From $6M to $10M — without a new product line

The bottleneck

The unit already had what most businesses chase: real demand and a differentiated catalog — end-of-life equipment, spare parts, and hard-to-find hardware most distributors won't touch. What it didn't have was a go-to-market engine that could move it. Quoting, sourcing, and fulfillment couldn't keep pace, so revenue plateaued.

Flywheell's founder led this rebuild as the unit's sales operations director — the same revenue-engine work Flywheell does for clients today.

What we did

• Rebuilt the distributor and reseller go-to-market from the ground up — a real channel motion through Ingram Micro, TD SYNNEX, and SHI.
• Redesigned sourcing, warehouse, production, catalog, and sales processes end-to-end so quoting and fulfillment kept pace with demand.
• Hired and trained a team of 6–8 around the new process — not the old habits.

The results

The unit grew from $6M to $10M — roughly 67% — on the same catalog, earning new product-line awards from a key distributor along the way. It stopped running like a scramble and started running like a system.

That's the flywheel at work: fix throughput at the stage where momentum stalls, and every stage after it spins faster.