Galileo’s GTM evolution: “Make everything obvious”

Discover how Galileo transformed its enterprise sales process with Coast, creating interactive, on-brand demos in under a minute and turning complex deals into clear wins.

3 min read
Galileo provides the infrastructure behind many of today’s leading fintech products. Its platform supports digital banking, card issuance, and real-time payments at scale, powering 160M enabled accounts on its platform.

Fintechs like parent company SoFi and established brands like H&R Block use Galileo to launch regulated financial products without rebuilding core systems. As the company expanded and deals grew more complex, it became clear the go-to-market motion needed to evolve:

As deals got bigger, so did the pressure to make everything obvious. What we did, how it worked, and where we fit.
Michael Grillo, Head of Product Marketing

Enterprise sales introduced more stakeholders, longer timelines, and greater expectations. Champion stakeholders needed a more effective way to convey the platform’s value.

Inefficient processes constrained growth

Before Coast, Galileo relied on a mix of static assets to tell its product story. That included Figma mockups, PowerPoint decks, video recordings, and backend documentation. Every demo required manual effort and tight coordination between teams.

Time intensive:

creating a demo could take several days depending on complexity

Engineering resources:

use cases required technical support to customize

Inconsistent messaging:

varied across teams, adding risk to later-stage conversations

Champion burden:

materials were disjointed and difficult to share internally

“We were using different tools, API flows and mockups. Then we had to manually combine everything for every deal,” said Nick Watson, a Solutions Engineer at Galileo. “It was slow and inconsistent.”

“They want to see what kind of app they could build for their customers. That’s what actually resonates,” added Gillian Barron, also a Solutions Engineer.

Coast: from patchwork to single platform

After adopting Coast, Galileo was able to generate live, interactive demos that tied the end-user experience directly to its API. Demos could be personalized to each customer’s brand and use case in less than one minute.

“The speed was a surprise,” said Grillo. “You plug in a URL and get something on-brand and interactive immediately. It completely changed how we approach sales enablement.”

The shift delivered three additional advantages:

Self-sufficiency:

branded demos could be built without engineering involvement

Aligned storytelling:

technical and non-technical users saw the same narrative

Champion enablement:

champions had reusable assets to circulate across functions

Measurable gains in speed, efficiency, and revenue

Coast delivered clear results across internal operations and sales outcomes:

  • Demo creation became 10x+ faster for new use cases
  • Sales engineers (SE) reallocated prep time to high-value, active opportunities
  • Product marketing offered personalized demos without design or engineering input via the web
  • SE morale improved with increased ownership and control of demo deliverables

“That kind of internal reach wasn’t typical or even trackable before,” Grillo said.

But the most meaningful impact showed up in critical deal moments:

“There are seven-figure deals where the Coast demo made the difference,” Grillo said. “It brought clarity to something we’d long struggled to articulate.”

From first call to pre-launch, Coast paints the product picture in ways documentation can’t, helping prospects quickly grasp the value and possibilities.

We used to explain,” Grillo said. “Now we just show.

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