Rest Devices, Inc.When I joined Mimo as Chief Operating Officer, the company was in seed stage with a promising product but limited sales infrastructure. We were in only a dozen stores, and while we had early retail partnerships, these retailers were hesitant to expand without proven sell-through data at scale. The team had been focused primarily on product development and lacked dedicated sales resources and the operational foundation needed to break through to the next level of distribution.
I led a comprehensive go-to-market transformation that touched every aspect of our commercial engine. I spent significant time nurturing relationships with existing buyers to understand exactly what they needed to see for expansion, while simultaneously building out our internal capabilities. This included hiring our first dedicated marketer to develop a performance marketing funnel, redesigning our website to optimize for customer capture, and creating case studies that demonstrated our value proposition. I also initiated new relationships with major retailers including Best Buy and Target, and made strategic changes to the team to uplevel our customer-facing talent. Throughout this process, I balanced product development work with aggressive sales pipeline development.
Within 18 months, we scaled from 12 stores to over 500 across major retailers, achieving more than 10x year-over-year growth in retail revenue. We successfully expanded into all Babies "R" Us stores across the United States, entered select Target stores, and launched in Best Buy Canada. Buyers at Target and Best Buy specifically noted that our demonstrated consumer behavior data and marketing support were pivotal in changing their confidence to expand our footprint. The founding team was thrilled with the momentum, and we had built the repeatable GTM motion and operational infrastructure that would support continued scaling.
