Olo Inc. (OLO): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo en rápida evolución de la tecnología de restaurantes, OLO Inc. surge como una fuerza transformadora, revolucionando los pedidos digitales y la gestión de la entrega para restaurantes de todos los tamaños. Al integrar sin problemas soluciones de software de vanguardia en múltiples plataformas, OLO se ha convertido en un facilitador crítico para los restaurantes que buscan optimizar sus operaciones digitales y mejorar las experiencias de los clientes en un mercado cada vez más competitivo. Este desglose completo del lienzo de modelo de negocio de OLO revela las intrincadas estrategias y los enfoques innovadores que han posicionado a la compañía como un jugador fundamental en el ecosistema de tecnología de restaurantes.

OLO Inc. (OLO) - Modelo de negocios: asociaciones clave

Plataformas de tecnología de restaurantes y sistemas de punto de venta (POS)

OLO se asocia con los siguientes sistemas POS:

Socio	Estado de integración	Alcance del mercado
Tostada	Integración completa	55,000 más ubicaciones de restaurantes
Cuadrado	Asociación integral	Más de 40,000 clientes de restaurantes
NCR	Integración de nivel empresarial	Más de 25,000 ubicaciones de restaurantes

Servicios de entrega de terceros

Las asociaciones de la plataforma de entrega de OLO incluyen:

• Uber Eats (volumen de procesamiento: $ 9.4 mil millones en 2023)
• Doordash (restaurantes integrados: más de 65,000)
• Grubhub (cobertura de red: 300,000 restaurantes)

Proveedores de infraestructura en la nube

Proveedor de nubes	Gasto anual	Nivel de servicio
Servicios web de Amazon (AWS)	$ 12.3 millones en 2023	Infraestructura de grado empresarial
Google Cloud	$ 5.7 millones en 2023	Soluciones de escalabilidad avanzada

Socios de procesamiento de pagos

Plataformas de procesamiento de pagos integradas:

• Stripe (volumen de transacción: $ 640 millones en 2023)
• PayPal (restaurantes integrados: más de 45,000)
• Adyen (cobertura de pago global: más de 20 países)

Empresas de integración de software empresarial

Socio de integración	Alcance de integración	Clientes empresariales
Salesforce	Integración CRM	Más de 150 clientes empresariales de restaurantes
Oráculo	Planificación de recursos empresariales	Más de 100 sistemas de gestión de restaurantes

OLO Inc. (OLO) - Modelo de negocio: actividades clave

Desarrollo de la plataforma de gestión de pedidos digitales y entrega de entrega

A partir del cuarto trimestre de 2023, la plataforma de pedidos digitales de OLO admitió más de 81,000 ubicaciones de restaurantes en más de 500 marcas de restaurantes.

Métrica de plataforma	Datos cuantitativos
Ubicaciones totales de restaurantes	81,000+
Número de marcas de restaurantes	500+
Volumen de pedido digital anual	365 millones de pedidos

Proporcionar soluciones de software como servicio (SaaS) para restaurantes

En 2023, OLO generó $ 297.2 millones en ingresos totales de SaaS Restaurant Technology Solutions.

• Integración de plataforma de entrega de envío
• Sistema de pedidos en línea de Rails
• Soluciones de pago de transacciones
• Plataforma de gestión de pedidos probable

Innovación de plataforma continua y mejora de características

Las inversiones en I + D para 2023 fueron de $ 54.3 millones, lo que representa el 18.3% de los ingresos totales.

Métrica de innovación	2023 datos
Inversión de I + D	$ 54.3 millones
I + D como porcentaje de ingresos	18.3%
Nuevas características de plataforma lanzadas	12 actualizaciones importantes

Atención al cliente y servicios de implementación técnica

OLO mantuvo una tasa de retención de clientes del 95% en 2023 con equipos de soporte técnico dedicados.

• Infraestructura de soporte técnico 24/7
• Especialistas de implementación dedicados
• Procesos de incorporación personalizados

Análisis de datos y optimización del rendimiento

Procesamiento de aproximadamente 365 millones de pedidos digitales anualmente con capacidades de análisis avanzados.

Métrico de análisis	Datos cuantitativos
Pedidos digitales anuales procesados	365 millones
Seguimiento de rendimiento en tiempo real	99.9% de tiempo de actividad
Capacidad de procesamiento de datos	500+ terabytes/mes

OLO Inc. (OLO) - Modelo de negocio: recursos clave

Tecnología de pedidos digitales de restaurantes patentados

A partir del cuarto trimestre de 2023, la plataforma de pedidos digitales de OLO admite más de 74,000 ubicaciones de restaurantes en más de 300 marcas empresariales. La plataforma procesa aproximadamente mil millones de órdenes digitales anualmente.

Métrica de tecnología	Datos cuantitativos
Ubicaciones de restaurantes apoyadas	74,000+
Marcas empresariales	300+
Pedidos digitales anuales procesados	1 mil millones

Equipo de Ingeniería y Desarrollo de Software

A partir de enero de 2024, OLO emplea 380 ingenieros y desarrolladores de software a tiempo completo.

• Total de empleados: 600
• Tamaño del equipo de ingeniería: 380
• Porcentaje de personal de ingeniería: 63.3%

Extensa red de la industria de restaurantes

La red de OLO incluye asociaciones con las principales plataformas de tecnología de restaurantes y sistemas de punto de venta.

Categoría de socios de red	Número de asociaciones
Integraciones del sistema POS	75+
Plataformas de entrega de terceros	15+

Infraestructura tecnológica basada en la nube

La infraestructura de la nube de OLO admite el procesamiento de pedidos en tiempo real con un tiempo de actividad del 99.99%.

• Proveedor de servicios en la nube: Amazon Web Services (AWS)
• Centros de datos: múltiples regiones
• Tiempo de actividad del sistema: 99.99%

Propiedad intelectual y patentes de software

A partir de 2023, OLO posee 27 patentes de software registradas relacionadas con las tecnologías de pedidos digitales.

Métrica de propiedad intelectual	Datos cuantitativos
Total de patentes registradas	27
Categorías de patentes	Pedidos digitales, tecnología de restaurantes

OLO Inc. (OLO) - Modelo de negocio: propuestas de valor

Experiencia de pedido digital aerodinámico para restaurantes

OLO procesó 571 millones de pedidos digitales en 2022, lo que representa un aumento de 23% año tras año. La plataforma admite más de 400 marcas de restaurantes en múltiples segmentos.

Métrica de pedido digital	Rendimiento 2022
Total de pedidos digitales	571 millones
Crecimiento año tras año	23%
Soporte de marcas de restaurantes	400+

Soluciones de pedido omnicanal en múltiples plataformas

Capacidades integrales de integración de la plataforma En los canales de entrega de la web, móviles y de terceros.

• Integración directa con las principales plataformas de entrega
• Soporte para pedidos móviles nativos
• Soluciones de pedido basadas en la web

Mayor eficiencia operativa para clientes de restaurantes

La plataforma de OLO reduce el tiempo de procesamiento de pedidos en un promedio de 45% para los socios de restaurantes.

Métrica de eficiencia operativa	Impacto en el rendimiento
Reducción del tiempo de procesamiento de pedidos	45%
Ahorro de costos promedio por restaurante	$ 17,500 anualmente

Tecnología escalable que admite restaurantes pequeños a nivel empresarial

La infraestructura tecnológica admite restaurantes que van desde negocios locales de ubicación única hasta cadenas nacionales con más de 5,000 ubicaciones.

• Tamaño mínimo del restaurante: ubicación individual
• Red de restaurantes máximos: más de 5,000 ubicaciones
• Modelos de precios flexibles

Integración integral del ecosistema de tecnología de restaurantes

OLO ofrece integración con más de 100 socios tecnológicos, incluidos sistemas de punto de venta, procesadores de pagos y plataformas de fidelización.

Categoría de integración de tecnología	Número de socios
Sistemas de punto de venta	45+
Procesadores de pago	25+
Plataformas de fidelización	30+

OLO Inc. (OLO) - Modelo de negocios: relaciones con los clientes

Gestión de cuentas dedicada

A partir del cuarto trimestre de 2023, OLO sirve a 725 marcas de restaurantes con más de 90,000 ubicaciones de restaurantes. Los clientes empresariales reciben soporte personalizado de administración de cuentas con una tasa promedio de retención de clientes del 95%.

Segmento de clientes	Nivel de gestión de cuentas	Tiempo de respuesta promedio
Clientes empresariales	Administrador de cuentas dedicado	2-4 horas
Clientes del mercado medio	Soporte de cuentas compartidas	6-8 horas
Pequeñas empresas	Soporte estándar	24 horas

Portal de soporte en línea de autoservicio

OLO proporciona una plataforma integral de soporte en línea con acceso 24/7 a recursos.

• Más de 500 artículos de la base de conocimiento de autoservicio
• Seguimiento de estado del sistema en tiempo real
• Biblioteca de documentación técnica
• Repositorio de video tutorial

Actualizaciones regulares de productos y lanzamientos de características

En 2023, OLO lanzó 37 actualizaciones principales de productos en su plataforma, con un promedio de 3 mejoras significativas de características por trimestre.

Equipo de éxito del cliente para la implementación

OLO mantiene un equipo dedicado de éxito del cliente con un tiempo de implementación promedio de 45-60 días para clientes empresariales. El equipo admite la integración en múltiples canales de pedido digital.

Etapa de implementación	Duración promedio	Nivel de soporte
Consulta inicial	2 semanas	Toque alto
Integración técnica	3-4 semanas	Apoyo técnico
Entrenamiento e incorporación	1-2 semanas	Integral

Recursos comunitarios y de la base de conocimiento

OLO mantiene un extenso ecosistema digital para la participación y el soporte del cliente.

• Más de 350 miembros del foro comunitario
• Serie de seminarios web trimestrales
• Conferencia de usuario anual
• Recursos de desarrollador dedicados

OLO Inc. (OLO) - Modelo de negocio: canales

Equipo de ventas directas

A partir del cuarto trimestre de 2023, OLO Inc. mantiene un equipo de ventas directo de aproximadamente 127 profesionales de ventas dirigidos a los tomadores de decisiones de tecnología de restaurantes.

Métrica del equipo de ventas	Valor
Representantes de ventas totales	127
Duración del ciclo de ventas promedio	45-60 días
Segmento de restaurante objetivo	Marcas de restaurantes de múltiples unidades

Sitio web de la empresa

El principal canal digital de OLO es OLO.com, que generó 42,673 visitantes únicos del sitio web en diciembre de 2023.

Métrica de rendimiento del sitio web	Valor
Visitantes únicos mensuales	42,673
Tasa de conversión del sitio web	3.2%

Plataformas de marketing digital

OLO utiliza múltiples canales de marketing digital con un enfoque enfocado.

• Presupuesto de publicidad de LinkedIn: $ 387,000 anualmente
• Gasto en los anuncios de Google: $ 214,500 por año
• Plataformas de marketing específicas: red de tecnología de restaurantes, gestión moderna de restaurantes

Conferencias de la industria de restaurantes

OLO participa en eventos clave de la industria para generar clientes potenciales y mostrar tecnología.

Conferencia	Participación anual	Generación de leads
Espectáculo de la Asociación Nacional de Restaurantes	Patrocinador principal	287 clientes potenciales calificados
Conferencia FSTEC	Expositor de nivel de oro	164 clientes potenciales calificados

Redes de referencia de socios

OLO mantiene asociaciones estratégicas con proveedores de tecnología y pago.

• Integraciones totales de socios activos: 42
• Ingresos de referencia de socios: $ 4.3 millones en 2023
• Socios clave:
  • Tostadas
  • Cuadrado
  • Raya
  • Micros/oráculo

OLO Inc. (OLO) - Modelo de negocio: segmentos de clientes

Restaurantes de servicio rápido

A partir del cuarto trimestre de 2023, OLO sirve más de 400 marcas de restaurantes de servicio rápido, lo que representa el 25% de su base de clientes totales.

Características de segmento	Detalles
Total de clientes QSR	Más de 400 marcas de restaurantes
Ingresos anuales promedio por cliente	$75,000 - $150,000

Cadenas de restaurantes de servicio completo

OLO admite más de 250 cadenas de restaurantes de servicio completo a partir de 2024.

Métricas de segmento	Puntos de datos
Clientes de restaurantes totales de servicio completo	Más de 250 cadenas de restaurantes
Porcentaje de la base total de clientes	15-20%

Grupos de restaurantes de nivel empresarial

Los clientes empresariales representan el segmento de mayor valor de OLO, que representa el 40% de sus ingresos totales en 2023.

• Número de clientes empresariales: 75-100 grupos de restaurantes
• Valor promedio del contrato: $ 250,000 - $ 500,000 anualmente
• Tamaño del grupo típico: más de 50 ubicaciones de restaurantes

Operadores de restaurantes independientes

OLO sirve aproximadamente 100-150 operadores de restaurantes independientes a través de su plataforma.

Segmento Overview	Métrica
Restaurantes independientes totales	100-150 operadores
Suscripción de plataforma promedio	$ 5,000 - $ 25,000 anualmente

Marcas de restaurantes de múltiples ubicaciones

Las marcas de ubicación múltiple constituyen el 35% de la cartera de clientes de OLO a partir de 2024.

• Total de clientes de ubicación múltiple: más de 200 marcas
• Número promedio de ubicaciones por marca: 20-50
• Gasto típico de la plataforma anual: $ 100,000 - $ 300,000

OLO Inc. (OLO) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, OLO Inc. reportó gastos de investigación y desarrollo de $ 47.5 millones, lo que representa aproximadamente el 35% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 47.5 millones	35%
2022	$ 42.3 millones	33%

Mantenimiento de la infraestructura en la nube

Los costos de infraestructura en la nube para OLO Inc. en 2023 fueron de aproximadamente $ 12.8 millones, lo que incluye alojamiento, mantenimiento del servidor y gastos de servicio en la nube.

• Amazon Web Services (AWS) Proveedor primario de infraestructura en la nube
• Inversión anual de infraestructura en la nube: $ 12.8 millones
• Crecimiento de costos de infraestructura estimado de 10-15% de infraestructura año

Inversiones de ventas y marketing

OLO Inc. asignó $ 53.2 millones a los gastos de ventas y marketing en 2023, lo que representa el 39% de los ingresos totales.

Métricas de ventas y marketing	Valor 2023
Gastos totales	$ 53.2 millones
Porcentaje de ingresos	39%

Adquisición de personal y talento

Los gastos de personal para OLO Inc. en 2023 totalizaron $ 72.6 millones, incluidos salarios, beneficios y costos de reclutamiento.

• Gastos totales de personal: $ 72.6 millones
• Compensación promedio de empleados: $ 145,000
• Número total de empleados: 498 (al 31 de diciembre de 2023)

Operaciones de atención al cliente

Los costos de operaciones de atención al cliente para OLO Inc. fueron de aproximadamente $ 8.5 millones en 2023.

Métricas de atención al cliente	Valor 2023
Gastos de soporte total	$ 8.5 millones
Personal de apoyo	62 empleados

OLO Inc. (OLO) - Modelo de negocios: flujos de ingresos

Tarifas de plataforma SaaS basadas en suscripción

Para el año fiscal 2023, OLO reportó ingresos totales de $ 241.4 millones, con una porción significativa derivada de las tarifas basadas en suscripción.

Categoría de ingresos	Cantidad (2023)	Porcentaje de ingresos totales
Tarifas de suscripción	$ 186.3 millones	77.2%

Ingresos basados ​​en transacciones

OLO genera ingresos basados ​​en transacciones a través de su plataforma de pedido digital y entrega.

Tipo de transacción	Contribución de ingresos
Transacciones de pedido digital	$ 42.7 millones

Cargos de implementación e incorporación

Tarifas de implementación única para nuevos clientes de restaurantes.

• Tarifa de implementación promedio: $ 15,000 - $ 25,000 por cliente
• Ingresos de implementación total en 2023: $ 12.6 millones

Precios de soluciones personalizadas de nivel empresarial

Soluciones personalizadas para grandes cadenas de restaurantes con complejas necesidades de pedidos digitales.

Segmento de cliente empresarial	Valor anual promedio del contrato
Grandes cadenas de restaurantes	$250,000 - $500,000

Tarifas adicionales de servicio e integración

Ingresos de servicios complementarios e integraciones de API.

• Tarifas de integración de API: $ 5,000 - $ 10,000 por integración
• Ingresos de servicio adicionales: $ 6.8 millones en 2023

Desglose total de ingresos para 2023:

Flujo de ingresos	Cantidad
Tarifas de suscripción	$ 186.3 millones
Ingresos por transacciones	$ 42.7 millones
Cargos de implementación	$ 12.6 millones
Servicios adicionales	$ 6.8 millones

Olo Inc. (OLO) - Canvas Business Model: Value Propositions

You're looking at the core value Olo Inc. (OLO) delivers to its restaurant customers, which is clearly reflected in its financial performance as of late 2025. The platform's value is rooted in creating a single, integrated digital ecosystem for restaurants.

The first major proposition is the unified digital ordering, payment, and engagement in one platform. This centralization helps streamline the entire digital transaction lifecycle. This is supported by the growth in specific features; for instance, Borderless, Olo Inc.'s passwordless checkout feature, recently exceeded 19 million total accounts across more than 450 brands as of the second quarter of 2025.

The financial results from the second quarter of 2025 show that customers are spending more on the platform, which translates directly into value for Olo Inc. and validates the platform's stickiness. Average Revenue Per Unit (ARPU) increased 12% year-over-year, hitting approximately $955 in Q2 2025. This metric demonstrates the company's ability to grow revenue within its existing customer base by encouraging deeper module adoption.

Also critical is the value derived from data ownership. Olo Inc. provides restaurants with the ownership of first-party guest data to drive personalized marketing. This capability is essential for restaurants looking to improve guest experience and drive profitable traffic, a key focus mentioned by Founder and CEO Noah Glass.

Operational efficiency is another pillar. The platform delivers value by streamlining operations by automating order flow and delivery dispatch. This automation capability supports the growth in scale, as Olo Inc. ended Q2 2025 with approximately 89,000 active locations, an increase of 9% year-over-year, adding approximately 1,000 locations from the quarter ended March 31, 2025.

The financial proof of customer satisfaction and expansion within the existing base is the high dollar-based net revenue retention (NRR) of 114% in Q2 2025. This means that even without adding a single new customer, Olo Inc.'s existing customer revenue base grew by 114% compared to the prior period's cohort revenue. For comparison, the NRR in Q1 2025 was 111%.

Here's a quick look at the key performance indicators from Q2 2025 that underscore these value propositions:

Metric	Value (Q2 2025)	Year-over-Year Change
Average Revenue Per Unit (ARPU)	Approximately $955	Increased 12%
Dollar-Based Net Revenue Retention (NRR)	114%	Up from 111% in Q1 2025
Ending Active Locations	Approximately 89,000	Increased 9%
Total Revenue	$85.7 million	Increased 22%
Total Platform Revenue	$84.1 million	Increased 21%
Non-GAAP Operating Income	$13.1 million	15% Margin

The platform's ability to drive revenue expansion is further evidenced by the overall financial growth. Total revenue for the quarter was $85.7 million, a 22% increase year-over-year. Also, Olo Inc. reported that cash, cash equivalents, and short- and long-term investments totaled $428.5 million as of June 30, 2025.

The value proposition is also seen in the platform's ability to scale across the enterprise segment. You can see this in the deployment activity:

• Enterprise brands saw multi-module new deployments, including Ben & Jerry's on Olo Ordering, Rails, and Olo Pay for card-not-present transactions in Q1 2025.
• Additional new deployments in Q1 2025 included Gong Cha and Pilot Travel Centers on Olo Rails.

To be fair, while the platform drives strong revenue retention, the GAAP gross profit margin compressed to 51% in Q2 2025, down from 57% year-over-year, though Non-GAAP gross profit was 57% of total revenue. Finance: draft 13-week cash view by Friday.

Olo Inc. (OLO) - Canvas Business Model: Customer Relationships

You're looking at how Olo Inc. keeps its enterprise and emerging enterprise restaurant clients deeply embedded in its platform. This isn't just about selling software; it's about making the platform indispensable through deep integration and continuous feature expansion.

The structure for managing these relationships is clearly tiered. Olo Inc. has dedicated enterprise sales and account management teams focused on its largest customers. This high-touch approach is evidenced by the strong retention figures. For instance, Dollar-based Net Revenue Retention (NRR) stood at 114% as of the second quarter of 2025, indicating existing customers spent significantly more than the prior year, even after accounting for any churn. This expansion revenue is key, supported by an Average Revenue Per Unit (ARPU) reaching approximately $955 in Q2 2025, a 12% year-over-year increase.

The consultative relationship is crucial for platform integration and expansion, which is how Olo Inc. stacks its S-curves, moving from Order to Pay to Engage. The company supports over 750 restaurant brands, and the success of this deep integration is reflected in the Gross Revenue Retention rate, which remained above 98% in Q1 2025. The focus on sales leadership is clear with the hiring of Parrish Chapman as Chief Sales Officer on May 5, 2025.

For broader ecosystem development, Olo Inc. supports self-service tools and APIs for partner and client development teams. The Olo Connect program organizes integration partners into tiers-Developer, Silver, Gold, and Platinum-which helps restaurants select vendors based on qualifications like location count and tenure. Olo Inc. boasts integrations with over 100 technology partners. Furthermore, features like Borderless, the passwordless checkout, have exceeded 19 million total accounts across more than 450 brands as of June 30, 2025, suggesting a successful self-service adoption path for guests.

The deep POS system integration creates high switching costs. The expansion of Olo Pay to include card-present processing means that transaction data from in-store digital payments now lives alongside online order data in the Olo Dashboard. This unification of nearly 100% of guest data across touchpoints makes migrating away from the platform complex. For example, managing and refunding in-store payments originating at the POS can now be done directly from the Olo Dashboard for brands on Olo Pay.

Continuous product innovation is directly tied to customer feedback loops. The 2025 Spring Release included the beta launch of Olo Guest Intelligence, which surfaces key guest metrics like yearly average spend per guest and new guest retention directly in the Dashboard. Thought leaders within the industry are sought out as a think tank to discuss future innovation. The platform enhancements released quarterly are designed to increase value, such as the integration enhancements for Olo Engage with Thanx to improve loyalty offer email delivery, where failed offers are automatically resent.

Here's a look at the key customer growth and retention metrics as of the first half of 2025:

Metric	Q1 2025 Value	Q2 2025 Value
Ending Active Locations	Approximately 88,000	Approximately 89,000
Dollar-based Net Revenue Retention (NRR)	111%	114%
Average Revenue Per Unit (ARPU)	Approximately $911	Approximately $955
Gross Revenue Retention	>98%	Not explicitly stated for Q2
Borderless Guest Accounts	16 million (as of Q1)	Exceeded 19 million

The platform's ability to drive expansion is also seen in module adoption. For example, Ben & Jerry's implemented ordering, rails, and Olo Pay card-not-present in Q1. The company is confident in executing its 2025 plans, including penetrating the more than $100 billion in card-present gross payment volume within its existing base.

Finance: review the impact of the Thoma Bravo acquisition agreement on Q3 2025 account management resources by next Tuesday.

Olo Inc. (OLO) - Canvas Business Model: Channels

You're looking at how Olo Inc. gets its platform and services into the hands of restaurant operators as of late 2025. It's a mix of direct selling to big names and building out a network of tech partners.

Direct sales force targeting multi-location enterprise restaurant brands

The direct sales effort focuses on landing and expanding with large, multi-location chains. This is where the big location counts come from. As of June 30, 2025, Olo Inc. was servicing approximately 89,000 active locations, which was a 9% increase year-over-year from the prior year. The hiring of Parrish Chapman as chief sales officer on May 5, 2025, signals a continued focus on scaling this direct enterprise approach. New deployments in Q1 2025 included multi-module wins with enterprise brands like Ben & Jerry's, and expansion deployments with others like Rubio's and Sonny's BBQ.

The monetization from these direct relationships is clear in the Average Revenue Per Unit (ARPU) metric. As of June 30, 2025, ARPU hit approximately $955, up 12% year-over-year. This shows the direct sales team is successfully upselling multiple modules-Order, Pay, and Engage-to existing customers, evidenced by the 114% Dollar-based Net Revenue Retention (NRR) reported for the same period.

Partner ecosystem for integrated solutions and referrals

Olo Inc. relies heavily on its network to extend reach and functionality. Over 750 restaurant brands trust the platform, supported by a network of more than 400 integration partners. This ecosystem drives both integration and referrals for Olo Inc.'s core platform and specialized services like Olo Pay and Catering+.

The platform's scale is supported by these channel partners:

• Network of more than 400 integration partners.
• Integration with Grubhub for Olo Dispatch.
• Partnership with FreedomPay for card-present Olo Pay functionality.
• Expansion deployments included Olo Pay card-not-present for Catering+ powered channels.

Olo's own website and developer portal for platform access

Direct digital engagement channels are key for customer-facing features. Olo Inc.'s Borderless, the passwordless checkout feature, is a direct-to-guest channel that recently exceeded 19 million total accounts across more than 450 brands as of June 30, 2025. The developer portal supports the ecosystem by providing access to the open SaaS platform for innovation.

Professional services team for implementation and onboarding

While specific professional services revenue isn't broken out, implementation and onboarding are critical to realizing the high NRR. The growth in active locations and multi-module deployments suggests a significant professional services load. The company expected full-year 2025 revenue in the range of $338.5 million to $340.0 million. Successful onboarding is what locks in the recurring platform revenue.

Industry conferences and thought leadership

Thought leadership is channeled through events and product releases that drive awareness and adoption among restaurant executives. The company announced numerous product enhancements during Olo Inc.'s 2025 Spring Release event. The focus of this thought leadership is helping restaurants drive profitable growth by leveraging guest data, which is the core of the Guest Data Flywheel strategy.

Here are the key operational metrics supporting the channel effectiveness as of mid-2025:

Metric	Value (as of June 30, 2025)	Value (as of March 31, 2025)
Ending Active Locations	Approximately 89,000	Approximately 88,000
Average Revenue Per Unit (ARPU)	Approximately $955	Approximately $911
Dollar-based Net Revenue Retention (NRR)	114%	111%
Total Restaurant Brands Served	Over 750	Over 750

Olo Inc. (OLO) - Canvas Business Model: Customer Segments

You're looking at the core of Olo Inc.'s business, which is squarely focused on the B2B side, specifically serving restaurant brands that need to scale their digital operations. The customer base is not just any restaurant; it's heavily weighted toward established, multi-location operators who see digital as mission-critical.

Large, multi-location enterprise restaurant brands (750+ brands)

The foundation of Olo Inc.'s client roster is its established network of brands. As of mid-2025, over 750 restaurant brands trust the platform. This segment, the enterprise-level chains, drives the largest share of revenue and represents the fastest area of growth for Olo Inc.. The company's platform is designed to handle the complexity these large groups bring to the table, evidenced by the platform supporting approximately 88,000 active locations as of March 31, 2025, growing to about 89,000 by June 30, 2025. To be fair, this concentration in the U.S. market is significant, with roughly 94.49% of the 775 order management customers located in the United States as of 2025.

Quick-service, fast-casual, and casual dining chains

Olo Inc.'s technology is built to be adaptable, which lets it serve a wide spectrum of restaurant concepts. You'll find everything from quick-service establishments to casual dining and even fine-dining restaurants using the platform to enhance their off-premise capabilities. The platform's modular nature helps it fit distinct operational models, whether a brand needs basic online ordering or advanced data analytics. For example, Red Lobster, a major seafood company, returned to the Olo Inc. ecosystem after trying an in-house solution, choosing the platform for its enhanced capabilities and cost-effectiveness.

Restaurant operators seeking to consolidate their digital tech stack

A key driver for adoption is the desire to simplify what can be a messy digital technology environment. Operators are looking to consolidate tools, and Olo Inc. shows it's delivering value within its existing base. This is reflected in the Dollar-based Net Revenue Retention (NRR), which stood at 111% at the end of Q1 2025 and improved to 114% by Q2 2025. That NRR figure tells you that existing customers are spending more, often by adopting more modules, which is the definition of tech stack consolidation success. Also, the Average Revenue Per Unit (ARPU) increased 12% year-over-year in both Q1 2025 (at about $911) and Q2 2025 (at about $955).

Brands with high digital order volume and a need for data aggregation

Brands with significant digital volume are prime targets because Olo Inc. processes millions of orders daily, gathering data from every touchpoint into a single source. This data aggregation is crucial for driving profitable traffic. The platform's passwordless checkout feature, Borderless, is a clear indicator of this high-volume segment. As of Q2 2025, Borderless exceeded 19 million total accounts across more than 450 brands. What this estimate hides is the network effect: more than 2 million of those Borderless guests have used the feature at two or more different brands, showing deep integration into guest behavior across multiple concepts.

These core metrics show the value Olo Inc. extracts from its customer base:

Metric	Q1 2025 Value	Q2 2025 Value
Average Revenue Per Unit (ARPU)	$911	$955
Dollar-based Net Revenue Retention (NRR)	111%	114%
Active Locations	Approx. 88,000	Approx. 89,000
Borderless Guest Accounts	16 million+	Exceeded 19 million

Growing regional restaurant groups with scaling needs

The platform attracts growing regional groups that need enterprise-grade tools without the lead time of building them internally. These groups are looking to scale efficiently across new and existing locations. The overall location count growth-adding about 2,000 net new locations in Q1 2025 to reach 88,000, and another 1,000 in Q2 2025 to reach 89,000-demonstrates this ongoing scaling need being met by Olo Inc.. The company's focus on helping brands 'do more with less' resonates with operators facing rising input costs.

You can see the types of brands actively deploying new modules:

• Enterprise brands like Ben & Jerry's deployed Olo Ordering, Rails, and Olo Pay.
• Expansion deployments included First Watch adopting Olo Pay for card-not-present transactions.
• Emerging enterprise groups, like Cupbop Korean BBQ, saw multi-suite new deployments.

If onboarding takes 14+ days, churn risk rises, so speed to value is key for these scaling groups.

Olo Inc. (OLO) - Canvas Business Model: Cost Structure

You're looking at the core expenses that fuel Olo Inc.'s platform and growth engine. Honestly, for a high-growth SaaS company like Olo Inc., the cost structure is where you see the trade-off between scaling the core service and investing heavily in future features.

The Cost of Revenue is a major component, representing the direct costs to deliver the platform services. For the first quarter of 2025, the total cost of revenue was exactly $36.366 million, which is the figure you mentioned. This is the cost associated with keeping the lights on and processing transactions for their existing customer base.

Here's a breakdown of that Cost of Revenue for Q1 2025:

Cost Component	Amount (in thousands)	Percentage of Total Cost of Revenue
Platform Cost of Revenue	$35,596	98.0%
Professional Services and Other Cost of Revenue	$770	2.1%
Total Cost of Revenue	$36,366	100.0%

The vast majority of the cost of revenue, nearly 98.0%, is tied directly to the platform operations, which makes sense given their business model. To be fair, this figure benefited from approximately $1 million of one-time cost of revenue adjustments associated with Olo Pay in Q1 2025, which means the normalized cost was slightly higher.

Operating expenses are where Olo Inc. puts its investment dollars for future growth, and these are substantial. For Q1 2025, total operating expenses reached $46.730 million. This spend is concentrated in three main areas:

• Research and development (R&D) expenses were $17.108 million for the quarter.
• General and administrative (G&A) overhead was $15.790 million.
• Sales and marketing (S&M) costs totaled $13.832 million.

Research and development (R&D) expenses are significant, clocking in at $17.108 million in Q1 2025. This spend fuels product innovation like Olo Guest Intelligence and the continued development of modules like Rails. You'd expect this to remain a high priority as they push new features to increase Average Revenue Per Unit (ARPU), which was $911 in Q1 2025.

Sales and marketing (S&M) costs, at $13.832 million in Q1 2025, are the fuel for acquiring and expanding enterprise accounts. This is the cost to drive the growth that resulted in adding approximately 2,000 net new locations sequentially to reach approximately 88,000 active locations as of March 31, 2025.

General and administrative (G&A) overhead, which includes defintely legal and compliance costs necessary for a public company operating in the payments space, was $15.790 million in the first quarter of 2025.

The costs related to transaction processing are embedded within both Cost of Revenue and the overall revenue mix, particularly with Olo Pay. Olo Inc. is targeting $110 million in Olo Pay revenue for the full year 2025 as they ramp up card-present payments. For Olo Dispatch orders, the store floats the Dispatch fees and tips until Olo withdraws them in the monthly invoice, meaning these variable transaction costs flow through the Cost of Revenue line item.

The overall result of this cost structure in Q1 2025 was an operating loss of $2.416 million on a GAAP basis, a significant improvement from the $7.160 million loss in the prior year period. Non-GAAP operating income was $11.5 million, or 14.3% of total revenue.

Finance: draft 13-week cash view by Friday.

Olo Inc. (OLO) - Canvas Business Model: Revenue Streams

You're looking at how Olo Inc. (OLO) converts its platform usage into actual dollars, which is key to understanding its valuation, especially post-acquisition by Thoma Bravo in September 2025. The revenue model is fundamentally a high-retention Software-as-a-Service (SaaS) structure, layered with usage-based fees from its growing payment and delivery modules.

The overall financial expectation for the fiscal year remains strong, built on the momentum seen in the first half of 2025. For the full year 2025, Olo Inc. projects total revenue to fall between $338.5 million and $340.0 million.

The core revenue engine is the platform itself, which saw total revenue increase 22% year-over-year to $85.7 million in the second quarter of 2025. This platform revenue, which includes the core Order suite, grew 21% year-over-year to $84.1 million in Q2 2025. The stickiness of this model is shown by the Dollar-based Net Revenue Retention (NRR) rate, which stood at a robust 114% as of the second quarter of 2025.

Here is a breakdown of the components that make up the revenue:

Revenue Component	Basis of Charge	Latest Reported Metric/Guidance
Platform Subscription Fees (SaaS)	Per active location per month (Base for Order suite)	Active locations totaled approximately 89,000 as of June 30, 2025. Average Revenue Per Unit (ARPU) was approximately $955 in Q2 2025.
Transaction-based fees from Olo Pay	Transaction volume (Integrated payments)	Olo targeted $110 million in Olo Pay revenue for 2025.
Transaction-based fees from Olo Dispatch	Transaction volume (Delivery management)	A restaurant might pay a $0.50 transactional fee for Dispatch, though this is contract-dependent.
Professional services and other revenue	Implementation, support, and custom development	This category represented approximately 1.9% of Total Revenue in Q2 2025.
Full-Year 2025 Revenue Projection	Total Expected Revenue	Between $338.5 million and $340.0 million.

The platform subscription fees are the foundation. The base subscription for the Order suite is charged on a per-location, per-month basis. With the total active location count growing to approximately 89,000 by the end of Q2 2025, this recurring base is substantial. The ARPU, which captures all modules, reached approximately $955 in Q2 2025, up 12% year-over-year.

The growth in transaction-based revenue is where the upside is concentrated. Olo Pay, which now includes POS-integrated payments for in-store transactions, is a major focus. Management had set a specific revenue target for Olo Pay for the 2025 fiscal year, aiming for $110 million. This is layered on top of the base subscription.

For Olo Dispatch, which acts as a delivery provider broker, the fee structure is flexible, but one example noted is a potential $0.50 transactional fee for the service. The Dispatch fee charged to the customer can also be configured based on subtotal tiers, such as a percentage of the order subtotal for orders over $10.

Professional services and other revenue, which covers implementation and support, is a much smaller part of the overall picture. Based on Q2 2025 results, this segment accounted for about 1.9% of total revenue, with the core Platform Revenue making up the remaining 98.1%. This confirms the business is overwhelmingly driven by recurring software access and transaction volume.

• Platform Revenue (Order, Pay, Engage Suites) growth was 21% year-over-year in Q2 2025.
• Gross Revenue Retention remained above 98% in Q1 2025.
• Total revenue for Q1 2025 was $80.7 million.
• Total revenue for Q2 2025 was $85.7 million.

Finance: review the Q3 2025 revenue run-rate against the full-year guidance midpoint by next Tuesday.