DevOps / InfrastructureClient C — Atlas Ops (placeholder)
Second-product launch hit 60% of its year-one pipeline goal in one quarter
A PLG infrastructure company needed a sales-assisted motion for its enterprise product without breaking the self-serve engine that got them there.
- 60%
- Of year-one pipeline goal in Q1
- 3 wks
- From launch to first enterprise close
- +48%
- Qualified enterprise demo requests
The challenge
Atlas Ops had a loved developer product and a brand-new enterprise offering that nobody internally could explain. Marketing, product, and sales each had a different launch plan.
Our approach
- 01Segment prioritization and ICP definition for the enterprise tier
- 02Launch narrative connecting the developer product to the new platform
- 03Tiered launch plan with owners, dates, and internal enablement
- 04Sales-assisted motion designed to sit on top of self-serve signups
- 05Weekly launch standups for the first eight weeks
“They ran the launch like they'd worked here for years. Calm, specific, and they never let us hide behind a deck.”