GTM data-enrichment and automation platform. Jerry cites it as what makes weekly ICP updates possible — pulling intent, signals, and account movement that used to take spreadsheet-heavy analysis done only twice a year.
Original research touching Clay. Each study states its sample and method.
Most "state of the stack" reports are self-reported surveys. This one is reconstructed from what these companies actually operate — and adjusted for a…
The market sorts by altitude — from high-margin strategy/IP at the top to commoditized ops delivery at the bottom. Altitude predicts M&A destiny: the …
How LeanScale runs delivery where Clay is involved.
Most playbooks start at Blueprint. This one starts before that — with three things that have to be true before you are willing to run the project at a…
Light on meetings, heavy on up-front analysis. Most of the value lands before the discovery call. 1 Blueprint Research inside + outside their systems;…
Every Quote to Cash project moves through the same four phases. Know what you produce in each one — and know that this is a project you win or lose in…
Territory design is unusual: almost all the work lands in Blueprint. If you do that part right you can one-shot the whole plan and get a green light i…
Real engagements involving Clay.
An infrastructure company with a product-led signup motion approaching a million contacts wanted AI doing outbound and meeting prep natively inside it…
A software vendor's deals kept stalling at the sales-qualified stage because the buyer's internal champion had nothing credible to send upward. We bui…
A software company with a customer base in the thousands wanted to know where expansion revenue actually comes from. Four analysis waves across CRM, p…
A growth-stage cybersecurity vendor had no rigorous way to tell reps which accounts to work. LeanScale built an account priority score, a competitor-d…
A CRM full of duplicates, orphaned contacts and unvalidated emails was handed back clean and documented at the close of an embedded engagement. LeanSc…
A financial-software company's lean in-house team needed more build-and-maintain capacity than it could carry across a tightly coupled Salesforce, Hub…
A cybersecurity vendor's CRM had accumulated roughly a quarter of a million records with heavy duplication and large firmographic gaps, which made tie…
Every event produced a spreadsheet in a different shape and marketing was hand-researching names to make lists loadable. We built a duplicated-templat…
An AI company scaling its sales org fast had a nearly empty Salesforce: no enrichment, no territory model, no routing, and inbound piling up in a defa…
A fast-growing AI company had added a business tier and was fielding large unsolicited inbound with almost no sales infrastructure. LeanScale designed…
A growth-stage AI company had no scored view of its market, so reps picked accounts on instinct. LeanScale built a weighted ICP matrix, the enrichment…
A financial-services technology company had a mature CRM in which the fields that actually predicted deal size were mostly empty, and was pushing into…
A professional-services firm ran outbound inside its CRM's native sequencing tool, with no signal layer and no reliable way to re-engage the people it…
Event lead lists arrived unusable and CRM contacts had quietly gone stale. LeanScale built a reusable Clay table that waterfalls work-email lookups ac…
An early-stage AI company with a handful of full-cycle sellers wanted the CRM to update itself after calls. We built an event-driven pipeline that tak…
A developer-infrastructure company had hundreds of thousands of self-serve signups it could not score, route, or even identify — most signed up with p…
A growth-stage legal-technology company outgrew its go-to-market systems as its team and customer base scaled. LeanScale re-architected the HubSpot de…
A growth-stage fintech had no reliable lead lifecycle, no attribution model and manual, error-prone routing. LeanScale rebuilt the lifecycle and scori…
A software company's marketing ops team had hand-fixed the same four CRM exception reports for years — blank sources, mis-stamped tiers, missing tier …
A software vendor's buying signals were unusually public — public listings, procurement records, social posts — and none of it was reaching the SDR te…
A late-stage AI company was hiring an enterprise sales organization from close to zero while committing constrained physical capacity to customers it …
A marketing-technology company's demand-generation team inherited a brand-new Clay workspace with no in-house expertise and a finite credit balance. L…
A financial-technology company lost its third-party lead router when the subscription lapsed, with no documentation of how routing worked. LeanScale r…
Conversation, not measurement.
Jerry Brooner on four exits, the secret pre-IPO roadshow, the truth about startup equity, and why every revenue leader should be building their own agents
Joshua Trott on selling in heavy industries, RevOps as the operational backbone, and why delivery — not the deal — is the real contract
Alex Loktev on scaling P2P.org through five GTM pivots — who controls the client, the Golden Era trap, and going AI-native
Tyler Molinaro on compressing government sales cycles, hiring for problem-solving over pedigree, and using AI agents to make a lean team outbuild a funded one
Alex Shartsis on why speed beats perfection, the eroding CRM moat, and building GTM for an AI world
Christian Peverelli on AI-native outbound, the death of spam, and putting agency-grade prospecting in one operator's hands
Benjamin Hoehn on ICP-first content, founder-led marketing, and using AI to accelerate — not replace — the fundamentals
Andy Mowat on where scaling companies neglect the fundamentals — enablement, data foundations, GTM tooling, and the RevOps career
Zayd Ali on building Valley — the AI SDR for LinkedIn — and the shift from V1 blast outbound to V2 relevance
Steve Dinner on running a high-output RevOps team with zero in-house admins or devs — agile, structure, specialist contractors, and AI
LeanScale co-founder Anthony Enrico on the Traction podcast — the modern, revenue-per-FTE GTM playbook for AI-era startups
Shaadik of LambdaTest on treating RevOps like a general physician — root causes, not symptoms
Ocean.io founder Michael Heiberg on vector-based lookalike targeting, micro-targeting over mass outreach, and the two generations of GTM AI
Luella's Mustafa Saeed on AI guardrails, email deliverability, and keeping humans in the loop in GTM