Cameron Legge is a customer-success professional and, at the time of this early LeanScale Podcast episode, an Engagement Manager at LeanScale — the fractional RevOps and GTM operations firm. He came up as a CS practitioner and brings a frontline view of why customer success is the most underrated growth engine in a company: the 'front porch' the customer sees, hears, and feels every day outside the product. A part-time basketball coach, he leans on sports analogies — championship mentality, the front porch of a university — to argue for treating CS as a first-class part of the revenue organization rather than an afterthought behind sales and marketing.
Cameron Legge and Anthony Enrico on when to start RevOps, the first hires, and which executive it should report into
Cameron Legge on designing fair, efficient sales territories for B2B SaaS
Cameron Legge uses a basketball coach's playbook to explain why sales and marketing keep two scoreboards — and how to merge them into one
Cameron Legge on why customer success is your business's front porch — and its most underrated growth engine
“There's going to be some major evaluation happening across organizations and ops teams to make sure that they have the best technology that they can — but at the right price.”
“It's time to shed the preconceived notions — that ZoomInfo is the data tool and Outreach and Salesloft are the sales engagement software. It's time to dust off our scorecards and look vendor by vendor at every feature they've added.”
“It almost feels like an arms race of features and capabilities. I'm just wondering how long it takes them to stop playing nice in the sandbox with the CRMs.”
“At a certain point, you're going to have to pick a pony. Which platform are you going with?”
“I don't think it's ever too early to start thinking about revenue operations as a whole and getting that integrated into your business.”
“The first role, even though it's certainly not the sexiest as it comes to revenue operations, is going to be a systems admin.”
“If you're able to find a systems admin that can do both of those, you found a unicorn, so please send your resume our way immediately.”
“I like to explain revenue operations as we're that connective tissue between marketing, sales, customer success or your account management function.”