Challenge

Gitpod, a pioneer in cloud development environments, operates in a highly competitive and constantly evolving market. With over one million users and a globally distributed team, Gitpod faced the challenge of shifting from a Product-Led Growth strategy to an Enterprise Sales Motion.

This strategic shift brought several operational hurdles:

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

• No standardized processes to manage and scale sales activities.

• Manual quote and invoice creation, slowing down the sales cycle.

• Lack of structured "guardrails" to streamline discount approvals and decision-making.

Solution

LaunchLane supported Gitpod in implementing a scalable sales architecture within Salesforce. Our goal was to build 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 automation for quotes and invoicing, reducing manual tasks and accelerating the sales process.

• Established discount approval processes to shorten decision-making pathways and maximize revenue potential.

Outcome

Thanks to these new structures, Gitpod can now manage its global sales teams more efficiently and respond more flexibly to customer demands. The automation of key processes has increased employee productivity, reduced errors, and accelerated the entire sales process.

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