From Zero to 3 Enterprise Deals in 30 Days — What We Learned Launching a DevOps Startup

Nika Lukava — Sat, 02 May 2026 19:49:23 +0000

A month ago, we launched Veltrix.

No brand recognition.

No paid ads.

No outbound spam.

Just a small team with one clear focus:

build infrastructure that actually works when it matters.

In the first 30 days, we closed 3 major deals in Georgia.

That wasn’t part of the plan.

We expected a slow start — maybe a few small clients, some testing, iteration.

Instead, we immediately saw something interesting:

Companies don’t want more tools.

They want fewer problems.

The reality we kept hearing

Behind the scenes, most teams were dealing with the same issues:

• Deployments that feel risky every time

• CI/CD pipelines that are slow or fragile

• Infrastructure no one fully understands anymore

• “Temporary fixes” that became permanent

• Engineers spending more time fixing than building

And most importantly —

no one really “owns” reliability.

What actually worked for us

We sold outcomes, not technology

Nobody cares about Kubernetes versions or Terraform modules.

They care about:
– uptime

– speed

– predictability

So we stopped talking like engineers

and started talking like partners.

We moved fast in the first conversation

Instead of long sales cycles, we did quick audits:
– where are the bottlenecks?

– what’s the risk?

– what can be improved immediately?

That built trust fast.

We didn’t try to be everything

We focused on:
DevOps

SRE

Cloud infrastructure

No distractions. No “we also do X”.

Depth > breadth.

We leaned into SRE mindset

Most companies don’t need more engineers.

They need better systems.

We approached everything with:
– observability first

– automation over manual work

– reliability as a feature

We treated every early client like a flagship case

In the beginning, reputation is everything.

Every system we touched had to:
– be stable

– be clean

– be explainable

That’s what turned conversations into contracts.

The biggest insight

There’s a huge gap between:
“we use modern tech”

and

“our infrastructure actually works reliably”

And that gap is where opportunity lives.

What we’d do again

• Start niche and go deep

• Focus on real problems, not trends

• Talk less about tools, more about impact

• Deliver value before asking for commitment

We’re still at the very beginning.

But the signal is clear:

Reliability is not a luxury anymore — it’s a requirement.

If you’re building in DevOps / SRE / Infra —

what worked (or didn’t) after your launch?

👉 https://veltrix.ge/

DEV Community: Nika Lukava

From Zero to 3 Enterprise Deals in 30 Days — What We Learned Launching a DevOps Startup

The reality we kept hearing

What actually worked for us

The biggest insight

What we’d do again