How BudSense Helps Large Operators Streamline Change Management

In our last two posts, Why Large Cannabis Operators Need to Know About BudSense and How Great Cannabis Menus Save Lost Customers, BudSense founder & CEO David Thomas shared his perspective on why menus matter at scale, what challenges operators face, and how BudSense is building the tools to move cannabis retail beyond THC tunnel vision.

But strategy is only one side of the story. Execution is where operators win or lose.

That’s where Carmen Johanson, COO of BudSense, comes in.

Carmen works directly with large operators to make sure BudSense doesn’t just get deployed, it gets adopted in a way that creates real value. For her, it’s not about “checking the menu box” or creating make-work projects for already stretched teams. It’s about streamlining change management, aligning operations, and helping retailers unlock efficiencies that scale across dozens of locations

In this Q&A, Carmen digs into the subtleties of menu deployment for large operators:

• How to introduce new systems without overwhelming staff

• Why change management often makes or breaks retail tech adoption

• And how BudSense keeps operators focused on creating value instead of wasting time on manual upkeep

When you work with large operators, what do you see as the biggest hurdle to adopting new systems like BudSense?

The biggest hurdle is trust. Large operators have been through enough tech deployments to know that change is hard, and they need to trust us to guide them through it. Change management always comes with friction. Processes have to shift, staff need new habits, and leadership needs confidence that things won’t break. That’s why we focus so much on building trust up front. Once that’s in place, the systems are ready, the product is ready and then it becomes about clarity of roles and responsibilities, and then the rollout is seamless.

How do you approach change management so BudSense feels like a value-add and not just another task?

We don’t shy away from the fact that change is tough. Large operators already have a lot on their plates, so new systems can feel overwhelming. Our job is to meet operators where they’re at, be upfront about the challenge, and then show that BudSense isn’t another layer of work, it’s a path towards fewer headaches, more efficiency, and higher front line morale. For us, a 50-store deployment isn’t unusual. What can feel like a mountain for a retailer is just our normal operating procedure. That confidence helps everyone lean in and see the change as an investment, not a burden.

Large operators already have so many moving parts. How do you help them integrate BudSense without creating extra work?

The goal is always to take weight off operators, not add to it. We know they’re juggling HR, compliance, purchasing, and everything else. So we focus on setup and automation in a way that removes manual upkeep. If you’re asking already-stretched teams to update menus by hand, that’s not a solution it’s a make-work project. BudSense automates the things that drain frontline energy, freeing staff to focus on customers and filling baskets.

Can you share an example where BudSense helped turn a “make-work” process into a real efficiency gain?

Manual data entry is the classic one. At scale, updating SKUs or adding product details across 50 or 100 stores isn’t just tedious, it drags down morale. When frontline staff feel like their day is filled with repetitive, low-value tasks, it impacts both efficiency and culture. By automating those processes, we not only save time but also improve morale. Once the basics are automated, operators can actually start layering strategy on top by pushing vertical products, highlighting specific attributes, or running promotions with confidence.

What’s the difference between deploying BudSense at one store vs. 50+ stores?

Surprisingly little. The way BudSense is built, a 50-store rollout is just as manageable as a single location. The difference is mindset: a single-store operator might dive deep into custom tweaks, while a multi-store operator thinks about corporate strategy and consistency. But from a product perspective, the system scales seamlessly. You can design one menu at the organizational level and push it out across all stores, it’s just as easy, whether you’re managing one or one hundred.

Why is it so important to keep frontline staff in mind when rolling out menu changes?

Because they carry the weight of execution. Budtenders are the ones serving customers, running the floor, and holding the brand together day-to-day. They already have dozens of responsibilities, and if a new system adds more to their plate, it won’t work. BudSense is designed to make their lives easier, menus that update automatically, displays that answer customer questions, and workflows that save time instead of eating it. When frontline staff feel supported, morale goes up, turnover goes down, and customer interactions improve.

How do you balance corporate consistency with store-level flexibility?

It comes down to templates. Templates allow executive teams to define brand standards and merchandising strategy at the organizational level, while still leaving room for store-level tweaks. That prevents what we call “menu drift”, when individual stores start editing spreadsheets or formats until every location looks different. With BudSense, the framework is locked, the brand stays consistent, and stores still have autonomy where it matters.

What does success look like when working with a large operator?

Success is when value is felt across the organization, from executives to store managers to budtenders. If the operations team feels like they’re saving time, and the frontline feels like their job is easier, then we’ve succeeded. For me personally, I also measure success through support interactions. When customers are reaching out confidently, asking questions, and getting quick help, that’s a sign of health. It means they’re using the system, they feel supported, and they see us as partners.

If a COO or operations leader at a large cannabis retailer asked why BudSense is the right partner, what would you tell them?

The technology is strong, that’s a given. But what really sets us apart is the people. We have developers building features directly shaped by operator feedback. We have account managers and support staff who know this industry inside and out. And we have a culture of investing every dollar back into making the product better. The day you start with BudSense is the worst the product will ever be because it gets stronger every single month. Our only focus is making it easier to sell cannabis, and large operators feel that difference in every deployment.

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