Henrique Sakai is co-founder and Chief Architect of LeanScale. Before founding the firm, he and Anthony Enrico worked together at three scaling B2B tech companies, where Sakai was the systems architect connecting Salesforce with HubSpot, Marketo, and the rest of the go-to-market stack — the person Anthony credits with making his dreams come true as a VP of RevOps. His specialty is the technical foundation of revenue operations: CRM data modeling, field history and stage-change instrumentation, closed-data governance, lead-to-object data flow on conversion, and validation-rule frameworks that keep revenue data clean, trustworthy, and ready for the tools layered on top.
“The very first recommendation, top one, is enable history tracking. This is very important to understand how data evolved over time, diagnosing any issues or errors that may arise in your database.”
“Now with all the AI coming up, they're always looking to your past so they can try to predict the future a little better.”
“History tracking is not so good at reporting. Creating the timestamps creates an additional layer of analysis that we can do for an object.”
“Tip number three is freeze your close opportunity data. People always assume this data will never change, but people make mistakes, or an uninformed salesperson would go and change it.”
“It's important with your commissions plan. You don't want to mess up with people's money. The moment someone changes this small little thing in an opportunity, the entire analysis is invalidated.”
“I want to make sure I put actual layers of security so data is always clean, always the same every time. Plus, we back up the data every week.”
“Tip number five is make sure validation rules are in place. You want to make sure the data entered in your system meets your business processes.”