Go-to-market intelligence and sales-data platform. Tessa Whittaker was VP of Revenue Operations here, running the ops org that drove the company's move up-market.
www.zoominfo.com ↗Original research touching ZoomInfo. 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 ZoomInfo is involved.
Every Attribution project moves through the same four phases. Know what you produce in each — and know that, like CPQ, this is a project you win or lo…
Every Lead Routing project moves through the same four phases. Know what you produce in each one. 1 Blueprint Pick the routing model, map the channels…
Mica Oliveira walks through Amplemarket, covering the platform's capabilities across prospecting, enrichment and outbound sequencing, and the use case…
The Go-to-Market stack has six layers: CRM, marketing automation, sales engagement, data intelligence, customer success, and meeting and coaching. The…
What to buy depends on stage. Seed to Series A calls for a CRM and the minimum around it, Series B is where marketing automation and sales engagement …
Real engagements involving ZoomInfo.
A growth-stage cybersecurity vendor's Salesforce org had accumulated years of layered automation, producing intermittent lead-conversion failures and …
An infrastructure company with a product-led signup motion approaching a million contacts wanted AI doing outbound and meeting prep natively inside it…
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 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 marketing-technology company could not stand behind its MQL, lead-source or attribution numbers. LeanScale gave one system clear ownership of the MQ…
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…
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 company's sale contained two separate commercial events on one opportunity record type: one closed by the sales team, the second closed months later…
A financial-technology company lost its third-party lead router when the subscription lapsed, with no documentation of how routing worked. LeanScale r…
A cybersecurity software company needed to prove its inbound leads were actually being worked. LeanScale measured the full lead-to-first-touch chain, …
Tessa Whittaker on the strategic layer AI can't automate, and leading enterprise AI transformation
Brett Kelly on the RevOps-to-CRO path, leading 20-year veterans through reinvention, and why AI means producing more — not cutting staff
Amplemarket founder Micael Oliveira on building a consolidated, AI-plus-human GTM platform — and why signals and timing beat volume
Tony Tom on Orca's account-first, AI-powered approach to B2B customer support
LeanScale co-founder Anthony Enrico on the Traction podcast — the modern, revenue-per-FTE GTM playbook for AI-era startups
Luella's Mustafa Saeed on AI guardrails, email deliverability, and keeping humans in the loop in GTM
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
Cameron Legge on designing fair, efficient sales territories for B2B SaaS