The sales cycle may not be as bad as you think. The standard model in restaurant (and market) POS systems seems to be a large up-front cost of many thousands of dollars, followed by a yearly "support contract", which entitles the client to a "free" phone call to technical support as necessary. (Without an active "support contract", I've seen some pretty outrageous hourly rates for calls to tech support, and they will resolutely refuse to answer anything unless it's paid for.)

On top of this, the hardware used by these POS systems is absolutely terrible. The "new" hardware used by wait staff is basically a Blackberry with a tiny screen and a stylus which is easy to lose, sold by Symbol. The menu functions on them are complicated, and last I checked, the replacement costs rival a new iPhone.

...and there's a device out from Apple which attaches to the back of an iPhone and allows users to swipe credit cards through the iPhone. (Sorry Square, I really wish you had responded to even one of my emails, but it looks like that bus has left the station now.)

With competitors like these, you should be able to pretty successfully market a replacement using commodity hardware, open systems, and a yearly "support contract" that would entitle the customers to upgrades, etc.

One of the vendors, "Digital Dining", has only just recently started offering integration of menus into their customer's websites, and it's clunky as hell.

Your bigger challenge would be getting existing restaurants to convert. Once they pay out for one of these piles of crap -- and get it working after weeks of aggravation -- they're reluctant to do anything that might upset it.

But businesses like mine would be very happy to guide them through the transition. :-)

edit: You already know all this. But maybe someone else doesn't.

I've heard the general POS term of existence is 2-5 years, so a lot of restaurants might be inclined to upgrade I would think. However, restaurant owners can be a suspicious lot, and they require more than proof-of-concept by early adopters (not even sure who those would be) to convince them.

We think it's worth the time and the money, and we agree that the current clunky, antiquated hardware and counterintuitive software is a disgrace. It's one of those ideas (upgrading restaurants) whose time is fast approaching.