Gladius Cuts Business Case Effort by 97% with Nimbus RM on Amazon Bedrock

Business Challenge

Before July 2026, Gladius built business cases by hand. Andrew Heer, chief operating officer at Gladius, pulled numbers from spreadsheets, slide decks, and disconnected tools, spending 16 to 24 person-hours on each case with 2 to 3 people. The team produced about 8 a month, leadership time was the bottleneck, and some deals moved forward without a quantified business case.

Gladius was also early in its work with AWS. Its AWS Partner Network (APN) registration was in progress, it had no co-sell value story for AWS sellers, and it had registered no opportunities in AWS Partner Central.

Hiring a $350,000 alliance or sales operations lead was not realistic before a Series A. Gladius needed faster business cases and a path to co-selling with AWS without adding headcount.

Solution

Gladius chose Nimbus Value to consolidate sales tools, reach the market faster, draw on seller advisory knowledge, and improve operational efficiency. Most of all, Nymbi, the Nimbus RM AI assistant, coached its team on how to win deals. Mike Salazar, co-founder and CEO of Nimbus Value, and Taylor Salazar, general manager of Perfect Partner, kicked off with Gladius on July 1, 2026, with five 90-minute sessions covering Nimbus RM onboarding and AWS Partner strategy through the Nimbus Lightning engagement. Gladius set up three seats and manages its sales cycle end to end in Nimbus RM, using it to understand each prospect's goals and initiatives and where its software contributes to a business outcome.

The business case capability is where the agentic AI work sits. For Gladius, the goal and initiative agents turned Gladius's priorities and each MSSP prospect's context into customer-framed goals and KPIs, the scoring agent ranked initiatives by impact, and the business case agent drafted value drivers and the cost driver model in conversation with Andrew, who reviewed and adjusted every figure before it was used. An agent never has more access than the person using it, and destructive writes require explicit user approval.

With the business case model in place, Gladius and Nimbus Value built a co-sell value story for AWS sellers and shared prospects, and the partner registered four opportunities in AWS Partner Central. Gladius prefers AWS for its breadth of security services.

Results

Nimbus RM cut the effort to build a business case from 16 to 24 person-hours to about 30 minutes of team time, a reduction of roughly 97 percent. The same two people now produce 15 business cases a month, up from 8, in about 7.5 person-hours instead of 128 to 192. Gladius also saves about $3,000 a month by not buying a separate CRM such as HubSpot or call recording tools such as Fireflies.ai or Gong.

Gladius now supports 10 to 15 deals with a Nimbus RM business case, averaging about $50,000 each, and its first customer praised the business case. Andrew, who had never sold before, closed 2 deals with Nymbi coaching him live. Every Gladius employee works from the same shared context, so anyone can ask Nymbi for the status of any prospect or customer. Leadership uses Nymbi in its weekly go-to-market meeting to review pipeline and forecasts, and Nimbus RM now tracks win rates and sales cycle length for the first time.

“We’re closing more customers, faster, because Nimbus RM compresses our sales cycle and diligence time. That extra speed is what lets us out-compete in a fast-moving market.”

— Andrew Heer, Chief Operating Officer, Gladius

What's Next

Gladius reached these results without the $350,000 hire it had considered. Next, Gladius plans to use the savings to hire its first dedicated revenue leader and to list additional solutions in AWS Marketplace.

Technologies Used

Nimbus RM is a multi-tenant SaaS application that runs entirely on AWS. Its agents are built with the Strands Agents framework and hosted on Amazon Bedrock AgentCore Runtime, calling Anthropic Claude models on Amazon Bedrock. Retrieval runs against Amazon Bedrock Knowledge Bases backed by Amazon OpenSearch Serverless, and Amazon Bedrock Guardrails screen the conversational agent. The application runs on Amazon API Gateway, AWS Lambda, Amazon DynamoDB, Amazon S3, and Amazon Cognito, and finished business cases are rendered on Amazon Elastic Container Service (Amazon ECS) with AWS Fargate.

About Nimbus Value

Nimbus Value is an AWS Select Tier Services Partner and Validated Software Partner that helps AWS Partners turn their co-sell pipeline into revenue. Its applications, including Nimbus RM on Amazon Bedrock, run on AWS.