Revenue-intelligence and conversation-analytics platform. Nextdoor's primary listening tool for client meetings; Kiernan pushes his entire org to mine it for customer signal, calling it 'real gold.
Original research touching Gong. 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 Gong 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…
Every migration moves through the same four phases. The weight sits in phase one — get the Blueprint right and the other three go smoothly. 1 Blueprin…
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…
Real engagements involving Gong.
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 governance-software company was running two customer-success platforms: its own, and a second one belonging to a separate business unit. We mapped t…
A growth-stage fintech had grown its CRM to a few hundred thousand records, with duplicates, undocumented workflows and inconsistent deal data sitting…
A marketing-technology company could not stand behind its MQL, lead-source or attribution numbers. LeanScale gave one system clear ownership of the MQ…
A long-established enterprise software company ran conflicting activity data across its CRM and its sales-engagement tool, so reps trusted neither. Le…
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…
Forecast hygiene had eroded at a long-established enterprise software company: large deals sat open indefinitely in an omitted category with no activi…
Conversation, not measurement.
Michael Kiernan on 'Human + Agentic GTM' — where AI belongs in the revenue motion, and where it doesn't
Joshua Trott on selling in heavy industries, RevOps as the operational backbone, and why delivery — not the deal — is the real contract
Leigh Gross (CRO, Synctera) on 20-person fintech deals, why RevOps is your first GTM hire, and the mid-funnel AI use case nobody talks about
Scott Sinatra on MEDDPICC, the new multi-threading, why POCs are the default, and building go-to-market for enterprise AI's chaos
Yasin's build-along on the folder-and-file architecture behind LeanScale's agentic operating system
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
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
Ebsta founder Guy Rubin on the 2025 B2B Sales Benchmark Report — sales velocity, deep ICP over TAM, and ruthless qualification.
Yogi Punjabi on building PeopleLens — an AI layer that makes every rep a better performer and every manager a better coach
Ebsta's Adam Roberts on the data foundation behind revenue intelligence — relationship scoring, AI qualification, pipeline visibility, and bottoms-up forecasting
Zev Lebowitz demos Attio — the AI-native CRM that molds to your motion instead of forcing you into someone else's
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
Spencer Hodgson on betting on channels and reps with expected value
Adrian Diaz on building a customer success operations function from scratch — processes, tech, health scoring, and staying close to the customer
Bernardo Alves and Cameron Legge join Anthony Enrico to unpack what the Clari–Groove deal means for the sales tech stack and how RevOps should respond