Challenge

Gitpod, a pioneer in the field of cloud-based development environments, operates in a highly competitive and rapidly changing market. With over a million users and a globally distributed team, Gitpod faced the challenge of transitioning from a product-led growth strategy to an enterprise sales model.
This strategic realignment brought some operational hurdles:

• Decentralized sales teams in Asia, Europe, and North America

• Lack of standardized processes for controlling and scaling sales activities

• Manual quote creation and invoicing, which slowed down the sales cycle

• No clear guidelines for discount approvals and decision-making processes

Solution

LaunchLane supported Gitpod in building a scalable sales architecture in Salesforce. The goal was to create an efficient and sustainable sales structure through clearly defined processes and automation.
Specifically, we:

• Introduced guided sales processes to optimize the entire sales cycle from lead capture to closing

• Implemented automations for quotes and invoices to reduce manual steps and speed up the sales process

• Established a discount approval process to shorten decision paths and better exploit revenue potentials

Result
With the new structures, Gitpod can now manage its global sales teams more efficiently and respond more flexibly to customer needs. The automation of central processes has increased employee productivity, reduced errors, and accelerated the entire sales cycle.

With Salesforce as the central platform, Gitpod now has a stable foundation to successfully scale growth in the enterprise segment.