When John O'Kain took over as Territory Manager, he knew Aloha's sales process needed an overhaul. Six months after adopting Badger Maps, the results spoke for themselves.
25%reduction in daily drive time
8 hourssaved per rep per week
About NCR Aloha
NCR Aloha is the market leader in Point-of-Sale systems, selling ordering, payment, and business flow tracking solutions to restaurants and hospitality businesses across the United States. Their technology is trusted by thousands of businesses that rely on it to run their operations every day.
But as the POS market evolved, competition grew. New technology made it easier for younger companies to enter a space Aloha once dominated. Having the best product wasn't enough. The sales team had to work smarter, cover territories better, and ensure every customer interaction mattered.
The challenge
John O'Kain was a Technical Project Manager who had just stepped into the role of Territory Manager. His technical background gave him a clear-eyed view of where Aloha's sales process was falling behind.
Reps were taking notes by hand, cold calling from directories, and keeping track of meetings from memory. There was no system for accountability, no visibility into field activity, and no way for management to know who was performing and who wasn't. Reps were updating their system of record, Salesforce, manually when they got back to the office, and often skipping it entirely.
Worse yet, a quarter of Aloha's meetings — from a team averaging 30 to 40 customer interactions a week — were with the wrong customers. With so much time spent in the field, wasted meetings became a costly issue.
“Before Badger, 25% of the customers that we set meetings with were the wrong customers.”
John O'Kain, Territory Manager, NCR Aloha
John needed a solution that would bring three things to Aloha's field sales operation: organization, accountability, and strategy. He found all three in Badger Maps.
How Badger Maps helped
01
Accountability that motivates
Badger became Aloha's main tool for field accountability. Reps check in at every meeting through the app, logging business type, contact, follow-up date, and more across 40 custom fields. This data syncs directly to Salesforce, giving management a live view of field activities without anyone having to file a report.
The map itself motivated reps. As leads turned into customers, their color changed on the map, showing progress across the territory. When performance is visible, it improves.
“We're using custom check-ins and we can filter all the activity in the field by types of calls. This gives us a ton of insight into what is going on in the field — and a lot of the issues that were going on in the field have gone away now that we have the ability to measure what they're doing.”
Targeting the right customers and eliminating wasted meetings
Before Badger, Aloha's reps struggled to tell warm leads from cold ones. One in four meetings was with the wrong customer, wasting time and money.
Badger's map-based visualization changed that. Reps could now see which leads were warm and which were cold, filter by customer type or status, and prioritize their time around the accounts most likely to convert. The result was a dramatic drop in wasted meetings and and a sharper overall approach to territory coverage.
“With Badger we know what doors to knock on and what doors not to knock on. Badger helps us focus on the right customers — that makes us much more efficient.”
Aloha's reps cover large territories with 30 to 40 meetings per week. Drive time between appointments had always been a hidden cost: lost time, fuel, and momentum. Badger's route optimization changed the math entirely.
With every customer visible on the map and routes optimized automatically, reps stopped zigzagging across their territories and started working them efficiently. Drive time dropped by 25%, saving each rep an average of eight hours per week that went straight back into selling.
When a meeting cancelled, Badger's lead generation tools surfaced nearby qualified prospects instantly, so gaps in the schedule became prospecting opportunities instead of lost hours.
“Knowing our most valuable accounts and the best way to get to them saves us a ton of time driving. Badger's route optimization cuts our drive time by 25%.”
Six months after adopting Badger Maps, NCR Aloha had results that validated every decision John had made. Reps were following up with the right customers at the right time. Sales grew 20%. Route optimization had cut daily drive time by 25%.
The changes went beyond the numbers. Reps who once avoided updating Salesforce now logged every interaction automatically from the field. Wasted meetings with the wrong customers dropped sharply as reps targeted the right accounts at the right time. Finally, management gained something new: a live, accurate view of every rep and territory, without waiting for reports.
More results
20%increase in monthly sales
25%reduction in daily drive time
8 hourssaved per rep per week
“One out of every five sales is a direct result of the information Badger gives our team.”
