GoNimbly
Jason Reichl came to realize a critical problem while working as Director of Product Management at Tradeshift and VP of Product Management at Lanetix: SaaS companies were siloing their revenue operations functions, creating handoffs between go-to-market teams that damaged customer experience and limited growth. He founded GoNimbly as the first SaaS consultancy to specifically tackle revenue operations, focusing on un-siloing operations and creating one strategic revenue ops team to support GTM strategy.
GoNimbly positioned itself around a central thesis: that revenue should be the north star metric for go-to-market teams, and that different teams should have segregated north stars rather than company-wide uniformity. Jason believed that traditional alignment thinking was actually damaging to customer experience, and that companies should instead embrace a "swarming" effect—where GTM teams work together efficiently without unnecessary handoffs.
The consultancy grew 100% year over year by targeting enterprise SaaS companies facing revenue scaling challenges. By positioning revenue ops as a distinct discipline and demonstrating measurable results—increasing revenue by 26% for clients like Zendesk, Twilio, PagerDuty, and Coursera—GoNimbly built a strong reputation. Jason's background in product management at high-growth companies gave the consultancy credibility with similar organizations.
- •GoNimbly succeeded because it identified a real, expensive problem (revenue ops siloing) that enterprise SaaS companies were actively struggling with, not just a nice-to-have optimization.
- •Jason's previous executive experience at scale (Tradeshift, Lanetix) meant he understood enterprise pain points deeply enough to charge premium fees and land marquee clients immediately.
- •The company differentiated itself by reframing revenue operations as a strategic, cross-functional discipline rather than a support function, elevating its positioning and perceived value.
- •100% YoY growth indicates strong product-market fit with enterprise buyers who could see measurable ROI (26% revenue increases) from their engagements.
- 1.Build credibility by solving this problem at a previous company first—Jason's track record at Tradeshift made him a trusted advisor when he launched GoNimbly.
- 2.Target enterprise SaaS companies with $50M+ ARR that are hitting scaling challenges; they have budget and acute pain around revenue alignment.
- 3.Quantify the impact of revenue ops alignment in sales conversations (e.g., 26% revenue uplift) to demonstrate clear ROI and justify premium consulting fees.
- 4.Position revenue ops as a strategic, board-level concern rather than an operations function—this elevates the conversation and attracts better-fit customers.
- 5.Focus on un-siloing go-to-market teams by teaching a 'swarming' model that improves customer experience directly, not just internal metrics.
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