Rev.Team

Damian Thompson had been selling some version of revenue and sales services to bootstrap B2B founders for a decade through Clarity.FM coaching, but the traditional training and coaching model wasn't hitting a critical need. After the COVID-19 pandemic hit in 2020, he made a deliberate decision to pivot. "I got to find something that's important, so not just a nice to have, but a must-have," he explains. He realized founders wanted to build revenue teams—not just training. This insight became Rev.Team's north star: help product-focused B2B founders (80% software people) grow from $50K-$100K MRR to $1M-$2M by building out sales, lead generation, operations, tools, and tactics.

Thompson launched Rev.Team in January 2020 but spent the first half of the year essentially at zero revenue. His first customers came directly from his existing network—the bootstrap entrepreneur community and people he'd been coaching on Clarity.FM for years. "They're just kind of my people," he says. By being deeply embedded in Slack communities (he joined 90 different Slack communities in 2020 and maintains active membership in about 30), he built trust and credibility within his target market. The word-of-mouth effect compounded because his ideal customers—scrappy B2B founders—naturally talk to each other.

Thompson productized his service into two clear pricing tiers: $2,500/month for monthly coaching calls, or $10,000/month for a fractional VP of Sales role with quarterly deliverables (a 3-person sales team plan, outbound campaigns, territory setup). By the end of 2020, he'd collected just over $200,000 in cash revenue. Fast forward to the current period: he's scaled to $50,000 MRR across 12 customers, with almost half paying the $10K tier and the rest on the $2.5K plan. What made this work was solving a genuine, recurring pain point—founders hated sales but needed it desperately—and being available in the communities where these founders hang out. He's now building a small team (a full-time recruiter and operations person) to deliver at scale.

Thompson is targeting $1M in annual revenue this year. He's transitioning from pure services to what he calls a "SaaS SaaS" (service as a software as a service)—building an applicant tracking system (ATS) as the first software product to scale beyond the agency model. He's bootstrapped throughout, reinvesting revenue back into hiring. The business demonstrates classic product-market fit signals: strong word-of-mouth growth, repeat customer expansion, and enough unit economics to support team hiring while remaining profitable.