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How Runway Networks Built Their First Sales Team and Launched a New Product Line with Trembi
- Ntende Kenneth
- 3 days ago
- 3 min read
When Runway Networks decided to expand into the world of camera and security systems, they knew they had a solid product. Their goal was clear: help homes and businesses in Kampala become more secure with reliable, modern surveillance solutions.
But they hit a wall early on they had no experience building or managing a sales team. They knew how to deliver technical solutions, but sales? That was uncharted territory.
“We Had the Product, But No Sales Engine.”
Runway Networks is based in Bugolobi, a fast-growing part of Kampala. Their core expertise had always been in tech infrastructure but launching a physical product like camera and security systems meant targeting a whole new audience.
They needed a team that could do more than just pitch the product. They needed people who could create demand, start conversations, and close deals.
“We didn’t know where to begin. Do we hire experienced salespeople? Train from scratch? What tools should we use?” shared one of the founders in an internal call. “That’s when we called Kenneth.”
Step 1: Getting the Right People on Board
Within days, Trembi tapped into its community of sales reps and marketers who were already following the Trembi pages. Instead of advertising widely and hoping for the best, we focused on people who already understood the value of selling modern solutions in the Ugandan market.
In less than a week, we had 10 qualified applicants ready to be interviewed.
These were individuals with the hunger to learn, the drive to sell, and the flexibility to adapt to Runway’s niche product line. Some had sold solar systems, others had worked with fintech startups but all were excited to learn how to sell smart security systems to homeowners and businesses.
Step 2: Training the Sales Team to Win
Once the team was selected, Trembi ran a 2-week training sprint that went beyond the usual PowerPoint presentations.
We focused on real-world tactics that actually move the needle:
Content Creation: How to record short explainer videos, create before-and-after installation reels, and use WhatsApp statuses to attract interest.
Cold Outreach: How to message small business owners, apartment landlords, and homeowners with empathy and still get the meeting.
Trembi Sales AI: How to use our platform to automatically find businesses likely to need security upgrades, engage them, and follow up without lifting a finger.
The team didn’t just learn theory. They were on calls, sending messages, and testing real scripts during training.
Step 3: Letting the AI Do the Heavy Lifting
With the team trained and ready, we fully deployed the Trembi Sales AI and CRM for Runway.
The AI immediately began scanning for businesses and residences in key parts of Kampala that matched their ideal customer profile. It then started automated engagement sequences sending messages, following up, and booking calls on behalf of the sales reps.
In the first week alone, three meetings were booked with potential clients all without the reps doing any manual chasing.
And since all conversations, follow-ups, and notes are logged in the Trembi CRM, the team at Runway now has a clear sales pipeline for the first time ever.
A Fresh Start, Built on Systems
This wasn’t just about helping a company sell more. It was about giving Runway Networks a system they can grow with.
A sales team they trust
A predictable training method
A CRM and AI system that handles the heavy lifting
And most importantly, confidence
They now have full visibility into who they’re talking to, what stage each lead is at, and what needs to happen next. And they’re just getting started.
Final Word
At Trembi, we believe any business whether it’s a software startup or a company selling CCTV cameras can build a strong sales engine with the right tools and guidance.
If you're launching something new and don't know where to start, let’s talk. You don’t need to guess your way into sales success.