Insight Partners is an awesome firm that shares many of our values, and we’ve been grateful to have them as partners on this journey of building a great company based on a great product.
Eran Zinman Co-Founder & CEO Monday.com*
London, No Data Available, U.K.
Lehi, Utah, U.S.
Farmington, Utah, U.S.
San Francisco, California, U.S.
Wilmington, North Carolina, U.S.
San Francisco, California, U.S.
Limerick, No Data Available, Ireland
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Miami, Florida, U.S.
San Francisco, California, U.S.
Insight Partners is an awesome firm that shares many of our values, and we’ve been grateful to have them as partners on this journey of building a great company based on a great product.
Redesigning the Sales Motion to Power B2B Platform Growth
ezCater is the leading Food for Work platform, connecting companies of all sizes—from SMBs to Fortune 500s—with a national network of restaurants and caterers. As the company evolved beyond its roots as a transactional marketplace toward a broader enterprise-grade B2B platform, it faced the challenge of aligning its go-to-market (GTM) motion, organizational structure, and operational discipline to support this strategic shift.
From Marketplace to Platform: Rebuilding for Scale
Transitioning from a high-volume marketplace to a solution-focused enterprise platform required ezCater to rethink how it organized and activated its sales, marketing, and product teams. Insight Partners worked closely with ezCater leadership to re-architect the company’s GTM foundation—enabling it to operate with greater focus, consistency, and long-term scalability.
How Insight Helped
- Sales Org Redesign: Consolidated the AE and AM functions into a single Strategic Account Executive role, balancing growth and retention responsibilities. Refocused the team on high-potential accounts, while lifecycle marketing took over the long tail. Created a dedicated product specialist team to support emerging growth areas.
- Compensation & Playbooks: Simplified the compensation model to reinforce strategic priorities. Built clear, role-based sales playbooks with measurable KPIs including new orderers, locations, order frequency, and gross merchant volume—enabling reps to better track progress and performance.
- Marketing & Product Alignment: Worked across marketing, product, and sales to define ezCater’s ideal customer profile and buyer personas, align messaging, and improve handoffs. Introduced win/loss frameworks, competitive intelligence tools, and feedback loops to drive tighter integration between teams.
- AI & Operational Enablement: Guided ezCater’s GTM teams on embedding AI across their workflows—from ABM campaigns and personalization to internal content generation and GTM automation—helping unlock efficiency and scale.
Laying the Foundation for Scalable Growth
The GTM transformation is ongoing, but early momentum has been strong. By the following quarter, ezCater exceeded key bookings and profitability targets, while employee feedback reflected increased clarity, focus, and optimism across teams.
As the company continues its shift from marketplace to platform, ezCater now operates with a stronger foundation: one that supports cross-functional execution, empowers strategic selling, and positions the business for long-term success.
"Partnering with the Insight Onsite team was such a high leverage moment for ezCater. As we continue our evolution from a transactional marketplace to a food tech enterprise platform, we needed to take a close look at our sales organization to ensure we were set up for success. Emmanuelle and the team helped us rethink our entire go-to-market approach, from sales org design and comp plans to aligning marketing, product, and data. What stood out most was their ability to cut through complexity and drive action. They worked across functions, brought sharp thinking and empathy in equal measure, and helped us move fast without losing our secret sauce. We’re in a much stronger position to scale, thanks to their partnership."*
