Olo Inc. (Olo): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo em rápida evolução da tecnologia de restaurantes, a Olo Inc. surge como uma força transformadora, revolucionando o gerenciamento de pedidos e entrega digital para restaurantes de todos os tamanhos. Ao integrar perfeitamente soluções de software de ponta em várias plataformas, a Olo se tornou um facilitador crítico para restaurantes que buscam otimizar suas operações digitais e aprimorar as experiências dos clientes em um mercado cada vez mais competitivo. Essa quebra abrangente da Canvas de modelo de negócios da Olo revela as intrincadas estratégias e abordagens inovadoras que posicionaram a empresa como um participante fundamental no ecossistema de tecnologia de restaurantes.

Olo Inc. (Olo) - Modelo de Negócios: Principais Parcerias

Plataformas de tecnologia de restaurantes e sistemas de ponto de venda (POS)

Olo faz parceria com os seguintes sistemas POS:

POS Partner	Status de integração	Alcance do mercado
Brinde	Integração completa	55.000 mais locais de restaurantes
Quadrado	Parceria abrangente	Mais de 40.000 clientes de restaurantes
Nc	Integração no nível da empresa	Mais de 25.000 locais de restaurantes

Serviços de entrega de terceiros

As parcerias da plataforma de entrega da Olo incluem:

• Uber Eats (volume de processamento: US $ 9,4 bilhões em 2023)
• Doordash (restaurantes integrados: 65.000+)
• GrubHub (cobertura da rede: 300.000 restaurantes)

Provedores de infraestrutura em nuvem

Provedor de nuvem	Gasto anual	Nível de serviço
Amazon Web Services (AWS)	US $ 12,3 milhões em 2023	Infraestrutura de nível corporativo
Google Cloud	US $ 5,7 milhões em 2023	Soluções de escalabilidade avançadas

Parceiros de processamento de pagamentos

Plataformas de processamento de pagamento integradas:

• Stripe (volume de transações: US $ 640 milhões em 2023)
• PayPal (restaurantes integrados: 45.000+)
• Adyen (cobertura de pagamento global: mais de 20 países)

Empresas de integração de software corporativo

Parceiro de integração	Escopo de integração	Clientes corporativos
Salesforce	Integração do CRM	Mais de 150 clientes corporativos de restaurantes
Oráculo	Planejamento de recursos corporativos	Mais de 100 sistemas de gerenciamento de restaurantes

Olo Inc. (Olo) - Modelo de Negócios: Atividades -chave

Desenvolvendo plataforma de gerenciamento de pedidos e entrega digital

A partir do quarto trimestre 2023, a plataforma de pedidos digitais da Olo suportou mais de 81.000 locais de restaurantes em mais de 500 marcas de restaurantes.

Métrica da plataforma	Dados quantitativos
Locais totais de restaurantes	81,000+
Número de marcas de restaurante	500+
Volume anual de pedidos digitais	365 milhões de pedidos

Fornecendo soluções de software como serviço (SaaS) para restaurantes

Em 2023, a OLO gerou US $ 297,2 milhões em receita total da SaaS Restaurant Technology Solutions.

• Despachar a integração da plataforma de entrega
• Sistema de pedidos on -line de trilhos
• Transações de soluções de pagamento
• Plataforma provável de gerenciamento de pedidos

Inovação contínua da plataforma e aprimoramento de recursos

Os investimentos em P&D para 2023 foram de US $ 54,3 milhões, representando 18,3% da receita total.

Métrica de inovação	2023 dados
Investimento em P&D	US $ 54,3 milhões
P&D como porcentagem de receita	18.3%
Novos recursos de plataforma lançados	12 grandes atualizações

Serviços de suporte ao cliente e implementação técnica

O Olo manteve uma taxa de retenção de clientes de 95% em 2023 com equipes de suporte técnico dedicadas.

• Infraestrutura de suporte técnico 24/7
• Especialistas em implementação dedicados
• Processos de integração personalizados

Análise de dados e otimização de desempenho

Processando aproximadamente 365 milhões de pedidos digitais anualmente com recursos avançados de análise.

Métrica de análise	Dados quantitativos
Pedidos digitais anuais processados	365 milhões
Rastreamento de desempenho em tempo real	99,9% de tempo de atividade
Capacidade de processamento de dados	500+ terabytes/mês

Olo Inc. (Olo) - Modelo de Negócios: Recursos Principais

Tecnologia de pedidos digitais de restaurante proprietário

A partir do quarto trimestre 2023, a plataforma de pedidos digitais da Olo suporta mais de 74.000 locais de restaurantes em mais de 300 marcas corporativas. A plataforma processa aproximadamente 1 bilhão de pedidos digitais anualmente.

Métrica de tecnologia	Dados quantitativos
Locais de restaurantes suportados	74,000+
Marcas corporativas	300+
Pedidos digitais anuais processados	1 bilhão

Equipe de engenharia e desenvolvimento de software

Em janeiro de 2024, a OLO emprega 380 engenheiros e desenvolvedores de software em período integral.

• Total de funcionários: 600
• Tamanho da equipe de engenharia: 380
• Porcentagem de funcionários de engenharia: 63,3%

Extensa rede da indústria de restaurantes

A rede da Olo inclui parcerias com grandes plataformas de tecnologia de restaurantes e sistemas de ponto de venda.

Categoria de parceiro de rede	Número de parcerias
Integrações do sistema POS	75+
Plataformas de entrega de terceiros	15+

Infraestrutura de tecnologia baseada em nuvem

A infraestrutura em nuvem da Olo suporta processamento de pedidos em tempo real com 99,99% de tempo de atividade.

• Provedor de serviços em nuvem: Amazon Web Services (AWS)
• Data centers: várias regiões
• Tempo de atividade do sistema: 99,99%

Propriedade intelectual e patentes de software

A partir de 2023, a Olo possui 27 patentes de software registradas relacionadas às tecnologias de pedidos digitais.

Métrica de propriedade intelectual	Dados quantitativos
Total de patentes registradas	27
Categorias de patentes	Pedidos digitais, tecnologia de restaurante

Olo Inc. (Olo) - Modelo de Negócios: Proposições de Valor

Experiência de pedidos digitais simplificados para restaurantes

O Olo processou 571 milhões de pedidos digitais em 2022, representando um aumento de 23% ano a ano. A plataforma suporta mais de 400 marcas de restaurantes em vários segmentos.

Métrica de ordem digital	2022 Performance
Pedidos digitais totais	571 milhões
Crescimento ano a ano	23%
As marcas de restaurantes suportadas	400+

Soluções de pedidos de omnichannel em várias plataformas

Recursos abrangentes de integração de plataforma nos canais de entrega da Web, móveis e de terceiros.

• Integração direta com as principais plataformas de entrega
• Suporte para pedidos móveis nativos
• Soluções de pedidos baseadas na Web

Maior eficiência operacional para clientes de restaurantes

A plataforma da Olo reduz o tempo de processamento de pedidos em uma média de 45% para parceiros de restaurantes.

Métrica de eficiência operacional	Impacto no desempenho
Redução de tempo de processamento de pedidos	45%
Economia média de custos por restaurante	US $ 17.500 anualmente

Tecnologia escalável que suporta pequenos a restaurantes de nível corporativo

A infraestrutura tecnológica suporta restaurantes que variam de empresas locais de localização única a redes nacionais com mais de 5.000 locais.

• Tamanho mínimo do restaurante: local único
• Rede máxima de restaurantes: mais de 5.000 locais
• Modelos de preços flexíveis

Integração abrangente do ecossistema de tecnologia de restaurantes

O Olo oferece integração com mais de 100 parceiros de tecnologia, incluindo sistemas de ponto de venda, processadores de pagamento e plataformas de fidelidade.

Categoria de integração de tecnologia	Número de parceiros
Sistemas de ponto de venda	45+
Processadores de pagamento	25+
Plataformas de fidelidade	30+

Olo Inc. (Olo) - Modelo de Negócios: Relacionamentos do Cliente

Gerenciamento de conta dedicado

A partir do quarto trimestre 2023, o Olo serve 725 marcas de restaurantes com mais de 90.000 locais de restaurantes. Os clientes da empresa recebem suporte de gerenciamento de contas personalizado com uma taxa média de retenção de clientes de 95%.

Segmento de clientes	Nível de gerenciamento de contas	Tempo médio de resposta
Clientes corporativos	Gerente de conta dedicado	2-4 horas
Clientes do mercado intermediário	Suporte de conta compartilhada	6-8 horas
Clientes de pequenas empresas	Suporte padrão	24 horas

Portal de suporte on-line de autoatendimento

O Olo fornece uma plataforma de suporte on -line abrangente com acesso 24/7 aos recursos.

• Mais de 500 artigos da base de conhecimento de autoatendimento
• Rastreamento de status do sistema em tempo real
• Biblioteca de Documentação Técnica
• Repositório de Tutorial em vídeo

Atualizações regulares de produtos e lançamentos de recursos

Em 2023, a Olo lançou 37 principais atualizações de produtos em sua plataforma, com uma média de 3 aprimoramentos significativos de recursos por trimestre.

Equipe de sucesso do cliente para implementação

O Olo mantém uma equipe dedicada de sucesso do cliente com um tempo médio de implementação de 45 a 60 dias para clientes corporativos. A equipe suporta integração em vários canais de pedidos digitais.

Estágio de implementação	Duração média	Nível de suporte
Consulta inicial	2 semanas	Toque alto
Integração técnica	3-4 semanas	Suporte técnico
Treinamento e integração	1-2 semanas	Abrangente

Recursos da Comunidade e Base de Conhecimento

O Olo mantém um extenso ecossistema digital para envolvimento e suporte ao cliente.

• 350+ membros do fórum da comunidade
• Série de webinar trimestral
• Conferência anual do usuário
• Recursos dedicados ao desenvolvedor

Olo Inc. (Olo) - Modelo de Negócios: Canais

Equipe de vendas diretas

No quarto trimestre 2023, a Olo Inc. mantém uma equipe de vendas direta de aproximadamente 127 profissionais de vendas direcionados aos tomadores de decisão de tecnologia de restaurantes.

Métrica da equipe de vendas	Valor
Total de representantes de vendas	127
Comprimento médio do ciclo de vendas	45-60 dias
Segmento de restaurante alvo	Marcas de restaurantes de várias unidades

Site da empresa

O canal digital principal da Olo é o Olo.com, que gerou 42.673 visitantes exclusivos do site em dezembro de 2023.

Métrica de desempenho do site	Valor
Visitantes únicos mensais	42,673
Taxa de conversão do site	3.2%

Plataformas de marketing digital

O Olo utiliza vários canais de marketing digital com uma abordagem focada.

• Orçamento de publicidade do LinkedIn: US $ 387.000 anualmente
• Gastes do Google Ads: US $ 214.500 por ano
• Plataformas de marketing direcionadas: Rede de tecnologia de restaurantes, gerenciamento moderno de restaurantes

Conferências da indústria de restaurantes

O Olo participa de eventos importantes do setor para gerar leads e mostrar tecnologia.

Conferência	Participação anual	Geração de chumbo
Show National Restaurant Association	Patrocinador Primário	287 leads qualificados
Conferência FSTEC	Expositor de nível de ouro	164 leads qualificados

Redes de referência de parceiros

O Olo mantém parcerias estratégicas com os provedores de tecnologia e pagamento.

• Integrações de parceiros ativos totais: 42
• Receita de referência de parceiro: US $ 4,3 milhões em 2023
• Parceiros -chave:
  • Torrada pos
  • Quadrado
  • Listra
  • Micros/oracle

Olo Inc. (Olo) - Modelo de Negócios: Segmentos de Clientes

Restaurantes de serviço rápido

A partir do quarto trimestre 2023, a Olo atende a mais de 400 marcas de restaurantes de serviço rápido, representando 25% de sua base total de clientes.

Características do segmento	Detalhes
Total de clientes QSR	Mais de 400 marcas de restaurantes
Receita média anual por cliente	$75,000 - $150,000

Correntes de restaurantes de serviço completo

O Olo suporta mais de 250 cadeias de restaurantes de serviço completo a partir de 2024.

Métricas de segmento	Pontos de dados
Total de clientes de restaurante de serviço completo	Mais de 250 cadeias de restaurantes
Porcentagem da base total de clientes	15-20%

Grupos de restaurantes em nível empresarial

Os clientes corporativos representam o segmento de maior valor da Olo, representando 40% de sua receita total em 2023.

• Número de clientes corporativos: 75-100 grupos de restaurantes
• Valor médio do contrato: US $ 250.000 - US $ 500.000 anualmente
• Tamanho típico do grupo: mais de 50 locais de restaurantes

Operadores de restaurantes independentes

O Olo serve aproximadamente 100 a 150 operadores de restaurantes independentes por meio de sua plataforma.

Segmento Overview	Métricas
Total de restaurantes independentes	100-150 operadores
Assinatura média da plataforma	US $ 5.000 - US $ 25.000 anualmente

Marcas de restaurantes de várias localizações

As marcas multi-localização constituem 35% do portfólio de clientes da Olo em 2024.

• Total de clientes multi-localização: mais de 200 marcas
• Número médio de locais por marca: 20-50
• Gasto anual típico de plataforma: US $ 100.000 - US $ 300.000

Olo Inc. (Olo) - Modelo de Negócios: Estrutura de Custo

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, a Olo Inc. relatou despesas de pesquisa e desenvolvimento de US $ 47,5 milhões, representando aproximadamente 35% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2023	US $ 47,5 milhões	35%
2022	US $ 42,3 milhões	33%

Manutenção da infraestrutura em nuvem

Os custos de infraestrutura em nuvem da Olo Inc. em 2023 foram de aproximadamente US $ 12,8 milhões, que incluem as despesas de hospedagem, manutenção do servidor e serviços em nuvem.

• Amazon Web Services (AWS) Provedor de infraestrutura em nuvem primária
• Investimento anual de infraestrutura em nuvem: US $ 12,8 milhões
• Estimado 10-15% de crescimento de custos de infraestrutura ano a ano

Investimentos de vendas e marketing

A Olo Inc. alocou US $ 53,2 milhões às despesas de vendas e marketing em 2023, representando 39% da receita total.

Métricas de vendas e marketing	2023 valor
Despesas totais	US $ 53,2 milhões
Porcentagem de receita	39%

Aquisição de pessoal e talento

As despesas de pessoal da Olo Inc. em 2023 totalizaram US $ 72,6 milhões, incluindo salários, benefícios e custos de recrutamento.

• Total de despesas de pessoal: US $ 72,6 milhões
• Compensação média dos funcionários: US $ 145.000
• Número total de funcionários: 498 (em 31 de dezembro de 2023)

Operações de suporte ao cliente

Os custos de operações de suporte ao cliente para a Olo Inc. foram de aproximadamente US $ 8,5 milhões em 2023.

Métricas de suporte ao cliente	2023 valor
Despesas totais de suporte	US $ 8,5 milhões
Equipe de apoio	62 funcionários

Olo Inc. (Olo) - Modelo de Negócios: Fluxos de Receita

Taxas de plataforma SaaS baseadas em assinatura

Para o ano fiscal de 2023, a OLO registrou receita total de US $ 241,4 milhões, com uma parcela significativa derivada de taxas baseadas em assinatura.

Categoria de receita	Valor (2023)	Porcentagem da receita total
Taxas de assinatura	US $ 186,3 milhões	77.2%

Receita baseada em transações

O Olo gera receita baseada em transações por meio de sua plataforma de pedidos e entrega digital.

Tipo de transação	Contribuição da receita
Transações de pedidos digitais	US $ 42,7 milhões

Implementação e cobrança de integração

Taxas de implementação únicas para novos clientes de restaurantes.

• Taxa de implementação média: US $ 15.000 - US $ 25.000 por cliente
• Receita total de implementação em 2023: US $ 12,6 milhões

Preços de solução personalizada no nível da empresa

Soluções personalizadas para grandes redes de restaurantes com necessidades complexas de pedidos digitais.

Segmento de clientes corporativos	Valor médio anual do contrato
Grandes cadeias de restaurantes	$250,000 - $500,000

Taxas adicionais de serviço e integração

Receita de serviços suplementares e integrações de API.

• Taxas de integração da API: US $ 5.000 - US $ 10.000 por integração
• Receita adicional de serviço: US $ 6,8 milhões em 2023

Repartição total da receita para 2023:

Fluxo de receita	Quantia
Taxas de assinatura	US $ 186,3 milhões
Receita de transação	US $ 42,7 milhões
Cobranças de implementação	US $ 12,6 milhões
Serviços adicionais	US $ 6,8 milhões

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.