Does it integrate with our ERP? How does inventory sync? Can it handle multiple locations? How do I segregate MED vs REC buyers? What about compliance reporting, COA documents? All good questions, but after working through many of these evaluations, the questions aren't actually what I look for anymore.

What tells you a buyer is serious is what they start doing: the operations lead who, halfway through a BA session, starts painting Lot-specific pre-production pricing strategies — before anything is signed. The decision-maker who watches a recorded demo asynchronously, then reaches out personally asking to see it live. The fulfillment team that starts mapping their delivery model by product category.

The questions get into the heart of the demo. The behaviour tells you where the deal is.

In cannabis supply chain integrated commerce specifically, the moment a buyer gets a platform that actually speaks their language — lot numbers, COA data, channel separation, licence management — something shifts. They stop evaluating and start building in their minds. That's the signal.

The first question your team asks matters. What you do by the end of the BA matters more.

What was the first question your team asked when you evaluated a cannabis commerce platform?

We built the SmartRoutes integration thinking it was a nice addition. Route optimization, delivery dispatch, cleaner fulfillment workflow — a logical extension of what SellStack already does. Good feature. Ticked a box.

What we didn't anticipate: operators watching a single demo and signing up on the spot. Not because of the feature itself — because of what they saw when it all connected.

Cannabis is seed-to-sale by regulation. But it's never really been seed-to-sale-to-delivery in practice — at least not in one coherent workflow. When operators see the order move from SellStack through to SmartRoutes dispatch and back — lot selection, COA compliance, route optimization, proof of delivery, all in one chain — something clicks. A few of them quietly shelved delivery models they'd been running for years. Just like that.

We were the last ones in the room to realize what we'd actually built.

SellStack is now officially listed on the SmartRoutes partner page. If you've seen the demo and felt that click — I'd like to hear what it unlocked for you.

→ smartroutes.io/partnerships