About Ona (formerly Gitpod)

Ona is transforming software development with a privacy-first, AI-driven engineering platform built for enterprises. Instead of simple AI code completion, Ona enables autonomous AI agents to operate in secure, sandboxed cloud environments—handling complex, end-to-end tasks like bug fixing, multi-repo migrations, and security patching.

Following a strategic shift under new ownership, the company pivoted from a developer-focused tooling provider to an enterprise-grade AI platform. This repositioning required not only a new go-to-market approach, but also a fundamentally different sales motion.

Challenge

As part of this transition, Ona moved from a product-led growth model to an enterprise sales strategy. This shift introduced several operational challenges:

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

• Lack of standardized processes to manage and scale sales activities

• Manual quote creation and invoicing, slowing down deal cycles

• Missing governance around discount approvals and decision-making

Solution

LaunchLane supported Ona in building a scalable sales architecture on Salesforce, tailored to the needs of an enterprise sales organization.

Specifically, we:

• Introduced guided sales processes to structure the entire cycle from lead to close

• Automated quote and invoice creation to eliminate manual effort and speed up execution

• Implemented a structured discount approval process to ensure faster, more controlled decision-making

Result

With the new setup, Ona can now manage its global sales organization more efficiently and respond faster to enterprise customer needs.

• Increased productivity through automation

• Reduced errors in sales operations

• Accelerated sales cycles

Salesforce now serves as the central platform, providing a solid foundation to scale Ona’s enterprise business successfully.