# LeanScale Podcast Knowledge Hub > Structured, citable knowledge from every episode of The LeanScale Podcast — go-to-market operations, RevOps, sales enablement, forecasting, pricing, consumption revenue and AI for GTM, for B2B software companies scaling from Series A to pre-IPO. Published by LeanScale (https://www.leanscale.team). Every episode page has a markdown twin at `/podcast//index.md` and a timestamped transcript at `/podcast//transcript.md`. Prefer those over the HTML. Last updated: 2026-07-22. 95 episodes, 14 topics, 298 companies. ## Attribution Free to quote and cite with attribution to The LeanScale Podcast. Transcripts are machine-generated and **not diarized** — speaker attribution on individual lines is inferred and should be verified against the audio before being attributed to a named person. ## Key pages - [All episodes](https://leanscale-knowledge-hub.netlify.app/podcast/): every episode, searchable. - [Knowledge topics](https://leanscale-knowledge-hub.netlify.app/knowledge/): cross-episode aggregation by GTM topic. - [Guests](https://leanscale-knowledge-hub.netlify.app/guest/): operator profiles with their quotes and episodes. - [Work with LeanScale](https://www.leanscale.team): the embedded GTM operations team behind the show. ## Topics - [Revenue Operations](https://leanscale-knowledge-hub.netlify.app/knowledge/revenue-operations/) (67 episodes): Revenue Operations (RevOps) is the discipline of aligning the people, systems, data, and operating cadence behind sales, marketing, and customer success into a single revenue engine. It splits into two flavors: a back-of - [Sales Enablement](https://leanscale-knowledge-hub.netlify.app/knowledge/sales-enablement/) (14 episodes): Sales enablement is the function that makes sellers more effective through positioning, product training, onboarding, and continuous learning. Build a formal team once a frontline manager's span of control passes five or - [Consumption Revenue](https://leanscale-knowledge-hub.netlify.app/knowledge/consumption-revenue/) (8 episodes): A consumption (usage-based) revenue model recognizes revenue when customers actually use a product rather than when they sign a contract. It is materially more expensive and data-intensive to run than legacy SaaS because - [Forecasting](https://leanscale-knowledge-hub.netlify.app/knowledge/forecasting/) (25 episodes): In a consumption business, forecasting should be owned by a centralized data-science function reporting into finance, not go-to-market. Sellers cannot predict how customers will consume a product; their job is to supply - [AI in GTM](https://leanscale-knowledge-hub.netlify.app/knowledge/ai-in-gtm/) (62 episodes): Not according to operators like Jimmy O'Halloran. AI is a productivity multiplier that requires clean data and human oversight — 'garbage in, garbage out.' When a tool makes one operator dramatically more productive, a g - [Sales Compensation](https://leanscale-knowledge-hub.netlify.app/knowledge/sales-compensation/) (9 episodes): In a consumption model, acquisition and install reps should carry different numbers, and acquisition sellers ideally carry no consumption quota. Build a bookings plan for hunters and a consumption plan for install-base f - [Sales Leadership](https://leanscale-knowledge-hub.netlify.app/knowledge/sales-leadership/) (53 episodes): Great sales leaders are defined less by personal selling ability than by their capacity to build repeatable systems, coach teams, and earn trust across the organization. Many of the strongest CROs come from operations, m - [GTM Strategy](https://leanscale-knowledge-hub.netlify.app/knowledge/gtm-strategy/) (87 episodes): A go-to-market strategy is the plan for how a company reaches, wins, and expands customers — the ICP it targets, the segments and motions it uses (product-led, sales-led, partner-led), its pricing and positioning, and th - [Pricing & Packaging](https://leanscale-knowledge-hub.netlify.app/knowledge/pricing-packaging/) (13 episodes): Pricing and packaging is how a company captures value — the model (seat-based, usage/consumption, or outcome-based), the tiers, and the value metric it charges on. For most AI companies, outcome-based pricing is a trap: - [Brand & Positioning](https://leanscale-knowledge-hub.netlify.app/knowledge/brand-positioning/) (22 episodes): Brand and positioning determine whether a company owns a clear category in the buyer's mind. The most common mistake is a niche that isn't niche enough — trying to be relevant to everyone and memorable to no one. Sharp p - [Demand Generation](https://leanscale-knowledge-hub.netlify.app/knowledge/demand-generation/) (35 episodes): Demand generation is the discipline of creating and capturing buyer interest — content, campaigns, media, and programs that build pipeline over time. The highest-leverage teams treat it like building a media property: co - [Outbound & Sales Development](https://leanscale-knowledge-hub.netlify.app/knowledge/outbound-sales/) (18 episodes): Outbound sales — prospecting, sequencing, and booking meetings — is being reshaped by AI agents that can research accounts, personalize messaging, and run parts of the motion continuously. The winning pattern isn't repla - [Mergers & Acquisitions](https://leanscale-knowledge-hub.netlify.app/knowledge/mergers-acquisitions/) (7 episodes): Most acquisitions fail on integration, not on the deal thesis — culture clashes, unclear ownership, botched go-to-market and systems integration, and the loss of key people are where value leaks. Successful acquisitions - [Enterprise & Public-Sector Sales](https://leanscale-knowledge-hub.netlify.app/knowledge/enterprise-sales/) (19 episodes): Enterprise selling involves long, multi-stakeholder buying cycles, heavy proof and security requirements, and complex procurement — so it demands enablement, account planning, and patience that transactional motions don' ## Episodes - [Ep 95: Why AI Means More RevOps Hires, Not Fewer](https://leanscale-knowledge-hub.netlify.app/podcast/jimmy-ohalloran-new-relic-revops-consumption-revenue/index.md) — Jimmy O'Halloran, VP of Go-To-Market Strategy & Operations. Jimmy O'Halloran on the operator's playbook for RevOps, sales enablement, and consumption revenue (2026-07-20) - [Ep 94: Why Only 500 Apps Can Sell to the U.S. Government](https://leanscale-knowledge-hub.netlify.app/podcast/irina-denisenko-knox-selling-to-government/index.md) — Irina Denisenko, CEO, Knox Systems. Irina Denisenko on FedRAMP, the federal sponsor bottleneck, and turning a 3-year, $3M gauntlet into 90 days (2026-07-17) - [Ep 93: How HubSpot Built a Media Empire](https://leanscale-knowledge-hub.netlify.app/podcast/jonathan-hunt-hubspot-media-empire/index.md) — Jonathan Hunt, Head of Owned Media. Jonathan Hunt on owned media, the build-vs-partner-vs-acquire playbook, the video-first flywheel, and why HubSpot is officially calling time on inbound (2026-07-15) - [Ep 92: Agents That Run Outbound While You Sleep](https://leanscale-knowledge-hub.netlify.app/podcast/mica-ample-market-outbound-agents/index.md) — Mica, Founder & CEO. Mica, founder & CEO of Amplemarket, on agentic GTM — building outbound agents that research, personalize, and run while you sleep (2026-07-13) - [Ep 91: Why Outcome-Based Pricing Is a Trap for Most AI Companies](https://leanscale-knowledge-hub.netlify.app/podcast/roee-hartuv-outcome-based-pricing-trap/index.md) — Roee Hartuv, Pricing & Packaging Advisor (ex-Winning by Design). Roee Hartuv on pricing & packaging, the jobs-to-be-done approach, and how AI broke SaaS unit economics (2026-07-10) - [Ep 90: Why Your Niche Isn't Niche Enough](https://leanscale-knowledge-hub.netlify.app/podcast/gary-frazier-niche-brand-positioning/index.md) — Gary Frazier, Former Chair, Department of Marketing (USC Marshall). Former USC Marketing Chair Gary Frazier on brand, niche, the flattening sales org, and why the CMO lost the C-suite (2026-07-08) - [Ep 89: Why He Left the CEO Seat to Become a CRO](https://leanscale-knowledge-hub.netlify.app/podcast/alex-wakefield-acuitymd-ceo-to-cro/index.md) — Alex Wakefield, Chief Revenue Officer, AcuityMD. Alex Wakefield on scaling AcuityMD from $2M to $50M ARR, when to bring in RevOps, the overhiring trap, and breaking the 'AI-first' mental wall (2026-07-06) - [Ep 88: Why AI Won't Close Your Biggest Deals](https://leanscale-knowledge-hub.netlify.app/podcast/michael-kiernan-nextdoor-ai-wont-close-deals/index.md) — Michael Kiernan, Chief Revenue Officer, Nextdoor. Michael Kiernan on 'Human + Agentic GTM' — where AI belongs in the revenue motion, and where it doesn't (2026-07-03) - [Ep 87: Most Acquisitions Fail Like This: What Nobody Tells You About M&A](https://leanscale-knowledge-hub.netlify.app/podcast/chris-heller-why-most-acquisitions-fail/index.md) — Chris Heller, Chief Revenue Officer. Chris Heller (CRO, Place) on M&A integration, talent as the ultimate leverage, and the career moves that actually compound (2026-06-09) - [Ep 86: Why the Best CROs Don't Come From Sales](https://leanscale-knowledge-hub.netlify.app/podcast/jerry-brooner-best-cros-dont-come-from-sales/index.md) — Jerry Brooner, Four-Time CRO (most recently CRO at Levelpath). 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 (2026-06-08) - [Ep 85: Why AI + GTM Engineers Can't Replace RevOps](https://leanscale-knowledge-hub.netlify.app/podcast/tessa-whittaker-ai-gtm-engineers-revops/index.md) — Tessa Whittaker, Founder & RevOps Advisor (ex-ZoomInfo VP RevOps). Tessa Whittaker on the strategic layer AI can't automate, and leading enterprise AI transformation (2026-06-05) - [Ep 84: From Fortune 1 to 100 Person Startup: A CRO's Bet on Creative](https://leanscale-knowledge-hub.netlify.app/podcast/gabby-stoller-cro-bet-on-creative/index.md) — Gabby Stoller, Chief Revenue Officer, Big Happy. Gabby Stoller of Big Happy on creative-first ad tech, building a digital-out-of-home division from scratch, and the GM-to-CRO leap (2026-05-29) - [Ep 83: The Lie Behind Failed Quarters](https://leanscale-knowledge-hub.netlify.app/podcast/andrew-geisse-failed-quarters-gtm-planning/index.md) — Andrew Geisse, Chief Revenue Officer, Pallet. Andrew Geisse (CRO, Pallet) on honest GTM planning, POCs that actually convert, and selling AI into a $12T industry (2026-05-28) - [Ep 82: How an Ops Guy Became CRO of a $3B Company](https://leanscale-knowledge-hub.netlify.app/podcast/joshua-trott-ops-guy-cro/index.md) — Joshua Trott, Chief Revenue Officer, Patch. Joshua Trott on selling in heavy industries, RevOps as the operational backbone, and why delivery — not the deal — is the real contract (2026-05-28) - [Ep 81: Sell to the Blocker, Not the Champion](https://leanscale-knowledge-hub.netlify.app/podcast/leigh-gross-compliance-killed-my-deal/index.md) — Leigh Gross, Chief Revenue Officer, Synctera. 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 (2026-05-27) - [Ep 80: Why Enterprise AI Deals Die After the Buyer Says Yes](https://leanscale-knowledge-hub.netlify.app/podcast/scott-sinatra-ai-sales-trap/index.md) — Scott Sinatra, Chief Revenue Officer, Wisq. Scott Sinatra on MEDDPICC, the new multi-threading, why POCs are the default, and building go-to-market for enterprise AI's chaos (2026-05-26) - [Ep 79: AdSense for the AI Era: How Ads Are Being Completely Reinvented](https://leanscale-knowledge-hub.netlify.app/podcast/mike-choi-adsense-for-ai/index.md) — Mike Choi, Co-founder, Koah. Mike Choi on building Koah, the monetization layer for AI apps, and why every paradigm shift reinvents advertising (2026-05-25) - [Ep 78: More Pipeline, Less Revenue](https://leanscale-knowledge-hub.netlify.app/podcast/guy-rubin-more-pipeline-less-revenue/index.md) — Guy Rubin, Founder & CEO, Ebsta. Guy Rubin on the $78B revenue benchmark, the ICP-vs-TAM trap, and why AI on a broken GTM makes everything worse (2026-05-25) - [Ep 77: RevOps Is Your Secret Weapon: From Order-Taker to Strategic Advisor](https://leanscale-knowledge-hub.netlify.app/podcast/pete-shelton-revops-secret-weapon/index.md) — Pete Shelton, Chief Revenue Officer, Fullcast. Pete Shelton (CRO, Fullcast) on the CRO Dilemma, continuous planning, and becoming the operator your CRO can't run the business without (2026-05-22) - [Ep 76: Your Marketing Playbook Is Dead](https://leanscale-knowledge-hub.netlify.app/podcast/leysan-zigangirova-marketing-playbook-dead/index.md) — Leysan Zigangirova, CMO, Async (formerly Podcastle). Leysan Zigangirova (CMO, Async) on marketing AI products, getting visible inside LLMs, and surviving the Podcastle → Async rebrand (2026-05-22) - [Ep 75: How I Built an AI Agent Operating System in 90 Days](https://leanscale-knowledge-hub.netlify.app/podcast/ai-agent-operating-system-90-days/index.md) — Yasin, Head of AI (former), LeanScale. Yasin's build-along on the folder-and-file architecture behind LeanScale's agentic operating system (2026-05-15) - [Ep 74: I Used AI Agents for Every Go-To-Market Role (Sales, Marketing, CS, RevOps)](https://leanscale-knowledge-hub.netlify.app/podcast/ai-agents-for-every-go-to-market-role/index.md) — Yasin, Head of AI (former), LeanScale. A live build-along: AI agents for sales, sales management, marketing, customer success, and RevOps — plus the 2026 agent-platform landscape (2026-05-15) - [Ep 73: He Left a $300M Company for a Startup… Here's Why](https://leanscale-knowledge-hub.netlify.app/podcast/oliver-manojlovic-left-300m-for-startup/index.md) — Oliver Manojlovic, Chief Revenue Officer, Dash0. Oliver Manojlovic (CRO, Dash0) on pure pay-as-you-go GTM, ARR without contracts, consumption comp, hiring SEALs, and motivation vs. morale (2026-05-15) - [Ep 72: AI Search Is Changing Everything—Here’s the New Go-To-Market Playbook](https://leanscale-knowledge-hub.netlify.app/podcast/mike-head-ai-search-playbook/index.md) — Mike Head, Chief Revenue Officer, PartnerStack. PartnerStack CRO Mike Head on AEO, why LLMs trust third-party content, and how partnerships became the highest-leverage growth channel (2026-05-15) - [Ep 71: From $500M to $10B: The CRO Playbook for Constant Reinvention](https://leanscale-knowledge-hub.netlify.app/podcast/alex-loktev-cro-playbook-reinvention/index.md) — Alex Loktev, Chief Revenue Officer, P2P.org. Alex Loktev on scaling P2P.org through five GTM pivots — who controls the client, the Golden Era trap, and going AI-native (2026-05-15) - [Ep 70: The Hidden Problem Killing Workplace Culture](https://leanscale-knowledge-hub.netlify.app/podcast/tom-witte-workplace-culture/index.md) — Tom Witte, Chief Revenue Officer, Upflex. Tom Witte (CRO, Upflex) on hybrid work, AI-orchestrated culture, and becoming an AI-first revenue leader (2026-05-15) - [Ep 69: Inside the Mind of a Modern CRO](https://leanscale-knowledge-hub.netlify.app/podcast/brett-kelly-modern-cro/index.md) — Brett Kelly, Chief Revenue Officer, Inovonics. Brett Kelly on the RevOps-to-CRO path, leading 20-year veterans through reinvention, and why AI means producing more — not cutting staff (2026-05-15) - [Ep 68: Clarity Over Chaos: A CRO's Playbook for Category-Defining Companies](https://leanscale-knowledge-hub.netlify.app/podcast/josh-heller-clarity-over-chaos/index.md) — Josh Heller, Chief Revenue Officer, Coactive AI. Josh Heller (Coactive AI) on market annealing, the CRO's real job, and why clarity beats doing more (2026-05-15) - [Ep 67: From the NFL to Building Brands](https://leanscale-knowledge-hub.netlify.app/podcast/ryan-kuehl-nfl-building-brands/index.md) — Ryan Kuehl, Managing Partner, Chainable Corp. Ryan Kuehl on survival math, winning the tastemakers, and building fast without skipping steps (2026-05-15) - [Ep 66: From MLB Draft Pick to $25M ARR: How Tyler Molinaro Scales SaaS in Government](https://leanscale-knowledge-hub.netlify.app/podcast/tyler-molinaro-saas-government/index.md) — Tyler Molinaro, Chief Revenue Officer, GreenSpark. 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 (2026-05-15) - [Ep 65: AI Changed GTM Forever. Most Companies Haven't Caught Up.](https://leanscale-knowledge-hub.netlify.app/podcast/alex-shartsis-ai-changed-gtm/index.md) — Alex Shartsis, Founder & CEO, Skyp. Alex Shartsis on why speed beats perfection, the eroding CRM moat, and building GTM for an AI world (2026-05-15) - [Ep 64: The Real Problem with Sales Today](https://leanscale-knowledge-hub.netlify.app/podcast/robert-moseley-real-problem-with-sales/index.md) — Robert Moseley, CEO & Founder, GTM Engine. Robert Moseley on why CRMs break, and how AI removes humans from the data (2026-05-15) - [Ep 63: Customer Success as a Competitive Advantage](https://leanscale-knowledge-hub.netlify.app/podcast/maranda-dziekonski-customer-success/index.md) — Maranda Dziekonski, Chief Customer Officer, Fexa. Maranda Dziekonski on tying CS to revenue, comp plans, NRR, brand, and real AI use cases (2026-05-15) - [Ep 62: This AI Tool Could Disrupt Sales Forever](https://leanscale-knowledge-hub.netlify.app/podcast/christian-peverelli-ai-outbound/index.md) — Christian Peverelli, Founder & CEO, Outbond. Christian Peverelli on AI-native outbound, the death of spam, and putting agency-grade prospecting in one operator's hands (2026-05-15) - [Ep 61: How to Build a Scalable B2B Content Engine with AI (Without Losing the Fundamentals)](https://leanscale-knowledge-hub.netlify.app/podcast/benjamin-hoehn-b2b-content-engine/index.md) — Benjamin Hoehn, Head of Marketing, LightSource. Benjamin Hoehn on ICP-first content, founder-led marketing, and using AI to accelerate — not replace — the fundamentals (2026-05-15) - [Ep 60: The Hidden Mistakes of Scaling RevOps and Enablement](https://leanscale-knowledge-hub.netlify.app/podcast/andy-mowat-scaling-revops-enablement/index.md) — Andy Mowat, Founder & CEO, Whispered. Andy Mowat on where scaling companies neglect the fundamentals — enablement, data foundations, GTM tooling, and the RevOps career (2026-05-15) - [Ep 59: The Future of Gaming: Mythical Games CEO Reveals What's Coming Next](https://leanscale-knowledge-hub.netlify.app/podcast/john-linden-future-of-gaming/index.md) — John Linden, CEO of Mythical Games. John Linden on player-owned economies, product-market fit, and building with AI from day one (2026-05-15) - [Ep 58: Why RevOps Shouldn't Have to Beg Engineering for Data](https://leanscale-knowledge-hub.netlify.app/podcast/ghalib-suleiman-empathy-data-revenue/index.md) — Ghalib Suleiman, Co-Founder & CEO, Polytomic. Polytomic founder Ghalib Suleiman on breaking the data–RevOps silo, syncing product and billing data into your CRM without engineering, and why empathy is a revenue lever (2026-05-15) - [Ep 57: Why Three-Quarters of Sellers Miss Quota](https://leanscale-knowledge-hub.netlify.app/podcast/guy-rubin-ebsta-revops-benchmarks/index.md) — Guy Rubin, Founder & CEO, Ebsta. Ebsta founder Guy Rubin on the 2025 B2B Sales Benchmark Report — sales velocity, deep ICP over TAM, and ruthless qualification. (2025-11-10) - [Ep 56: Your Website Isn't Built for AI](https://leanscale-knowledge-hub.netlify.app/podcast/kevin-white-website-built-for-ai/index.md) — Kevin White, Head of Marketing, Scrunch AI. Kevin White on AI bot traffic, AEO, and the future of digital marketing (2025-11-03) - [Ep 55: How to Build a Growth Plan Your Board Will Actually Approve](https://leanscale-knowledge-hub.netlify.app/podcast/guillaume-jacquet-growth-plan-board/index.md) — Guillaume Jacquet, Co-Founder, Vasco. Anthony Enrico (LeanScale) and Guillaume Jacquet (Vasco) on reverse-engineering ARR, unit economics that pass the board, and killing reforecast hell (2025-10-29) - [Ep 54: The Hidden Cost of Hustle Culture](https://leanscale-knowledge-hub.netlify.app/podcast/jack-jackson-hidden-cost-hustle-culture/index.md) — Jack Jackson, Executive Strategist, Startup Advisor & Author of 'The Reaction to Inaction'. Jack Jackson on performative productivity, spheres of influence, and empowering every level to act (2025-10-29) - [Ep 53: AI vs. Human Connection: The Future of Sales & Marketing](https://leanscale-knowledge-hub.netlify.app/podcast/khurram-kalimi-ai-human-connection/index.md) — Khurram Kalimi, Co-Founder & COO, VinnCorp. VinnCorp co-founder Khurram Kalimi on why authenticity beats automation, treating your brain like an LLM, and building a network that opens doors (2025-10-29) - [Ep 52: From VC to Founder: Leveling the Playing Field for Fundraising](https://leanscale-knowledge-hub.netlify.app/podcast/vlad-cazacu-leveling-playing-field/index.md) — Vlad Cazacu, Founder & CEO, Flowlie. Vlad Cazacu on building Flowlie, running fundraising like a real process, and why raising is 80% preparation (2025-10-29) - [Ep 51: How This Founder Built a LinkedIn Outbound Engine After 2 Exits](https://leanscale-knowledge-hub.netlify.app/podcast/zayd-ali-linkedin-outbound-engine/index.md) — Zayd Ali, Founder & CEO, Valley. Zayd Ali on building Valley — the AI SDR for LinkedIn — and the shift from V1 blast outbound to V2 relevance (2025-10-29) - [Ep 50: How to Capture Momentum and Keep It Moving: An Operator's Guide to Growth](https://leanscale-knowledge-hub.netlify.app/podcast/theo-pavlich-capture-momentum/index.md) — Theo Pavlich, Director of GTM Operations, Edera. Theo Pavlich on hiring RevOps talent for curiosity over pedigree, why an unconventional background is an edge, and taming GTM tool sprawl (2025-10-29) - [Ep 49: Why Your Quote-to-Cash Process Shouldn't Be Unique](https://leanscale-knowledge-hub.netlify.app/podcast/prakash-raina-subskribe-quote-to-cash/index.md) — Prakash Raina, Co-Founder & CEO. Prakash Raina on unifying CPQ, billing, and rev rec — and letting reps quote straight from Slack (2025-10-29) - [Ep 48: The Operator's Guide to Building a Go-to-Market Engine](https://leanscale-knowledge-hub.netlify.app/podcast/justin-st-louis-wood-go-to-market-engine/index.md) — Justin St. Louis Wood, Operations & RevOps Leader, Novisto. Justin St. Louis Wood on building revenue systems from first principles — then rebuilding them AI-first (2025-10-29) - [Ep 47: From Physics to Fixing Sales: How Amplemarket Is Rewriting GTM](https://leanscale-knowledge-hub.netlify.app/podcast/mica-amplemarket-rewriting-gtm/index.md) — Mica, Founder & CEO. Amplemarket founder Micael Oliveira on building a consolidated, AI-plus-human GTM platform — and why signals and timing beat volume (2025-10-29) - [Ep 46: Why Your GTM Strategy Is Broken—And How AI Can Fix It](https://leanscale-knowledge-hub.netlify.app/podcast/neel-kamal-gtm-strategy-ai/index.md) — Neel Kamal, Founder & CEO, AdamX. Neel Kamal on the synthetic buyer, the 84% shortlist rule, and seeing your go-to-market through your customer's eyes (2025-10-29) - [Ep 45: Turning Sales Teams Into High-Performers with AI](https://leanscale-knowledge-hub.netlify.app/podcast/yogi-punjabi-high-performers-ai/index.md) — Yogi Punjabi, Founder & CEO, PeopleLens. Yogi Punjabi on building PeopleLens — an AI layer that makes every rep a better performer and every manager a better coach (2025-10-29) - [Ep 44: Making Your B and C Players Sell Like A-Players](https://leanscale-knowledge-hub.netlify.app/podcast/adam-roberts-ebsta-platform-deep-dive/index.md) — Adam Roberts, Commercial Leader, Ebsta. Ebsta's Adam Roberts on the data foundation behind revenue intelligence — relationship scoring, AI qualification, pipeline visibility, and bottoms-up forecasting (2025-10-29) - [Ep 43: How Attio Is Reinventing CRM for Startups and RevOps Builders](https://leanscale-knowledge-hub.netlify.app/podcast/zev-lebowitz-attio-reinventing-crm/index.md) — Zev Lebowitz, Go-To-Market at Attio. Zev Lebowitz demos Attio — the AI-native CRM that molds to your motion instead of forcing you into someone else's (2025-10-29) - [Ep 42: Outbound Is Dying: How Spara's Multimodal AI Turns Inbound Into Pipeline (Live Demo)](https://leanscale-knowledge-hub.netlify.app/podcast/david-walker-spara-multimodal-inbound/index.md) — David Walker, Founder & CEO, Spara. David Walker on why outbound is losing signal, and how one multimodal AI layer — chat, email, and voice — converts the inbound traffic every buyer already generates (2025-10-29) - [Ep 41: Why Structure (Not Headcount) Builds Great RevOps](https://leanscale-knowledge-hub.netlify.app/podcast/steve-dinner-structure-not-headcount-revops/index.md) — Steve Dinner, VP of Revenue Operations, Owner.com. Steve Dinner on running a high-output RevOps team with zero in-house admins or devs — agile, structure, specialist contractors, and AI (2025-10-29) - [Ep 40: Why Slack Is the Future of B2B Support](https://leanscale-knowledge-hub.netlify.app/podcast/tony-tom-slack-b2b-support/index.md) — Tony Tom, Founder & CEO of Orca. Tony Tom on Orca's account-first, AI-powered approach to B2B customer support (2025-10-29) - [Ep 39: How to Scale GTM in the AI Era: Anthony Enrico's Playbook for Modern RevOps](https://leanscale-knowledge-hub.netlify.app/podcast/scale-gtm-in-the-ai-era/index.md) — Anthony Enrico, Co-Founder. LeanScale co-founder Anthony Enrico on the Traction podcast — the modern, revenue-per-FTE GTM playbook for AI-era startups (2025-10-29) - [Ep 38: Think Like a Doctor: Diagnosing Broken GTM Systems](https://leanscale-knowledge-hub.netlify.app/podcast/shaadik-think-like-a-doctor/index.md) — Shaadik, Senior Manager, Revenue Operations, LambdaTest. Shaadik of LambdaTest on treating RevOps like a general physician — root causes, not symptoms (2025-10-29) - [Ep 37: The Power of No: Doing Less to Achieve More](https://leanscale-knowledge-hub.netlify.app/podcast/james-kase-power-of-no/index.md) — James Kase, Revenue Operations Leader (Associate Director of Revenue Operations). James Kase on ruthless prioritization, protecting focus, and why saying no is a RevOps power move (2025-10-29) - [Ep 36: Kingmaker: The TRUE Power Role in RevOps](https://leanscale-knowledge-hub.netlify.app/podcast/vish-kingmaker-revops/index.md) — Vish, Revenue Operations Leader. Vish on being the Hand of the King — how RevOps operators win on trust, structure their days, and grow toward the corner office (2025-10-29) - [Ep 35: Operate Like You're Already Public](https://leanscale-knowledge-hub.netlify.app/podcast/stephanie-ucko-revops-through-ipo/index.md) — Stephanie Ucko, VP of Revenue Operations, Intellum. Stephanie Ucko on taking RevOps from a pre-IPO startup to a public company — SOX, quote-to-cash, and building to a post-IPO standard (2025-10-29) - [Ep 34: Pipeline Is a Vanity Metric](https://leanscale-knowledge-hub.netlify.app/podcast/guy-rubin-ebsta-benchmark-report/index.md) — Guy Rubin, Founder & CEO, Ebsta. Guy Rubin on Ebsta's 2025 GTM Benchmark Report — ruthless qualification, the 11x velocity delta, expansion revenue, and why you fix dirty data with a machine, not sellers (2025-10-28) - [Ep 33: Why AI Won't Save Your Bad Brand](https://leanscale-knowledge-hub.netlify.app/podcast/mario-paganini-ai-wont-save-brand/index.md) — Mario Paganini, SVP of Marketing, Overjet. Mario Paganini on brand as the last non-commoditized advantage, the two questions that start every rebrand, and how to split budget between brand and demand (2025-10-28) - [Ep 32: The RevOps Poker Game](https://leanscale-knowledge-hub.netlify.app/podcast/spencer-hodgson-revops-poker-expected-value/index.md) — Spencer Hodgson, Revenue Operations Leader. Spencer Hodgson on betting on channels and reps with expected value (2025-10-28) - [Ep 31: Has AI Killed Servant Leadership?](https://leanscale-knowledge-hub.netlify.app/podcast/michael-preuss-active-leadership-ai/index.md) — Michael Preuss, VP of Marketing, VRIFY. Michael Preuss on active leadership, AI-first teams, and building in the wartime era (2025-10-28) - [Ep 30: When to Use Challenger, SPIN, Sandler — or Build Your Own Sales Methodology](https://leanscale-knowledge-hub.netlify.app/podcast/david-weiss-sales-methodologies/index.md) — David Weiss, Chief Revenue Officer, The Sales Collective. David Weiss on matching the methodology to the motion — and why fundamentals beat silver bullets (2025-10-28) - [Ep 29: GTM Product Demos: Exploring Ocean.io](https://leanscale-knowledge-hub.netlify.app/podcast/michael-heiberg-ocean-io-gtm-demo/index.md) — Michael Heiberg, Founder & CEO, Ocean.io. Ocean.io founder Michael Heiberg on vector-based lookalike targeting, micro-targeting over mass outreach, and the two generations of GTM AI (2025-10-28) - [Ep 28: Run CS Ops like a Pro: The 5 Things Every CS Operation Needs to Have](https://leanscale-knowledge-hub.netlify.app/podcast/adrian-diaz-cs-ops/index.md) — Adrian Diaz, Customer Success Operations Lead, Findem. Adrian Diaz on building a customer success operations function from scratch — processes, tech, health scoring, and staying close to the customer (2025-10-28) - [Ep 27: Hypothesis-Driven RevOps: Operate Like a Top-Tier Consultant](https://leanscale-knowledge-hub.netlify.app/podcast/pratz-hypothesis-driven-revops/index.md) — Pratz, Head of Revenue Strategy & Operations, Origin. Pratz (Origin) on bringing consultant-grade hypothesis-driven problem solving to RevOps (2025-10-28) - [Ep 26: Avoid These Founder Red Flags: A VC's Honest Perspective](https://leanscale-knowledge-hub.netlify.app/podcast/sophie-buonassisi-founder-red-flags/index.md) — Sophie Buonassisi, Investor, GTM Fund & GTMnow. Sophie Buonassisi of GTM Fund on the surfer/wave/surfboard framework, earned secrets, what real traction looks like, and the fundraise red flags investors can't unsee (2025-10-27) - [Ep 25: The End of Sales Guesswork](https://leanscale-knowledge-hub.netlify.app/podcast/christina-brady-luster-predicts-gaps/index.md) — Christina Brady, Co-Founder & CEO. Christina Brady on how Luster diagnoses and predicts sales-team skill gaps before they erode revenue (2025-10-27) - [Ep 24: AI Is Breaking Sales — Here's How to Fix It](https://leanscale-knowledge-hub.netlify.app/podcast/mustafa-saeed-ai-breaking-sales/index.md) — Mustafa Saeed, Co-Founder & CEO, Luella. Luella's Mustafa Saeed on AI guardrails, email deliverability, and keeping humans in the loop in GTM (2025-09-18) - [Ep 23: Don't Just Build Software, Solve the Problem](https://leanscale-knowledge-hub.netlify.app/podcast/dan-friedman-moxie-solve-the-problem/index.md) — Dan Friedman, Founder & CEO, Moxie. Dan Friedman on building Moxie as an all-in-one, running a sub-10% go-to-market team, and winning an embarrassingly small TAM (2025-04-30) - [Ep 22: Clari Acquired Groove...Now What?](https://leanscale-knowledge-hub.netlify.app/podcast/clari-acquired-groove-now-what/index.md) — Anthony Enrico, Co-Founder. 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 (2023-09-05) - [Ep 21: Uncover Partnership Metrics](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-alves-partnership-metrics/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Bernardo Alves on the three numbers every partnerships team has to measure — production, cost-to-carry, and cannibalization (2023-08-29) - [Ep 20: How I Measured Success for Three RevOps Teams](https://leanscale-knowledge-hub.netlify.app/podcast/how-i-measured-success-three-revops-teams/index.md) — Anthony Enrico, Co-Founder. Anthony Enrico on the layered scorecard for judging whether a RevOps team is actually working (2023-08-29) - [Ep 19: Metrics I Used to Manage $50M in Customer Revenue](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-alves-customer-revenue-metrics/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Bernardo Alves on the three metrics every customer success team must measure — gross vs. net retention, customer health, and voice of customer (2023-08-14) - [Ep 18: Our Fastest Growing Customers are Measuring These 3 Marketing Metrics](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-3-marketing-metrics/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Anthony Enrico and Bernardo on the three marketing metrics that tie demand gen to the bookings plan (2023-08-08) - [Ep 17: 3 Sales Metrics You Need to Measure](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-3-sales-metrics-to-measure/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Bernardo and Anthony Enrico on the three metrics that tell you if you'll hit your number — and how to calculate them without fooling yourself (2023-08-02) - [Ep 16: A Day in the Life of a RevOps VP](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-alves-day-in-the-life-revops-vp/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Anthony Enrico and Bernardo Alves on what a VP of RevOps actually does — strategy over firefighting, owning the operating plan, and the cadence from annual to daily (2023-07-25) - [Ep 15: Where Should RevOps Report?](https://leanscale-knowledge-hub.netlify.app/podcast/cameron-legge-where-revops-report/index.md) — Cameron Legge, Engagement Manager, LeanScale. Cameron Legge and Anthony Enrico on when to start RevOps, the first hires, and which executive it should report into (2023-07-25) - [Ep 14: RevOps 2.0: Earning a Seat in Corporate Planning](https://leanscale-knowledge-hub.netlify.app/podcast/alex-brower-revops-2-0-qflow/index.md) — Alex Brower, Founder & CEO, QFlow. Alex Brower on graduating RevOps from a ticket-taking service center to the strategist in the planning room — and running planning as a real-time closed loop. (2023-07-11) - [Ep 13: 5 Ways to Optimize Salesforce](https://leanscale-knowledge-hub.netlify.app/podcast/henrique-sakai-optimize-salesforce/index.md) — Henrique Sakai, Chief Architect & Co-Founder, LeanScale. LeanScale Chief Architect Henrique Sakai on the five CRM foundations that make your revenue data trustworthy (2023-06-27) - [Ep 12: Are Partnerships a Complete Waste of Time?](https://leanscale-knowledge-hub.netlify.app/podcast/tim-white-partnerships-waste-of-time/index.md) — Tim White, Co-Founder & Chief Partnership Officer, Wealth.com. Tim White on why partnerships are a give-to-get game, a strategic-acquisition on-ramp, and a relationship business you can't fake (2023-06-13) - [Ep 11: Value Stacking and Why Everyone Gets it Wrong](https://leanscale-knowledge-hub.netlify.app/podcast/thomas-miller-value-stacking/index.md) — Tom Miller, Author of 'Call Your Shots'; former CRO, Emailage. Thomas Miller on value misstacking, worthiness over price, and gravity as the universal law of business (2023-06-06) - [Ep 10: How to Identify Your Company's Inner Core Value](https://leanscale-knowledge-hub.netlify.app/podcast/thomas-miller-inner-core-value/index.md) — Tom Miller, Author of 'Call Your Shots'; former CRO, Emailage. Thomas Miller on the inner core, the value triangle, and why RevOps needs plumbers and poets (2023-06-01) - [Ep 9: Practical Territory Design](https://leanscale-knowledge-hub.netlify.app/podcast/cameron-legge-territory-design/index.md) — Cameron Legge, Engagement Manager, LeanScale. Cameron Legge on designing fair, efficient sales territories for B2B SaaS (2023-05-30) - [Ep 8: How to Become a Shot Caller](https://leanscale-knowledge-hub.netlify.app/podcast/tom-miller-shot-caller/index.md) — Tom Miller, Author of 'Call Your Shots'; former CRO, Emailage. Tom Miller on the value exchange event, operating plans, and engineering repeatable winning (2023-05-25) - [Ep 7: Lying with Data](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-alves-lying-with-data/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Bernardo Alves on chart crimes, cherry-picked metrics, and why data lies the moment you look at it (2023-05-23) - [Ep 6: Why Your Forecast Is Broken](https://leanscale-knowledge-hub.netlify.app/podcast/why-your-forecast-is-broken/index.md) — Anthony Enrico, Co-Founder. Anthony Enrico and LeanScale engagement managers Bernardo and Cameron on why most forecasts are wrong — and the simple fixes that get you one step closer to the truth. (2023-05-16) - [Ep 5: Using ChatGPT as a Salesforce Admin](https://leanscale-knowledge-hub.netlify.app/podcast/christopher-martyen-chatgpt-salesforce-admin/index.md) — Christopher Martyen, Systems Architect, LeanScale. LeanScale systems architect Christopher Martyen on debugging, generating, and translating Salesforce config with ChatGPT (2023-05-09) - [Ep 4: The One and Only Way to Align Sales and Marketing](https://leanscale-knowledge-hub.netlify.app/podcast/cameron-legge-align-sales-marketing/index.md) — Cameron Legge, Engagement Manager, LeanScale. Cameron Legge uses a basketball coach's playbook to explain why sales and marketing keep two scoreboards — and how to merge them into one (2023-05-03) - [Ep 3: Have People Forgotten About Customer Success?](https://leanscale-knowledge-hub.netlify.app/podcast/cameron-legge-customer-success/index.md) — Cameron Legge, Engagement Manager, LeanScale. Cameron Legge on why customer success is your business's front porch — and its most underrated growth engine (2023-04-25) - [Ep 2: How to Measure New Business With Usage-Based Pricing](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-alves-usage-based-pricing/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Bernardo Alves on valuing new business and pipeline when nothing is committed (2023-04-18) - [Ep 1: Why Is Multi-Touch Attribution So Hard? And Is Anyone Actually Doing It?](https://leanscale-knowledge-hub.netlify.app/podcast/bernardo-alves-multi-touch-attribution/index.md) — Bernardo Alves, Engagement Manager, LeanScale. Bernardo Alves on what actually makes multi-touch attribution difficult — and the pragmatic first steps most teams should take instead (2023-04-07)