Competitive Pricing and Positioning

Final Report
Justification for the Big Three

Larger companies use legacy systems due

to continuity, system expandability,
features, connectivity (multiple units,
corporate office, within a lodging
operation), stability, security, and support.”
Michael Oshins, Ed.D., MPS
Associate Professor of the Practice
Boston University School of Hospitality Administration
High Level Summary
– Food and Beverage Segment
• Revel Systems & Toast come up, along with a number of other POS vendors
• Oracle MICROS and NCR (better in RUSH) always come up from a mindshare
– Infor
• According to Agilysys Compass Dining team, Infor is not a threat. Unavailable info.
– Clover
• Inadequate product, state their competition as Square
– Magic number price/terminal is $60
• Price fluctuates between $59 - $79 as the lowest cost price
– Deals lost in installation and support costs
• Agilysys needs to figure how to lower those costs.
• Cloud POS systems do not have the overhead of entrenched players
– Do not compete/sell on the lower-end
• You will not win
– Kiosks are both a real opportunity and threat
• NEXTEP Systems, Olea, Zivelo, and NCR

Agilysys was dubbed “the Maserati of POS Systems” by Avero. However, that premium brand means
it’s only a niche play. You cannot compete against cloud POS and iPad vendors. Walk away.
Industry Landscape
VENDOR PAGE TITLE META/ DESCRIPTION/KEYWORDS
• Title: Hospitality Software & Solutions | Agilysys
• Description: Agilysys is the leading provider of hospitality software and solutions for
hotels, resorts and restaurants to manage property, inventory and process payments.
• Keywords: hospitality solutions company, hospitality software, mobile management
solutions, Agilysys
• Title: Oracle Hospitality—Food and Beverage and Hotel Technology | Oracle
• Description: Oracle Hospitality delivers integrated technology solutions for hospitality
industry point of sale, restaurant management, and hotel management.
• Keywords: hospitality industry, hotel management, restaurant management
• Title: Infor Hospitality – Complete hotel management software
• Description: Infor Hospitality delivers revenue and property management software,
and integrated technology solutions for hotels, casinos, resorts and restaurants.
• Keywords: hospitality software, hospitality solutions, hotel management software,
casino software, casino management software, hotel software, restaurant
management software, property management software, hotel reservation software,
ezrms, easyrms, hotel accounting, revenue management software, hotel property
management system
VENDOR PAGE TITLE META/ DESCRIPTION/KEYWORDS
• Title: Vivonet Cloud Platform Technology for
Enterprise Hospitality Business-Restaurants, Hotels,
Food Services, More
• Description: Vivonet provides cloud-based POS
systems, back of office reporting, self-service kiosks
and more for the hospitality industry; hotel,
restaurant, fsm.
• Keywords: none
Null

• Title: Point of Sale Software | Enterprise Software |

Bypass Mobile
• Description: Bypass Mobile offers point of sale
software for enterprise businesses in the sports,
contract catering, education, entertainment and
chain restaurant industries.
• Keywords: None
Social Media Presence

Courtesy of RivalIQ
Corporate Ratings and Review Sites
Criteria

Employees 553 10,000+ 10,000+ 10,000+ 51-200 51 - 200 ~ 75

Headquarters Alpharetta, GA New York, NY Columbia, MD Duluth, GA Vancouver, CAN Sunnyvale, CA Austin, TX

Established 1963 (2003) 2003 1977 1884 (1999) 2005 2010 (1971) 2010

CEO Rating 39% 83% 69% 48% 84% 100% N/A

Would Recommend 28% 60% 65% 49% 74% 59% 80%

Number of Reviews 112 742 291 1,800 54 2 11

Customers 3,300+; 40,000+ 200,000+ units 130 customers,

3,100+
properties 150 apps 11,000 devices
Positive Business Outlook 32% N/A N/A N/A N/A N/A N/A

Overall Rating 2.7 3.3 3.4 2.9 3.7 3.8 4.2

FY16 Revenue $120.4 million $2 - $5 billion $10+ billion $6.54 billion $5 - $10 million $10 - $25 million

FY17E Revenue $128 - $131 $6.6-6.72 billion

Revenue per Employee $223,869 $195,223 $50,000 $125,000

FY16 Growth Rate 16.3% 3%

FY17E Growth Rate 7% 1% - 3% $100 million FD

FY16 Gross Margin 57%

FY17E Gross Margin Low 50%

Status Private, $11.35

Public Public Public Public Private Public via FD
million funding
 Review Sites
Review Sites

POS Specific
MerchantMaverick No No No Yes, Silver Pro No Yes No
MerchantServices-
No No No No No Yes No
Help.com
POS Advice No No No Aloha, Silver Pro No Yes No
POS Options No No No Yes, Silver Pro No Yes No
RestaurantSoftwareList.co
See POS Advice See POS Advice See POS Advice See POS Advice See POS Advice See POS Advice See POS Advice
m
TrustedPOS No No No Yes, Silver Pro Yes No No
General Purpose
Business News Daily No No No Yes No Yes No
Business Software Yes Yes Yes, Xstore Plus No Yes No No
Capterra Yes Yes Yes Yes Yes Yes No
Yes,Counterpoi
Cloudswave No No No No No No
nt
CTO Advice No No No No No No No
DiscoverCloud No No No No No No No
FinancesOnline.com Yes No Yes Yes No No No
Gartner Peer Insights No No No No No No No
Yes, Aloha
G2 Crowd Yes No Yes Yes Yes No
Silver
Yes, Aloha
GetApp No No No Yes Yes No
Silver
Glassdoor Yes Yes Yes Yes Yes Yes Yes
ITCentralStation No No Yes No No No No
 Review Sites

Review Sites (continued)

Pandia No No No No No No No
Quora Yes Yes Yes Yes Yes Yes No
SaaS Lounge No No No No No No No
Serchen Yes No Yes Yes No Yes No
SoftwareAdvice Yes Yes Yes Yes Yes Yes No
SoftwareInsider Yes No Yes Yes Yes No No
TechnologyAdvice No Yes No Yes Yes No No
TopTen Reviews No No No Yes No Yes No
TrustRadius Yes No Yes Yes Yes Yes No
VB Profiles No No Yes Yes No Yes No
Marketplaces
Atlassian Marketplace No No No No No No No
AWS Marketplace No No No No No No No
Google Marketplace No No No No No No No
Intuit AppCenter No No Yes, via 3rd Yes, via 3rd No Yes No
Oracle Marketplace No No No No No No No
Salesforce AppExchange No No No No No No No
Everyone is offering a kiosk
Two major types:

Check-in kiosks - Devices that allow wither fast food or

casual dining to place their orders and make payment
without input from employees who are then redeployed to
order fulfillment

Retail kiosks - transaction kiosks that are found in retail and

hospitality settings.

Bypass Mobile just announced a self-service kiosk on March 7, 2017.

Segmenting the POS Market
• Food/Supermarkets
• Drug Stores
• Hypermarkets/Superstores/Ware house Clubs (Costco, Sam’s, Wal-Mart, K-Mart)
• Department Stores (Traditional anchor stores and discount department chains)
• Category killers (home centers, electronics, pet superstores, bookstores, sporting
goods, furniture)
• Specialty other (mall/strip-mall specialty stores, predominantly apparel, shoes and
gifts)
• Mass merchandisers (include discount stores)
• Convenience Stores/Gas Stations
• Quick service restaurants/fast food
• Table Service Restaurants (including hotel, bar, restaurant)
• Lodging
• Casino/cruise ships
• Entertainment (theaters, theme parks, museums, stadiums, parks)
IHL has broken down the POS market into the above segments.
Product Category Matrix
Also called legacy (or
traditional), it’s premise-based
Hybrid

Source: http://web.archive.org/web/20161118021225/http://www.vivonet.com/competition-matrix
 Dominant POS Companies
Vendor Web Site Phone PC-based Channel Services
Delaware
Agilysys agilysys.com 877-374-4783 Direct North,
Compass
Aloha ncr.com 877-794-7237 Both Both

Breadcrumb POS (Upserve) breadcrumbpos.com 888-514-4644 Tablet Both

Aramark,
Compass,
Delaware
Bypass Mobile POS bypassmobile.com 512-291-6192 Tablet Direct
North,
Legends,
Sodexo
Clover POS (First Data) clover.com 877-349-4151 Tablet ISO

Digital Dining (Heartland) digitaldining.com 703-912-3000 Reseller

Vivonet Halo vivonet.com 866-512-2033 Web Direct

InfoGenesis (Agilysys) agilysys.com 877-374-4783 Direct

Maitre’D (Posera-HDX) maitredpos.com 888-404-2662 Reseller

NCR Silver ncrsilver.com 800-932-1058 Tablet Direct

Oracle Hospitality (Micros) oracle.com 800-363-3059 Both

PixelPoint POS (ParTechnology) pixelpointpos.com 800-267-4935 Reseller
Revel Systems revelsystems.com 855-738-3555 Tablet Direct
Toast POS toastab.com 617-297-1005 Tablet Both
TouchBistro touchbistro.com 416-363-5252 Tablet Direct
Vend Coffee Shop POS vendhq.com Not available Tablet Both
Source: POS Advice for Restaurants
Gauging the Cloud POS Vendors
Product Monthly Cost (doesn’t Processor Payment EMV- NFC Mobile Integrations Hardware Pricing Scenario Founded
include hardware) Processor Compliant Reader Owning Type Tiered or
Interchange Plus
Clover Dependent on 1st Party FirstData, - Clover App Store Lease or Buy Both options
Company for hardware FirstData Called (Dharma has
Proprietary interchange plus)
hardware
Breadcrumb 1 iPad: $69/month and 1st or 3rd Party 1.99% +$.15 or Yes Yes Groupon sold it. Buy or lease Full-service iPad based,
$30/month for an 3rd Party Weakness Ipad integration Founded in
additional terminal Heartland, 2011
Chase
Paymentech,
First Data,
TSYS, or Global
Payment
Square N/A 1st Party 2.75% Yes Yes, Yes QuickBooks, Xero, For $99, the iOS and Android QSR, café, Started in 2009
** No monthly Service (swiped) $49 for and TaxJar SquareStand to Devices, kiosk
fee 3.5% + $.15 EMV become a cash differentiating Low
(keyed) reader register w/iPad from vendors only transaction
integrating with amounts
iPad devices
NCR Silver $59-$79/month (+ $.10 3rd Party Elavon, Vantiv, Yes Yes Buy or lease NCR Mobile POS, Best for quick- Launched in
cents/transaction Worldpay and which runs on iOS service or full- 2012
additional devices, up BB&T. devices; and NCR service
to $29) Silver Register, restaurants
which runs on a
closed Android.
Revel Variable 3rd Party USAe, Yes Yes - QuickBooks and Large iPad POS
FreedomPay; PayPal operations or
Mercury/ multiple
WorldPay locations.
TouchBistro 1: $69/month, 2: 3rd Party Moneris, Yes Yes iPad stand, receipt iPad Launched in
$129/month; $249 for Cayan, Premier printer and cash 2011
five and $399 for and Mercury, drawer; offers
unlimited terminal SmoothPay Mobile POS
licenses. and PayPal.
Application Categories for the POS Market

q Internet Security
q Liquor Monitoring & Liquor Inventory Control Systems
q Loyalty and Rewards Programs
q Online Ordering and Delivery Service
q Online Employees Scheduling & HR Applications
q Payroll Processing, Back Office and General Accounting
q Processors – Credit, Gift, & Mobile Payments
q Restaurant Reservation and Wait List Systems

Source: POS Advice for Restaurants

Integration Capabilities for Reporting
Agilysys InfoGenesis - “The Maserati of POS” with many large records to deal
with.

Micros - this is most common requested/used integration via the RES 3700 &
9700. Does not work with e7 since it’s old and not enough processing power.
RES 3700 used SQL DB.

NCR Aloha - not as common request as Micros. They use an DBF file.

Vivonet - Fell of the map. Reporting for their product is not requested, even
though they support the product. Most successful APIs for iPad cloud-based
systems = Revel and Breadcrumb. In fact, Revel has the most requested

Toast - would not recommend according to the Avero sales rep.

The test of any software platform is its integration capabilities. Avero reports that an
on-premise architecture is easier to work with, and that PAR PixelPoint is the
easiest. Toast, Clover, and Square fall under cheap/poor data quality. The data is
poor quality and hard to obtain (Toast is slightly better), and there’s not enough data
granularity. It’s only decent for obtaining higher level data. Data that’s posted to
Designing a Questionnaire and Set Criteria
Revel Systems Qualification Questions
• Your business name:
• What is your business' website?
• Is your business part of a franchise model?
• What type of business are you?
• Where are you located?
• Number of terminals needed?
• Number of locations?
• Which POS are you currently using?
• Any POS competitors we should know about?
• Projected installation timeline:
• Best time to contact you:
• Additional comments/questions:

Revel is high pressure sales environment. SDRs are straight out of

college; I received emails from four different SDRs in one week. For a
project timeline of 6+ months and they do not want to engage. After the
initial qualification, they SDR routes the potential customer with a
product specialist.
Vendor Selection Handout & Weighting

Courtesy of Boston University

 Criteria When Selecting a POS

q Size of Solution q Implementation training

q Retail or hospitality focused q Financial viability and company reputation
q One or multiple store/restaurants q Speed
q Cost of payment processing q Inventory management – stock of menu items
q Does the vendor act as a payment processor by ingredient
q Payment agnostic q Can it handle menu variants? Item modifiers?
q Commercial-grade quality q Handle special, off-menu requests
q Ease-of-use q Handle split payments
q Design q Customizability of on-screen menu
q Flexibility q Security from data breaches
q 24x7 technical support q Required hardware to work
q Electronic cash register replacement or retail q Hardware compatibility
ERP system q Open tabs/hold orders
q Mobility-payment ordering from a mobile q Table layouts for full service
device/table-side q Kitchen printers support
Example of High-Level Criteria
Criteria When Choosing a Merchant Processor
ü Pricing structure – three types of pricing
ü Retail rates
ü Transaction/eCommerce Rates
ü Annual Fee
ü Monthly minimum
ü Setup Fee
ü Payment Gateway Fee
ü PCI Compliance Fee
ü Monthly Fee
ü Early Termination Fee
ü Customer Support Courtesy of Merchant Maverick

The merchant processor is more important than the POS vendor

selection. Make sure that the POS works with the most optimal
merchant processor for your given scenario/environment.
Payments
Payment Processor
Mercury/Vantiv Upcoming ü ü ü
First Data ü ü ü ü ü
Elavon ü ü ü ü
TSYS ü ü
Heartland ü ü ü
Chase Paymentech Upcoming ü ü
Global Payments Upcoming ü
Moneris ü ü
WorldPay Upcoming ü ü ü
Valutec ü
PayPal
Intuit Quickbooks
ü
Payments

Mobile Payments
Processor

PayPal ü
Android Pay ü
ApplePay
Google Wallet ü
Payments Gateway

FreedomPay ü ü

USAePay
Criteria

Operating System Windows Windows Windows 10 Android (prop.) Android

IG POS v4.4.8 CloudSuite

Aloha CloverStation
Rguest Hospitality Cloud POS
Product(s)/Version OPERA 1.20 Aloha POSaaS Clover Mini CheckMate
VisualOne CloudSuite F&B Vivonet Kiosk
Silver Pro Clover Go
LMS Infor HMS 3.7.4
Tablet/Mobile Silver Pro
InfoGenesis Flex Tablet POS Clover Mobile All products
Offering Aloha Mobile
Ingenico, Epson, Citizen, Dell,
Motorola, Dell, IBM, NCR, Partner
Hardware Partners Ingenico Epson Ingenico Clover, Cisco
Par, Toshiba, Tech, POSIFLEX,
Verifone, Zebra Toshiba

LMS Integration Infor, OPERA

(future)
AppCard,
ItsOnMe, Aloha Loyalty Spoonity Valutec
Loyalty and Perka
CendynONE, Elavon, Aloha Stored Beanstalk Data Loyalty Match
Rewards Programs Gyft
Shift4 Value DataCandy Givex
Valutec

Campus Blackboard
Cardsmith
Restaurant Syrus Ctuit,
Hotschedules
Management Hotschedules
Allure, AMEX,
CardConnect,
Centerplate,
Ceridian,
DishOut, Good
Data, MLBam,
FanMaker,
Mobile
BirchStreet Technologies,
Others OpenTable
MM Hayes Ping Identity,
RS3, Samsung,
SKIDATA,
Cloud POS Restaurant Landscape
Mom & pop Enterprise

NCR Silver Pro

Clover
Vivonet

Silverware
Toast
TouchBistro
Breadcrumb Not requested, but
Kounta relevant
Revel
Aldelo Touch

Source: Reforming Retail.com, June

2016
Quick service only
Full service only
Both quick service and full-service
Word Cloud Showing Top 100 Terms
Sentiment
Pros
• Work, life balance, some good loyal employees trying to make it happen. Good product vision.
• Direct managers and my team were very supportive and collaborative.
Cons
• Product management & upper management. Agilysys has long time loyal customers which makes them lazy when
in come to delivering solid new products. Most of their customers are entrenched in the legacy software solutions.
This causes new product development, updates and innovations to be mismanaged and often poorly executed.
Instead of holding product management accountable, they are rewarded if they praise upper management, sweep
problems under the rug, but hit deadlines regardless of the state of the software. There is no link to performance
and rewards except in sales.
• Hold program managers accountable. Commit to new product development or don't bother. Ship solid software
when it’s ready. Work with sales and marketing to really understand the products, customer needs and what value
they provide to the customer.
• There’s a lot of great ideas on the front lines (installers/people who have worked in the industry). Listen & gather
this info.
• People with 30+ years of experience in hospitality industry, they were rarely involved in any decision making
process.
• Middle management; field and management
• They keep on talking about training; the disjointed company. Las Vegas, Seattle, Santa Barbara, and Atlanta
• Products are dated and inferior to competitive cloud-based products. Product management struggles to integrate
their hospitality software suite (POS Software, Workforce Management, Property Management,
Inventory/Procurement, Analytics, Document Management, Table Management, etc.) and thus fail in their holistic
view of the guest experience. Massive layoffs are a direct result of management failing to lead the company in the
right direction.
Advice to Management
• Invest in your staff and product lines. Do not launch cloud based software products until they are ready for market.
You cannot sell your products at a higher price vs. the competition if you do not have the same
Agilsysys Modules
q Point-of-Sale [InfoGenesis POS, Mobile, and Flex]
q Property Management [Visual One PMS, Lodging Management System
(LMS), rGuest Stay]
q Kiosk [rGuest Buy]
q Payment Gateway [rGuest Pay]
q Analytics [rGuest Analyze, Insight Mobile Manager]
q Activity Scheduling [GolfPro, Spa Management]
q Reservation and Table Management [rGuest Seat]
q Inventory and Procurement [Eatec, Stratton Warren System (SWS)]
q Workforce Management [Workforce Management Solution (VMx)]
q Document Management [DataMagine]
Word Cloud Showing Top 100 Terms
Sentiment

Overall
Hip company; fraternity style; Fast growing, more concerned about free beer

Pros
Software - great idea ! Cool product

Cons
Hardware platform choice bad, middle management lacks experience
Dragging legacy products, no documentation (in the dev department)

Advice to Management
Rethink your hardware suppliers

Vivonet is a SaaS-based provider of enterprise management, point-of-sale and payment

processing solutions for the restaurant industry.
Point of Sale, SaaS, Software
Email Sent From Vivonet Sales
Vivonet is Slightly Pivoting
Landing Page Registration
Top of Mind
#1 Restaurant
#2 Hotels & Resorts
#3 Stadium & Venues

Segmentation
1 • Starts at 1-10
locations
• 100+ location
category
Open APIs

Cloud POS
All vendors state the
same thing – that legacy
POS vendors’ system
are not open & no
access to data

FALSE
It’s more accurate data and
more intensive. Premise is
much easier to work with.
 Transparent, Consistent, & Simple Pricing
Broward College Quote, Nov.
YouTube Video, July 2012 2014

Source: http://www.youtube.com/watch?v=Ic2SZFSrPFs&t=7m7s
$699.30 / year
Consistent pricing
$1,188 / year per terminal $1,417.80/year/per terminal
Vivonet’s Success at Albion College
Name/Title/Company: Jonathan Hodge, IT Field Support Manager, Bon Appetite Management Company

Profile: Bon Appetite Management Company provides the dining for Albion College. It’s the equivalent of Sodexho, but on a much smaller scale.

Competitors: They looked at both InfoGenesis and Oracle MICROS Simphony. He’s also aware of the POS ecosystem, mentioned players such as Digital
Dining and NCR Aloha.

Discovery: Researched and saw them at the Chicago Restaurant show (Imagine that he is talking about the NRA Show).

Rationale for purchase: Vivonet was implemented because of quick implementation time (4-6 weeks). The other players implementations took 6-8 weeks.

Features and features missing: Reporting is good, gives you all the basic reports. Only thing would be a table map (it’s not so relevant to quick service
dining). Asked him about the relationship with Infor, he wasn’t aware.

Integration: Only integration is with Blackboard Campus Card.

Product Scenario: The two locations at Albion College have two terminal and eight terminals, respectively. He also using the product in a small casual
dining restaurant. He would recommend them for a small location. He sounded like not so sure about a full-service restaurant.

Implementation/Installation: It was pretty straight forward and pretty easy-to-install. Really good two-page diagram that comes with the installation. As
easy as IKEA. Installation was done via trackable module and videoEverything is has been via remote access. This company has few and far 3rd parties
installing the product. http://training.vivonet.com/ and http://www.vivonet.com/sodexo

Support: Has been great, has 24x7. It’s been completely accessible both during implementation and since.

Pricing and channels: Purchased direct. When asked about price point, I nudged him towards the price point, which he said was ~50% less. Added that
Halo is a cost-effective solution.

Drawback: Only problem was the back-end with the database management, however, if you know POS, “it should be straight forward.” Another
drawback if someone is not technical is installing the hardware.
Vivonet iOS App Customers
Bostwick on the Go Dec '16 The North Valley Café Dec '14 PHATFree Oct '13
Blue Moose Coffee House Nov '16 The Cheezy Mac Dec '14 777bubbletea Oct '13
Emerald City Smoothie Oct '16 3rd Base Burger Bar Dec '14 DD MauF Sep '13
WingPlace 189 Public House Nov '14 Fat Ptarmigan Sep '13
Oct '16 Country Sweet Oct '14 Sweet Shop Los Altos Sep
The Big Sky Café Sep '16 Jusu Bar Oct '14 '13
Wise & Wright Jul '16 CuisinExpress Oct '14 BFF Burgers Sep '13
CuisinExpress JVH Jul '16 Taking off with The H Oct '14 Del Rey Deli Jul '13
Namvk May '16 Fx3 Aug '14 Cuisinett July ‘13
White Star Café May '16 BarBici Jul '14 Osaka Japanese Jul '13
Pi-Rho Grill Apr '16 Eat Well On Campus Jun '14 gd2goFree Jun
Sunnyview KRH Mobile Mar '16 Bozzelli’s Deli & Pizza Jun '14 '13
WG Grinders Mar '16 Pumpkinvine Café May '14 Lush Coffee & Tea Apr '13
Two Sisters Feb '16 Green Rebel Apr '14 Urban Bar-B-Que Mar '13
Smokehouse Sandwich Co. Feb '16 Friar Tuck's Apr '14 olio express Feb '13
Pegasus Coffee House Boon Burger Café Apr '14
Feb '16 The Big Salad Feb '13
BullChicks Mar '14 TapasFree
Zions Connection Feb '16 Source Mini Mar '14
Berklee College of Music Nov '15 Nov '12
Roots Cafe Feb '14 Charlie's BBQ & Grille
Davis Bistro Free Nov '15
PiquantFree Feb '14 Nov '12
Barcelos Oct '15 Daily Harvest Cafe Feb '14
ChopNToss Sep '15 Salad Creations Oct '12
Romer'sFree Jan '14 Paramount Cafe Sep '12
Green Dot Sub Shop Jul '15 Pita Pit Canada Jan '14
Power House Living Jun '15 Albion College Aug '12
CT2GO Jan '14
Bayou MarketFree Jun '15
Olive et Gourmando Jan '14
Crema Coffee Co. May '15 Picnic Food Jan '14
Quarks American Bento Apr '15 Poparella's Jan '14
Prairie Pita Apr '15 HealthFare Dec '13
RoboJoe Apr '15
JoJack’s Dec '13
The Hunt Store Apr '15
Top Dawgs Dec '13
Kawaii Sushi & Tea Apr '15 Cirque Virtual Dec '13
Lake Park Café Mar '15 Kringles Bakery Nov '13
The Lomond View Café Mar '15 Dogtown Coffee Oct '13
Hollywood Bowl Mobile Mar '15
VelocioFree Oct '13
Tessie Café Mar '15
ZeBi by Sodexo Oct '13
KHANA Indian Grill Feb '15
 Vivonet FAQs
Q: What kind of internet connection do I need?
Halo™ secure restaurant POS system works best with a persistent internet connection. You can mix and match as necessary and as availability
dictates. Examples of persistent connections include DSL, Cable, ISDN, Frame Relay, and VSAT (Satellite). In all cases an external IP must be
available.
Q: What happens if the internet goes down; do I lose my POS system?
No, the Halo Offline Manager (OLM) keeps store operations running in the event of an internet outage. The OLM buffers transactions and
automatically resynchronizes with the hosted data warehouse once the internet connection is re-established. In offline mode all POS functions
are available as well as POS-based reports that will allow you to perform your end of day and cash out servers and cashiers.
Q: Is broadband internet truly required for this system? Will a regular dial-up connection be sufficient?
The issue here is not broadband (high bandwidth) but persistence. Typically dial-up connections are not “always on” connections. The Halo
offline manager technology ensures perfect POS performance in the store regardless of the speed. If your dial-up provider can provide you with
a permanent dial-up connection, Halo will function fine.
If you are intending to use Halo integrated credit card processing, the dial-up scenario would reduce the impressive speed of processing credit
transactions that are available over DSL or Satellite. And, the cost of a DSL or satellite connection may be much less than pure optics would
suggest. Purchasers should evaluate their current communications costs associated with a polling line, a support line and credit card line as well
as the costs of any polling software licenses and credit card machines. All of these costs could be displaced by the one Internet connection.
Q: What is the format of the data? (i.e. SQL, Oracle)
The Halo Enterprise Manager runs on Oracle.
Q: Who owns the data? Can we receive the data in electronic form once it is archived or upon request?
Clients own their Halo data. Data can be forwarded to the customer upon their request in standard formats such as ASCII, CSV and even XML. If
alternative formats are required there may be a nominal fee.
Q: Am I correct in assuming that there are no staging or installation costs, since the software configurations/menu items, etc. are “pushed
down” to the hardware via the internet connection? Clarify how this works.
Yes, you are correct. There are no installation costs to configure the POS on-site or install the system. All you need to do is unpack the terminals
and printers place them where you like. Everything is pre-configured and ready to run for your unique business out of the box.
Q: We record sales using a 13-period accounting year (4 weeks per accounting period). Can the system be configured to recognize the
accounting periods and weeks so we can compare (for example) Week 3 of Period 6 for this year vs. Week 3 of Period 6 for the previous year?
Yes; there are several ways in which this can be achieved from the Halo reporting calendar.
Q: How is my data protected?
Halo restaurant POS uses the top-rated Cisco Pix hardware firewall to protect all servers and your data from unauthorized access. Port activity is
strictly controlled, and web activity is restricted to only allow valid http requests, dropping any malformed and potentially malicious packets.
Additional countermeasures include a real-time Intrusion Detection System which monitors all inbound and outbound traffic so we can
proactively deny traffic from hostile hosts and confirm the integrity of our systems. Source: Vivonet’s older website
What Vivonet Will Say
Statement: We are Deloitte Fast 500 company for North America. We are growing and gaining traction.
Rebuttal: That was five years ago (2011). What follow-on awards have you received since then? Look at the staying
power of cloud-only POS vendors. They haven’t updated their blog since December 2015. Vivonet Inc. is now Vivonet
Acquisitions Ltd, as it was sold to a private equity firm in 2012.

Statement: We are vendor agnostic, cloud POS we work with several hardware vendors.
Rebuttal: As stated in GlassDoor, “rethink your hardware suppliers”. Also, how do you gain quality control. And who
do you call for support when it fails. Uses HP MX10 Retail Solution (HP ElitePad 1000 G2).

Statement: We have a rich system of ecosystem of partners.

Rebuttal: You are dependent. No true hospitality solution relies on the outside for kitchen management, inventory
management, and labor scheduling. They have partnered with Infor to provide the analytics. So much for their
Enterprise Manager product.

Statement: We use AWS for our cloud POS

Rebuttal: Everyone is hosted on AWS and is SaaS. It’s a moot point. So is Agilysys.

Statement: We have many customers in the restaurant business, and unlike others are enterprise-class.
Rebuttal: Look at the Cloud POS Restaurant Landscape (June 2016) from Reforming Retail.com. Compared to an NCR
Silver Pro or Clover, Vivonet is a viable enterprise solution. However, looking further, realize that it’s for quick serve
restaurants. The majority of Vivonet’s customers are franchisees, without full-table service.

Statement: We have open APIs, working with third-party software vendors through the Vivonet Partner API Portal.
Rebuttal: Vendor openness is great for mom-and-pop developers trying to establish themselves and make money. In
the long term, it’s not a sustainable model. They use 3Scale for API Management, and NetSuite on the back-end as
their billing system. VVN Partner API Workflow. No one in the hospitality industry get’s excited about the equivalent of
How to Attack Vivonet
• Weak financial viability
– They essentially went bankrupt, their assets bought, making Vivonet Inc. now
Vivonet Acqusitions Ltd.
• Ask them in Sodexo is renewing their contract? Not everyone is obligated
to use them. For example, Loyola Marymount University used Sequoia.
– “I work for Sodexho and have problem after problem with Halo POS.”
• Point to them having a presence in Canada. That’s where most of their
customers exist.
– Pita Pit (only Canada)
• Failure at American Cheese Co.
– See call report
• Software updates are free (however, charging an annual subscription is
not then free, is it?
– The SaaS fallacy.
• Admit that they were a leader in 2009, when cloud was in its infancy
– Everyone POS vendor has adopted the cloud since then, it’s a moot point
“It’s pretty cool and good-looking.” “It’s interesting in a space
that’s becoming less interesting because it’s so crowded.”

James Wester
Research Director for Payments
International Data Corporation
Word Cloud Showing Top 100 Terms
Sentiment
Pros
• Acquired by merchant processor FirstData in 2012. Clover is based out of Sunnyvale, CA with First Data’s HQ
in
Atlanta. One of the largest addressable markets and furthest reach- First Data has 6 million merchants.
• New economy company, it been covered by TechCrunch, has a CrunchBase Page, and is Andreesen
Horowitz-backed.
Origins: Clover originally started providing an app and then pivoted to an closed-POS systems.
• Couples low-cost hardware with POS software: 1) Minimal Upfront Cost, 2) Choice of Payment Processor,
and 3) All
In-One Hardware
• Value proposition: innovation and design. Hired designers from IDEO.
• They have an AppExchange app store equivalent. They have their SDKs listed on Github, a site that caters
towards the
developer community
• Clover is a cloud-based open business operating system, powered by Android-based devices. Used to market
to iOS.
However, they do have an SDK for this upcoming.
Cons
• While sold through First Data, companies like BofA merchant services, Wells Fargo, and Chase sell the
product. Once
purchased, the product cannot be reprogrammed. In other words, you are stuck with the payment processor
Selecting Clover Means Selecting First Data

Anyone who recommends First Data for

anything should be immediately
dismissed as incompetent or worse.”

Fees, Fees, no service, confusion, more

fees. Get something else. Payment
processing is your most important
feature other than work flow; avoid
vendors that don't give you a choice
among the major payment vendor.”
Clover’s Personal Touch
Clover Pricing
Merchant Clover/First Data Vendor: Dharma BofA Merchant Wells Fargo Retail Price
Direct Solutions Services Merchant Services

Clover Station POS – $1,799 complete bundle) Purchase Only; $1,249 per station $1,,100 per $1,599
full service register ($89.93/month) Clover Station to own/$59.83 per station to own
$1,599 w/cash drawer $1,349 month to lease $39.95/month for
and no FD-130 ($ $59 Monthly fee Service fees are the station lease
$1,549 w/o FD-130 and covers one Clover $49/month for the
w/o cash drawer Station and one 1st station and Additional
$79.93) Clover $29/month for gateway cost
$50 less without cash Mini/Mobile. additional stations
register

Clover Mobile – $1,299 purchase $649 per month - $999

businesses on the go $64.93 per month
Clover Mini Wi-Fi – $799 purchase $549 product - Cost $649
small, secondary POS $39.93 / month

Clover Mini 3G/WiFi $849 purchase - $699

$42.93/month
Clover Go – all-in-one $39.99 purchase - 2.70% per swiped -
transaction 1 and
3.50% + 15¢ per
keyed transaction
FD-130 – First Data Included in bundle FD-130 $349 Included
Terminal FD-40 $249
Scanner $149 purchase / $159 $149 purchase /
$7.93/month $7.93/month
Service and Support First Data First Data First Data

Pricing Structure Interchange-Plus Interchange-Plus Interchange-Plus

or Tiered or Tiered*
All leased based on three years/36 months Bundle includes Station, cash drawer, and pin-pad) Sources: Clover Data, Dharma Solutions
Three Types of Pricing

• Fixed
– Excellent for low-ticket and low average-price items
– Low-volume merchants
– E.g., coffee shop
– Square excels
• Interchange Plus
• Tiered
– How banks make their money
– Hidden costs

Avoid tiered pricing and any vendor/ISO/reseller that’s promoting it

Clover’s Pricing Fallacy
Clover is often selected as a POS system instead of other POS products because of perceived better
pricing.

Statement: Clover pricing is all-inclusive.

Rebuttal: Clover pricing does not include either the kitchen printer or cables, necessary components of any
hospitality POS System. That adds $402 to the purchase price or $18.93 to the month lease charge.

Statement: Clover does not charge an up-front fee.

Rebuttal: But also does not include onsite professional installation, custom menu configuration, or shipping &
handling. Unless the merchant is an expert do-it-yourselfer (POS setup isn’t as easy as it looks like), this
means most merchants will hire out someone else and pay out-of-pocket for these essential services; almost
always at a cost well in excess of $500.

Statement: Clover is simple, they are an end-to-end system that already works with a payment processor
(First Data).
Rebuttal: Clover POS is rigged (called proprietary in the industry) to work on just one credit card processing
network (First Data). This means the merchant has zero leverage in negotiating processing rates and fees,
which invariably will result in overpaying thousands of dollars for these services over the course of time. Read
all the reviews of First Data. Credit Card processing rates and fees that Clover merchants are stuck with
forever are extremely high. Their website (see the link above) quotes rates ranging from a very high 1.89%
plus $.20 per item, to an astronomically high 2.50% plus $.20 per item, depending on volume.

Statement: Clover’s product is backed by First Data.

Rebuttal: It has a one year warranty. That’s very weak. Most hardware terminals have warranties for three
The(two
years perception that Clover POS is an all-in-one system, making it more economical is a
years if Android).
myth. In terms of TCO, it actually of the more expense solutions available.
If Choosing Clover, Read the Fine Print
• Hidden fees
• Annual fees
• Monthly minimums
• Termination Fees (closing account)
• PCI Compliance fee ($7.95)
• $10 monthly fee
• Gateway fees required

“If price is the deciding factor instead of other criteria, it’s difficult
to justify going to the expense of even the Clover POS system, when
in truth a $99 credit card machine and a cigar box for cash storage
would offer essentially the same practical utility in a typical
restaurant environment at a fraction of the cost.”
How Clover Positions Itself
Their Statements How they See Themselves Positioned
• Android-based Custom Hardware – one of only 3
Android-based solutions in market and the only
Android solution with end-to-end, purpose-built
hardware (screen, printer, cash drawer)
• Connectivity – Ethernet and Wi-Fi connectivity and
the ability add up to 4 USB peripheral devices for
an expanded, yet integrated, solution. Only system
with infinite offline mode, including store, forward,
and offline receipt printing
• Security – Clover cloud is PCI compliant (although
out of scope), and Clover Station custom
hardware meets stringent PA-DSS requirements
• Open App Market – Core belief that the open App
environment will win and Clover will have the
most robust platform
• End-to-end Solution – Top Cloud POS solution in
market that is fully owned and secured by the
acquirer/processor (First Data)
• PIN and EMV – One of only 3 solutions with PIN and
EMV capability, and only solution with a full
processor integration (i.e. not a partnership)
How Clover Positions Itself
How Clover Positions Itself
 Attacking Clover: Statements and Rebuttal
Statement: We have all the features that all the other players have.
Rebuttal: Then how come your training material states Clover vs. Square? Square and Revel is your
competition.

Statement: We are owned by FirstData, one of the largest merchant processing payment provider. This makes
us a one-stop shop.
Rebuttal: No! It’s called vendor lock-in. One does not have a choice. Please read all the reviews on FirstData.
Plus once you under contract (three years), you cannot change ISO providers.

Statement: Our prices are much lower than the other players.
Rebuttal: You are only looking at the price of the hardware. Examine how much in processing fees that you
are paying. (This holds true when purchased through FirstData).

Statement: Clover is a true cloud POS.

Rebuttal: All the vendors are. It’s a moot point. So are we, but we also give the customer the option.

Statement: We work for both retail and the restaurant business.

Rebuttal: You are having an identity crisis. There are POS systems that cater to either one or the other. The
reviews state, while paradoxical, that you’re either suited for retail or restaurants.

Statement: We are a full-featured point of sale system.

Rebuttal: Even by a Clover reseller’s admittance, if you are looking for a full-service restuarant, Clover is not
the solutions. All the add-ons will make the cost too high.
How to Attack Clover
• Always pit Clover against Square
– Easiest way to diffuse them as a contender
• Point them to internal comparisons
– Have included the documentation
• Point them to market share provided by research firm HIS (under
50 terminals category).
– This makes Agilysys look like an enterprise solution; the
competitors are mom-and-pop
• Pitch Clover as a retail solution, never for restaurants.
– It isn’t designed for hospitality

Should you use Clover for full-service restaurant? No! While

Clover may have applications available in their App Market, the
cost of adding all these apps makes it the equivalent of a higher-
end solution like NCR Aloha or Oracle MICROS. SilverEdge (a
Word Cloud Showing Top 100 Terms
Sentiment
• Bringing new technology to an old industry is a challenge
• Family feeling
• Unlimited paid time off.
• Teamed up with Clover
• Digital Entertainment, Sports, Mobile
• Bypass simplifies commerce for sports and entertainment properties. Our solutions are guided by the
core principle that improving payments is best achieved through software, not hardware. We pair the
latest tablet technology with software tailored to the challenges of high volume, high complexity
operations.
• Bypass implements fixed and mobile solutions supporting concessions, merchandisers, suites, club
seats, portables, desert carts, and hawkers. Founded in 2010, the company is upgrading payment
solutions for the NFL, NBA, NHL, MLS, NCAA, MILB and regional music venues. Please call us, but
don’t call us a POS company.
• Parametric offers CheckMate, a mobile ordering and payment software solution for the restaurant
industry.
• The initial wave of innovating in payment solutions (like Square) has addressed low-volume merchants
and small businesses, leaving enterprise players and high-volume merchants (like professional sports
venues) out to dry. Lloyd founded Bypass in 2010 to address these two problems, leveraging a
software-centric, SaaS approach to help enterprise merchants upgrade and simplify their payment
solutions.
Brief Snapshot
• 14 pro sports venues upgraded their POS system
• 10 of those selected Bypass.
• Bypass deployed 90+ suite levels in sports
• Direct sales force
• See if Clover relationship changes this
• Revenue model emphases on devices sold
• Inside sales reps focus on sales of 10-60 devices.
• Technologies used
• JavaScript, Angular, Ruby, Rails, MySQL, Redis, SOA,
Messaging, AWS, Amazon Web Services, MongoDB, Rails,
Nginx, Passenger

Bypass recapped 2016 stating that they shipped more

POS terminals in sports than NCR and Oracle MICROS
City of Mesa, AZ Public Contract

City of Mesa, AZ 90 cash drawers

Award POS Contract for $140,000 90 carts
90 Samsung Galaxies
Sole Source Vendor (uncontested)
Spring Training for Cubs $148,000
Bond Funding for Cubs $148,000
Recommended by Engineering and
Purchasing
Purchased and Installed in Feb. 2014 $148,369.50
Quote: Stockton Arena/Bob Hope - City of
Stockton

Stockton Arena
• 7 carts
Awarded POS Contract for $118,655 • 4 club
Competed with Oracle and NCR • 3 portables
Oracle MICROS pricing $224,285* • 35 stands
NCR pricing $177,549* Bob Hope Theater
* Oracle and NCR provided pricing for three venues, • 12 terminals
Bypass provided for two (Stockton Arena/Bob Hope)

December, 2014
City of Allen, TX

$197,453 – 3 YEAR CONTRACT – May,

2016
Account: Allen Event Center

Scope: POS for full venue - fixed stands, portable stands, suites and bar
Number of Years 3
Multi-Year Discount 17.5%

Bypass Mobile Product Unit Cost Units Total

Platform includes:
POS Hardware - Fixed Stands & Bars (28 for Arena, 3 for Golf Course)
Clover Station (includes printer and cash drawer) $ 1,100 31 $34,100
Clover Mini (includes EMV/NFC capability) $ 499 31 $15,469
Scanner (USB 2D with Stand) $ 203 31 $6,293
$55,862
POS Hardware - In-Suite Service & Portables (18 for suite attendants and in-seat, 11 for portables, 2 for golf carts)
Clover Mobile (includes EMV/NFC, Barcode scanning, bluetooth printer and stand) $ 945 31 $29,295
Bypass ELO Fulfillment Terminal (15") $ 956 1 $956
Star USB Printer $ 231 1 $231
EPSON Ethernet Printer $ 405 2 $810
$31,292
Venue Set Up
Venue Configuration $ 2,500 1 $2,500
Onsite Implementation & Training $ 680 10 $6,800
Live Support $ 680 8 $5,440
Travel Expense (Capped) $ 5,065 1 $5,065
$19,805
Miscellaneous Hardware & Supplies
Installation Kit $ 500 1 $500
USB Manager/Server Card Creator $ 51 2 $102
Authorization Cards (Qty. 100/pack) $ 115 3 $345
Master Cash Drawer Key $ 10 6 $60
Receipt Paper (Case of 50) $ 69 2 $138
$1,145
Annual Software Subscriptions & Annual Recurring Costs Multi-Year Discount
Bypass Software Subscription $ 375 63 $ (12,403) $58,472
Inventory Module $ 3,000 1 $ (1,575) $7,425
Bypass Bucks Stored Value Software Module $ 2,500 1 $ (1,313) $6,188
Suites Pre-Order Admin Software Module $ 3,000 1 $ (1,575) $7,425
Suites Customer-Facing Online Pre-Order Portal Software Module $ 3,000 1 $ (1,575) $7,425
Ticketmaster Loaded Ticket Integration $ 3,000 1 $9,000
Credit Card Secure Gateway Costs (includes secure P2PE decryption) $ 500 1 $1,500
($18,441) $97,434
Quote: Allen Event Center - City of Allen, TX
 Accou
Depar Unit Commo nting
Payment Expens Fund tment Department Numb doity Commodity Fiscal Perio
Date Vendor Name Amount e Code Expense Name Fund Type Code Fund Name Code Name er Unit Name Code Description Year d
Project
Capital Project Spring Training Bond Management TransportationofGoods
2014-01-07 BypassMobileLLC $3,395.49 3102 Postage/Shipping Funds 3112 A Constructions /A F920 Program 1675 Engineering 96286 &OtherFreightServices 2014 7
Project TestingEquipmentforC
Capital Project Spring Training Bond Management omputers&RelatedEqui
2014-01-07 BypassMobileLLC $1,306.13 4402 Computer Equipment Funds 3112 A Constructions /A F920 Program 1675 Engineering 20789 pment 2014 7
Project
Capital Project Spring Training Bond Management BarCodeSoftware(Micr
2014-01-07 BypassMobileLLC $1,155.22 4402 Computer Equipment Funds 3112 A Constructions /A F920 Program 1675 Engineering 20818 ocomputer) 2014 7
Project
Capital Project Spring Training Bond Management
2014-01-07 BypassMobileLLC $54,221.56 4402 Computer Equipment Funds 3112 A Constructions /A F920 Program 1675 Engineering 20865 PointofSaleSoftware 2014 7
Project
Capital Project Spring Training Bond Management InternetDatabaseSubsc
2014-01-07 BypassMobileLLC $14,106.36 4402 Computer Equipment Funds 3112 A Constructions /A F920 Program 1675 Engineering 95635 riptions 2014 7
Project
Spring Training Bond Management
BypassMobileLLC Enterprise Constructions /A Program 1675 Engineering TransportationofGoods
2014-02-17 $3,395.49 3102 Computer Equipment Funds 3112A F920 96286 &OtherFreightServices 2014 8
Project
Enterprise Spring Training Bond Management TestingEquipmentforC
2014-02-17 BypassMobileLLC $1,306.13 Funds Constructions /A Program 1675 Engineering omputers&RelatedEqui
4402 Computer Equipment 3112A F920 20789 pment 2014 8
Project
Enterprise Spring Training Bond Management
2014-02-17 BypassMobileLLC $1,155.22 Funds Constructions /A Program 1675 Engineering BarCodeSoftware(Micr
4402 Computer Equipment 3112A F920 20818 ocomputer) 2014 8
Project
Spring Training Bond Management
2014-02-17 BypassMobileLLC Enterprise Constructions /A Program 1675 Engineering
$54,221.56 4402 Computer Equipment Funds 3112A F920 20865 PointofSaleSoftware 2014 8
Project
Spring Training Bond Management
2014-02-17 BypassMobileLLC $14,106.36 Enterprise Constructions /A Program 1675 Engineering InternetDatabaseSubsc
4402 Computer Equipment Funds 3112A F920 95635 riptions 2014 8
$148,369.50
City of Oklahoma City -
Downtown Arena and Cox
Convention Center

$450,077 – 3 YEAR CONTRACT

https://www.dropbox.com/sh/ade8ckaab02mnr5/AAD6tR4xbF8MkJgDn5A7DeVwa?dl=0
Word Cloud Showing Top 100 Terms
Sentiment
Pros
“Arguably the best products out there. What Micros is able to deliver on a shoestring budget is second to
none. “Strong internationalization if the product lines and incredible presence in all four corners of the world.
The company generates more than half of its sales outside the US.

Cons
“Should have not sold company to Oracle.”
“Customer satisfaction is low, and major account customers are leaving the product, and going to other
vendors.”

The buyout from Oracle was nothing short of a mess. Support is a revolving door because of the nature of
the job but instead of hiring more people locally, more are staffed in the Philippines that do subpar work.
There is nothing wrong with that if the people are trained properly, but they aren’t. you are fighting an uphill
battle with techs overseas that are being told to do things to boost numbers so there is always a clash. This
burden gets passed down to the customer. the customer relationship was completely destroyed when the
local offices were closed and they stopped staffing people locally. They are merely seen as a dollar sign at
this point. The only way a customer can get anywhere is to either go to social media or escalate to the
executive level. This is not acceptable and it's hard to not agree with the customers who are at wit's end and
threatening to pull out.”
“Company was acquired by Oracle and the integration has been very challenging.”
"Micros sucks" is so common sentence with the customers I've dealt with; you feel terrible for them- how do
you change that? Give your personnel greater authority to help.
Oracle POS Upgrade Program

• e7 - Basic POS Functionality (no longer supported)

• RES 3700 - Enterprise Office & Management POS (no longer
supported)
• 9700 HMS – Flagship system EOLed in April 2014, last version was 4.0
• Simphony based on 9700 HMS, there is Simphony v1.0 and v2.0
– v2.0 is not an upgrade, but a replacement
– Both are on-premise or cloud-hosted
– Their versions are not true-cloud. Rather, Oracle hosts in their own data center.
– Simphony ASP is their hosted version only.
– Micros Simphony is SQL-based
– Simphony Oracle is using the Oracle DB
• OPERA – Property Management System, based on Fidelio PMS
State of Texas Pricing, January 2015
Oracle MICROS vs. Vivonet - Broward College Quote

$47,239

Detailed quote on next page

$47,239 $9,924.60
• Hardware, especially third-party, is similarly priced
• Implementation services is where prices go up
- Oracle professional services implementation
prices for Epson printers at 25% and other
products at 15% of the unit list price
• Appears to be a two-year contract

Left: Quote from CBORD, an Oracle partner for higher

education
Quote: Embassy Suites - March, 2016
 OPERA
OPERA OPERA OPERA
Property OPERA OPERA OPERA
Property Cloud Cloud Oracle
Hospitality Standard Property Cloud Cloud OPERA OPERA 5 OPERA 5
Premium Profession Profession Hospitality RES 3700 e7 9700
Simphony Cloud Lite Cloud Enterprise Enterprise WebSuite8 Premise Cloud
Cloud al al Suite8
Service Service Premium Standard
Service Premium Standard

Windows
Operating System Server 2008
R2, 2012 R2
Processor

# of Functions 55 Unlimited 55 Unlimited 55

On-Premise or
SaaS Both Both Both
SaaS
System
For 8.9.5.2
Requirements
5.5
2.9 (Oct. 8.9.6.20 1.20 (June 4.2 (May 4.0 (April
Latest Version 9.0.1 .1(Novemb
2016) (May 2016) 2016) 2016) 2014)
er 2016)
Oracle
11g/12c
Supported
MS SQL
Databases
Server 2008
R2/2012 R2

Workstation
6/5A/PC
Supported Oracle
2015 series
Devices
Tablet E-
Series 8/11”

Samsung
Galaxy Tab
Android Lollipop 7/8/11”
(5.0) or KitKat Google
(4.4) devices Nexus
Motorola
MC40
 Tablet E-Series Workstation Workstation
Criteria Workstation 610 Workstation 620 Workstation 650 Tablet R-Series KDS
8/11 5A 2015

400814-101-PT
400963-008-PT
Part Number 400914-102-PT 400374-020-PT (w/o base) 423695-120-PT
400963-011-PT
400814-104-PT
MSRP $1,620 $1,920 $3,250 $495 $412, $659 $2,095

Base Station or $335 $335 $335 400825-001-PT

Yes, 400374-020-PT E-11 version
Stand 400935-001-PT 400935-001-PT 400935-001-PT $95

Win
Embedded CE
Win 8.1 Win POSReady
Operating Win Embedded 8.1 Win 10 IOT Win 10 IOT Win Embedded 6.0
Embedded 2009/
System Industry Pro Enterprise Enterprise Compact 7 R3/POSReady
Industry 2009/POS POSReady 7
Ready 7
Celeron
Intel Atom E3827 Freescale i.MX6 ARM Atom N450
Processor Intel Celeron ULT Intel Core i5 ULT Atom P4505/Core i5
1.75 GHz Cortex-A9 1 GHz 1.6 GHz
1.8 /2.4 GHz
512 MB DDR2
4 GB DDR3L 4GB DDR3L 8GB DDR3L DDR3 1066
RAM 1 GB 2GB 667 MHz up to
standard, up to 8 GB standard, up to 8GB standard, up to 8GB MHz up to 8 G
2 GB
32 GB MO-297 SATA,
SSD 128 GB M.2 SATA III 256 GB M.2 SATA III 4 GB, 8GB microSD 32GB eMMC 512 MB SSD SATA-II HDD
64GB optional
USB Ports 8 9 9 8 9
Serial Ports 4 3 3 - 4 4
Resolution 1920 x 1080 1920 x 1080 1920 x 1080 1024 x 600 1280 x 800 1024 x 768

8.0”
15.6” 15.6” 15.6” 10.1”
(handheld)
Display Size 240 x 64 customer 240 x 64 customer 240 x 64 customer Optional daylight 15” TFT
10.8” (base
display display display viewable adaptive LCD
station)

Security 3DES or AES 3DES or AES 3DES or AES

Simphony v1.6 Simphony v1.6
Simphony v1.6 MR9+ MR9+ MR9+
Simphony v1.6 MR4+
Compatibility Simphony v2.7 MR3+ Simphony v2.7 Simphony v2.7
RES 3700 v5.2+
RES 3700 v5.4+ MR3+ MR3+
RES 3700 v5.4+ RES 3700 v5.4+

Warranty 1 Year via Dell 90 days onsite

Word Cloud Showing Top 100 Terms
Sentiment
• The limited reseller channel perceived as padding pricing
unnecessarily. NCR has gobbled most of the reseller dealer network.
Exceptions include:
– CompuTant, serves Hawaii
– SDCR, serves Southern California
– Pittsburgh POS, serves Western Pennsylvania
• Question both NCR and reseller support.
• Comparing Aloha vs. MICROS
– Pittsburgh POS states “Aloha interface is more user-friendly,
customizable.”
• NCR Silver is very business friendly. Blog illustrates how a business can
thrive
• Silver bullet: When the NCR Silver was reviewed for POS Review,
mentioned that it’s “Design looks outdated and is in need for an
While NCR Silver was not requested, it’s a huge threat &
upgrade to its design.
competes with the other the cloud POS and iPad POS segments.
NCR Silver Empowers the Small User
Encroachment of Retail Point-of-Sale

Source: Forrester WAVE: Point of Service, Q3 2015

Choosing between Aloha or Silver Pro?

Aloha NCR Silver Pro Restaurant

Edition
• Annual revenue is 750,000+ • Annual revenue is 100,000-
• 3+ terminals 1,000,000
• <100K Silver Pro (non-restaurant)
• Restaurant Edition w/o Android
• Bring your own iPad (BYOi)

NCR Silver Pro has mindshare among the iPad POS market and
the product might come up, especially the Restaurant Edition.
NCR Aloha Terminals

• P1535/P1235
– Replaced the P1530/P1230
• P1532V/P1532/P1232V/P1232,
– Replaced the P1515/P1215
• NCR Orderman 7 / NCR Aloha Mobile
• NCR Aloha Kitchen KDS
• NCR Kiosks
• NCR Mobile Pay
Terminals P1535/P1235
• Models
– P1535 is 15” version
– P1235 is 12” version
• Screen
– XGA 1024 x 768 LED LCD
• Processor
– Intel Celeron N3160 Quad-Core 2.24 GHz
• Memory
– 4 GB DDR3L memory, up to 8GB DDR3L supported (1 SO
DIMM)
• Storage
– 40GB (standard), 60GB, or 120GB SATA SSD options
• Connectivity:
– (5) RJ Serial port, (4) standard USB 3.0, (1) Powered USB 12V,
(1) 12/24V cash drawer port, (1) HDMI port, (1) display port
• Encryption MSR Standard
• Integrated Digital optical biometric reader

Select the P1535/1235 only if you are looking for a few

terminals, otherwise it gets quite costly.
Terminals P1532/P1232
• Models
– P1532 is 15” version; also a P1532V (low cost/function)
– P1232 is 12” version; also a P1532V (low cost/function)
• Screen
– XGA 1024 x 768 LED LCD
• Processor
– Intel Celeron N3060 Dual-Core 2.48 GHz
• Memory
– 4 GB DDR3L memory, up to 8GB DDR3L supported (1
SODIMM)
• Storage
– 32GB (standard); upgradeable to 64GB SATA SSD options
• Connectivity:
– (4) RJ Serial port, (4) standard USB 3.0, (1) Powered USB
12V, (1) 12/24V cash drawer port, (1) display port
• Encryption MSR Standard
• Integrated Digital optical biometric reader
Software for Aloha POS

Software
• Used with POS software
– $895 per license per terminal
• Credit Cards - Aloha EDC Payment
Processing Software
– $250 per license
Hardware Back Office for Aloha POS
N3000 (active product)
• List price is $1,659 per N3000 server
– Processor
• Intel i5-3470T (3M Cache, 2.9 GHz dual core)
– Memory
• 8 GB DDR3 Standard; up to 16GB
• Two SODIMM slots
– Storage
• 80GB Intel SSD Standard, second SSD optional
Product is not recommended, hard to service by the field
Legacy - S500/S4800/S338/S339 (older versions of the product)
– S339
• S339 & K/V/M and installation was at $2,660 (2013 quote)
– S500
• It comes in a S500-MT mid-tower; It comes in a S500-SF small form
• 1611-XXXX-8801 and 1612-XXXX-8801 are the respective parts
NCR Kiosk

• A kiosk that is a pedestal

• Works across the core
enterprise
• Landscape or portrait mode

This particular model is a potential threat to rGuest Buy. It’s

consistently mentioned as a top player.
 Quote
NCR Local -Tri State Area
57A West 38th Street No. 26551
New York NY 10018
Phone: 212-391-6500 Fax: 866-765-6926 Date: 12/17/2013

Contact: William Taft $895/per license / terminal

Belgian Beer Cafe Nomad Account No. 28357 $250/license for credit card module
220 Fifth Ave Account Phone: (212) 575-2337
New York, NY 10010 U.S.A.
Qty. Description UOM Sell Total
1 Aloha POS - BaseSoftware EA 8,220.00 $8,220.00
Eachincludes:
Qty. ItemDescription
7 Table Service $1,995 list price, $1,795 by reseller
7 Credit Card Module (BroadbandEDC)
1 Remote Support Software
RealPOS 7197 Thermal, Receipt Printer, $515
1 FOH - Hardware EA 14,435.00 $14,435.00
list price – Part # 7197-5001-9001
Eachincludes:
Qty. ItemDescription
7 P1530R - Tilt Base
Includes Resistive Touch Screen, Dual Core 2.13Ghz, 16GB SSD, WE POSReady 7, 2 GB
Ram, TiltBase
3 Thermal Check Printer -Serial
7 Ground Guard -Terminal
3 Ground Guard - Printer/Video
10.00 Equipment Staging &Installation
System Installation and Setup of all Equipment Dated server, it’s been replaced
1 Back Office EA 2,660.00 $2,660.00
Eachincludes:
Qty. ItemDescription
1 NCR Back Office Server (S339) - Windows 7
1.00 Equipment Staging &Installation
System Installation and Setup of all Equipment
1 Monitor - 19 LCD Black
1 Keyboard
1
1
Mouse
Switch - 8Port 10/100Switch 10% Discount before taxes
1 Modem - USRobotics 56K External
1 UPS - Ground Guard - Server

1 IH - Project Management EA 3,870.00 $3,870.00

Eachincludes:
Qty. ItemDescription
3.00 Cable & Power Planning & Inspection
20.00 Programming
2.00 Programming Interview - InPerson
2.00 Database Review - InHouse
6.00 Manager Training - In House
8.00 Live Coverage - (One Project Manager)
2.00 Follow Up Meeting - Onsite

December, 2013
ItemTotal: $ 29,185.00
YourPrice: $ 26,266.50
Word Cloud Showing Top 100 Terms
Top Recommendations
Pricing Simplicity

• Cloud POS vendors pricing is simple

– I understood Vivonet’s price quotes at initial glance
• No guess work
– E.g., Vivonet’s pricing is $99/terminal/per year
– That price has stood the test of time
• It’s more difficult for legacy and on-premise vendors to
maintain this
• Vivonet asks two questions for their Sodexo calculator:
1. Total # of Terminals Required
2. Total # of Locations
Documentation Simplicity - Lowering Costs

https://pos.toasttab.com/pricing

https://help.clover.com/faq/
Build a POS ROI Calculator

Source: http://alohancr.com/roi-calculator/ Source: http://www.actionsystems.com/10site/RMROI.htm

Offer Starter Restaurant Kit Bundles

Initially, the website has listed 10” Hardware bundles starting at $1,362 and Handheld 7” Tablet Bundle at
https://pos.toasttab.com/pricin
$450
g
http://web.archive.org/web/20160309150928/http://pos.toasttab.com/android-pos/all-pos-hardware
Mindset of Legacy vs. Cloud POS Systems
• #1 or #2 in a category or divest
– Oracle and NCR have on-premise mind share
• Agilysys appears to be a legacy POS vendor
– Too many line items on quotation
• Confusing brand identity
– Website is trying way too hard to be hip
– It’s ineffective, prospects cannot find information
• Current literature and content
– It’s only great for existing customers
– Greenfield sites would not understand the nuances
– Eliminates folks who are looking for a cloud POS
– Too much gobbledygook
Cloud POS FUD

Was Revel Just Acquired? New Data on Toast POS Released.

Reforming Retail.com - January 22, 2017 Reforming Retail.com - January 8, 2017
How to Diffuse an iPad POS Offering
• Revel – > NCR Aloha
– “Lack of reporting and functionality.”
• TouchBistro - > NCR Aloha
– “I can honestly say, TouchBistro just isn’t there yet and the iPads
are not well-equipped to handle what a full-service restaurant
needs.”
• Lavu -> NCR Aloha
– “The updates neve align; items randomly disappear from the
menus; minimal technical and back-end support; connection
servers shut down everything down; no gift card opportunities; no
scheduling; poor reporting and data mining; poor controls on
accounting”
• Leapset - > NCR Aloha
– “Inaccurate reporting, printer routing issues, cumbersome credit
While taken from NCR Aloha reseller, SDCR, this is very relevant when
card processing/gateways.”
coming up against an iPad Solutions.
http://www.sdcr.com/wp-content/uploads/2015/06/Aloha-vs-iPad-POS-case-study.pdf
Build a POS Workflow to Illustrate
Touchpoints
Merchants Merchant Acquirers Financial Institutions Payment Networks
Retailers Merchant Acquirers National Banks Credit Networks
Airlines Transaction Processors Monolines Prepaid Reload
Networks
Hotels POS Providers Regional Banks ATM Deployers
Manufacturers Payment Networks Credit Unions Debit Networks
Oil Company Partners ISOs Specialized Finance Co. Alternate Networks

Wireless Providers Merchants Agent Banks

Affinity Groups
Breaking down the segments

q Retail IT Sector q Hospitality S/W

q H/W, S/W, SaaS, IT q Hospitality SaaS Market
Services q Hospitality H/W
q Retail S/W q Hospitality POS S/W
q Retail SaaS Market q Enterprise Order
Overview Management
q Retail IT Services q Assortment and Planning
q Retail H/W q POS S/W
q Store Systems

Source: IHL Group Services

Social Media Analysis of the Competition

• Crayon
– Website changes
• RivalIQ
– Monitor competitor’s social media
• MailCharts
– Monitor competitor’s emails
• SpyFu
– Keywords and descriptions (organic and paid)
Professional Services Categories

q Software Implementation
q Comprehensive Training
q Consulting and Gap Analysis
q Hospitality Technical Services
q Disaster Recovery & High Availability Services
q Integration Services

Oracle MICROS and NCR earn 2/3 of their revenue from services.
Online and Remote Training Modules

• https://help.clover.com/
• http://training.vivonet.com/
• http://www.vivonet.com/sodexo
• http://web.archive.org/web/20160113065711/http://pos.toasttab.com/training/videos
• http://web.archive.org/web/20160113065649/http://pos.toasttab.com/training/tutorials

Online training is the only way to price training/implementation in

line with the 100+ cloud POS vendors. This can lower internal costs,
and a customer success team could be provide first-tier training.
Further Feedback Required and People to Follow

• Chad Weiner, VP of Sales Bypass Mobile

• SDCR, San Diego’s NCR Aloha Reseller
• ScanSource and BlueStar (distributors)
• Great Northern Consulting - Pricing, cannot service
• Oracle part numbers for service and installation
• POS Advice for Restaurants - Bob Frazier
• Custom Business Solutions – Restaurant Technology Guys
blog
• What’s Busy - Jordan Thaeler
• POS Options
• Trusted POS – David Saunders