywhere because otherwise we're going to F it up. The reality is you can benefit from people that are domain experts and specialists in specific areas, but you also don't want to lose your entrepreneurial spirit. This is why all these massive companies are like, we want to be more entrepreneurial. We want to go back to innovation. And so this balance, I always say, like, you want to have a company that's got a balance of specialists.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  24. “I had in my head that, like, you know, I'm going to outwork everybody. And so I'm going to make sure that the time and energy that I spend leading and managing means that we need to hire people actually do stuff, right? So I had zero value for management early on. I just wanted to hire people that could sell, they could code, they could, and that's it. And I was like, I'll do all the management. Steve will do all the management. We don't need any other managers. We didn't know how to manage anyone, by the way. And so we got into this business. And one of the biggest mistakes was not recognizing that you don't just get leverage from hiring salespeople or engineers, you actually get a ton of leverage from hiring people to help you. If there's one thing to do over, it's very much recognizing that once you see signal that you've got product market fee, you got to move fast, right? Because other people see the signal too often. And building out a team around us would have just helped us move faster.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  25. “We're really naive. We were first time founders, right? You know, we were in our late 20s. We probably thought no end of ourselves. And so one of the things that was like this Achilles heel for me was I always leaned into like leaning into scarcity and doing more with less.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  26. “I've been very fortunate, I think, in life at NDECA. I met Steven John. And these were these proverbial 10X engineers, which I think people underestimate. You need people that can build with velocity and are practical.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  27. “I don't remember exactly like two and a half million, three million, something like that pre. And I remember the conversation with something along the lines of like, I don't understand restaurants. I don't have any experience in restaurants, but I respect you guys. So I'm going to bet on you. So that, yes, was really, really important. We would not be here without that yes.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  28. “Maybe we just were naive, and like everybody said no. And so one of the big yeses was the founder of Endeca, right, who wrote the whole check. He wrote like a half a million dollar check.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  29. “So, the first job is Tosa's the second job really I've ever had. The first job was this company called NDECA and they sold e-commerce software. That's where I met my co-founder, Steven John. That's where I also met Steve Papa, who was the founder of Endeca. After EndEka was bought by Oracle, Steve and I really have talked about how we wanted to build a business together at some point. I was joke around that initially we were shamed into building a startup because we had talked for so many years to everybody about how one day we're going to start a business. It's going to work about NDECA. They're like, you're leaving, right? Because you've talked about building a business forever. And so now it was like became real because we had to go figure out fundraising and figure out what we wanted to build. And unlike 2008, when we initially, Steve and I had really gotten going, when the iPhone came out, it wasn't as obvious what we were going to work on. And so in 2012 and 2013, we were trying to raise some early capital. And we were confident because we felt like we'd come out as a company in Decker that was successful, bought by Oracle, and we had like no after no after no. I mean, I remember like eight or 10 BC meetings.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  30. “Where folks that wanted to make your life difficult, like I think they had put a target on my back at one point. So that experience I think I look back to. But I'm grateful for it because I really do think it made me stronger.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  31. “I had a great upbringing. I had these very committed parents, especially my mom, who really lived for me and my brother. And even today, like I show up, you know, and my parents live next door to me. They're like, what can we make for you right now? So I was very fortunate to have been brought up in this household with lots of family and extended family that just cared deeply and made you feel so special. And then in ninth grade, I went to boarding school because we were living in Nepal. I was born in India and moved to Nepal when I was seven. My dad felt like I needed to go to this boarding school because the school was too easy that I was at. I think that's what he told me. You know, I showed up. I probably didn't help myself because I was a confident kid. They put me in my place. And that was really, really tough. And I was bullied and it was, I only lasted a year actually at the school. So that was a shaping experience for me. It taught me a lot about grit. It taught me a lot about, you know, working through challenges, working through a tough situation.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source

  32. “If there's one thing to do over, it's very much recognizing that once you see signal that you've got product market fee, you got to move fast. Speed matters a lot in business, a lot. I actually think personally, there's so much value in just getting stuff out, iterating, learning, and recognizing that when you move fast, you can also pivot fast if something doesn't work. I always tell people toast exists without Android and cloud and embedded payments. Those are the three trends that really drove the beginnings of Toast. One of the mistakes most founders make is you don't want to give up any control because you're like, well, I need to know what the heck's going on. The reality is you can benefit from people that are domain experts and specialists in specific areas, but you also don't want to lose your entrepreneurial spirit.”

    2024-08-21 · The Twenty Minute VC · 20VC: Five Lessons Scaling Toast to $14BN Market Cap | The Biggest Mistakes Founders Make in Fundraising, Hiring and Selling with Aman Narang, CEO @ Toast · IDENTIFIED FROM THE TRANSCRIPT · source