In this episode, we sit down with Guy Rubin, founder and CEO of Ebsta, to talk about how AI and data are reshaping the world of B2B sales and revenue operations.Guy breaks down how relationship data, CRM automation, and predictive analytics can help sales teams build stronger pipelines, improve forecasting, and close deals faster. We also discuss the biggest mistakes sales orgs make when managing data — and how to fix them.💡 What you’ll learn:How AI and CRM data are redefining RevOpsThe biggest bottlenecks in pipeline managementPractical steps to make data actionable for your sales teamHow to build a relationship-first sales motion that scales

In this episode of The LeanScale Podcast, we sit down with Kevin White, a marketing leader who’s helped shape the future of B2B tech at companies like Segment, Retool, and Common Room, and now leads marketing at Scrunch AI — an AI-first customer journey platform.Kevin breaks down one of the most important (and overlooked) shifts in modern marketing:🌐 Your website is no longer built just for humans.AI bots are crawling, interpreting, and relaying your site’s information to real buyers — and that “bot traffic” could become 50–90% of your visitors in the coming years.We discuss:How to make your website AI-friendly (and why it matters now)The difference between bot traffic and AI user intentWhy traditional SEO is dead, and “AEO” (AI Engine Optimization) is nextHow Scrunch AI helps marketers monitor and optimize for AI retrievalsKevin’s career journey from startup operator to AI marketing pioneerIf you’re a marketer, founder, or growth leader, this episode is a must-watch.👉 Connect with Kevin White on LinkedIn - https://www.linkedin.com/in/kevbosaurus/👉 Learn more about Scrunch AI - https://scrunch.com/👉 Subscribe for more conversations with the innovators shaping the future of marketing.#Marketing #AI #SEO #AEO #B2B #ScrunchAI #KevinWhite #DigitalMarketing #Podcast

Planning season doesn’t have to be chaos.In this Vasco x LeanScale Webinar, Anthony Enrico (CEO of LeanScale) and Guillaume Jacquet(Vasco) share a framework for building a growth plan your board will actually buy — one that aligns RevOps, Finance, and Leadership around the same goals.They unpack:📈 How to reverse-engineer your ARR targets with a realistic growth model💡 Why sales cycles, ramp times, and pipeline coverage make or break your plan💰 How to calculate true unit economics that investors care about📊 The secret to winning board trust with data (and avoiding the February “reforecast hell”)⚙️ How to turn planning into a living, continuous process — not a one-time spreadsheetWhether you’re a founder, RevOps leader, or CFO, this session will help you turn growth planning from a painful ritual into a scalable operating system.👉 Download the free Growth Model Template👉 Learn more at vasco.com and leanscale.team👉 Subscribe for more sessions on data-driven growth and revenue operations#RevOps #B2B #RevenueOperations #SaaS #StartupGrowth #Vasco #LeanScale #BusinessStrategy #Webinar

In this episode of The LeanScale Podcast, we sit down with Jack Jackson — award-winning executive strategist, startup advisor, and author of The Reaction to Inaction.Jack shares 18 years of hard-earned lessons from scaling companies, leading Fortune 500 teams, and studying what really drives performance. Together we unpack:The hidden cost of hustle culture and performative productivityWhy most corporate “action plans” failHow to empower every employee — from CEO to intern — with his Action FrameworkWhy America’s innovation edge is slipping, and how we can reclaim itIf you’ve ever felt trapped in endless meetings or frustrated by red tape, this episode is for you.👉 Grab Jack’s book “The Reaction to Inaction”👉 Subscribe for more conversations with the leaders redefining business growth.#Leadership #BusinessStrategy #Startups #Podcast #Innovation #JackJackson #ReactionToInaction

In this episode of the LeanScale Podcast, we sit down with Khurram Kalimi — a tech leader with experience at Oracle, Microsoft, and now co-founder of DynCorp. Khurram shares his candid perspective on how AI is transforming sales and marketing — and why overreliance on automation may be holding teams back.We dive deep into:Why authenticity and empathy still drive real sales successThe hidden dangers of AI “shortcuts” in marketingHow to build lasting relationships and networks that open doorsThe importance of purpose, motivation, and mindset in entrepreneurshipPractical advice for founders and sales leaders navigating today’s noisy marketWhether you’re building a startup, scaling a sales team, or simply curious about the future of business in the AI era — this conversation will give you actionable insights and timeless wisdom.👉 Connect with Khurram Kalimi:   / khurramkalimi  👉 Learn more about LeanScale: www.leanscale.team

📢 Special Offer: Use discount code GWRLEANSCALE to get 33% off Flowlie ProAre you a founder preparing to raise capital? In this episode, we sit down with Vlad Cazacu, founder & CEO of Flowlie, a fundraising operations platform built to help startups find the right investors faster and save hundreds of hours in the process.Vlad shares his journey from Romania to Silicon Valley, his experience as a VC, and how those lessons inspired him to build Flowlie — a tool that gives founders the structure, data, and network insights to run a successful fundraising process.You’ll learn:✅ Why most fundraising success is 80% preparation, 20% execution✅ How Flowlie’s investor fit scoring & network analysis uncover the best intros✅ The #1 mistake most founders make when raising✅ How to save 100–300 hours on your next fundraise🔗 Learn more about Flowlie: https://www.flowlie.com/If you’re an early-stage founder looking to fundraise smarter, this conversation is packed with insights you don’t want to miss.

In this episode, we sit down with Zayd Ali, the founder and CEO of Valley, to explore his journey from building and exiting two successful LinkedIn outbound agencies to creating a powerful, AI-driven platform.Zayd's story is a masterclass in turning firsthand pain points into a market-disrupting product. He shares how his experience running agencies for everyone from financial advisors to emerging fund managers gave him a deep understanding of the inefficiencies of traditional prospecting.In this conversation, you'll discover:Zayd's founding story, from starting a serendipitous agency at 17 to a successful exit in 2023.How his past experience with the "old guard" of LinkedIn tools inspired him to build a unified, all-in-one AI solution.The five core functions of Valley that allow it to act as a 24/7 AI-powered clone of you, including sourcing high-intent leads and crafting personalized messages in your voice.A live demonstration of the Valley platform and how it's designed to bring significant impact to any team living on LinkedIn.If you're a founder, sales leader, or anyone looking to scale your LinkedIn prospecting, this is a must-watch to see the future of outbound in action.#Valley #AIinSales #SalesTech #LinkedInAutomation #OutboundSales #FounderStory #Startup #GoToMarket #B2B #AI #RevenueOperations #SalesStrategy

In a fast-paced SaaS world, how do you find and hold onto momentum?In this episode, we sit down with Theo Pavlich, Director of GTM Operations at Edera, to discuss their unconventional journey and powerful philosophy on what it takes to succeed and build a winning team.Theo shares their insights on why they prioritize curiosity and the desire to learn over traditional experience or a perfect resume. They believe that bringing in diverse perspectives is key to avoiding stagnation and unlocking a company's true potential.In this conversation, you'll learn:Why an "unconventional" background can be a massive advantage in RevOps and GTM roles.The surprising questions Theo asks to identify truly curious and adaptable candidates.How to build momentum in your career by embracing new tools and systems.The story of a cold email that landed Theo their dream job by pitching a CEO on a shared vision for culture and talent.If you're an operator, a hiring manager, or a professional looking to make your next big move, this episode is a masterclass in challenging the status quo and creating your own path.#GoToMarket #GTM #RevenueOperations #RevOps #SaaS #CareerGrowth #Hiring #StartupLife #Leadership #SaaS #Edera #CareerAdvice #TechJobs #Operators

Join us for a powerful conversation with Prakash, the founder of Subskribe, as he shares the inspiring story behind the company's creation. Before starting Subskribe, Prakash was a business technology leader at a cybersecurity firm that skyrocketed from less than a million to a billion dollars in just five years.He quickly realized the immense challenges of scaling a quote-to-cash process. They tried every product on the market, but nothing could keep up with their explosive growth while maintaining compliance and efficiency.In this episode, Prakash reveals:Why the quote-to-cash process is one of the most painful and complicated problems for scaling SaaS companies.How seeing this struggle from every angle—as a buyer, a product leader, and a builder—ignited his passion to create a better solution.The philosophy behind Subskribe and its mission to standardize a complex process for the entire industry.A live demo of the Subskribe platform, showing how they've built a product to solve the problems he experienced firsthand.If you're a founder, operator, or anyone in a SaaS company dealing with the complexities of billing and revenue operations, this is a must-watch.#Subskribe #SaaS #FinTech #QuoteToCash #CPQ #Billing #RevenueOperations #RevOps #StartupStory #Founder #TechStartup #GoToMarket #B2B

In this episode, we sit down with Justin St. Louis Wood, an operator's operator who has led new initiatives at companies like Novisto. Justin has a unique ability to cut through the noise and focus on what truly matters: building a strong foundation.Too often, operators get stuck in the weeds—tinkering with dashboards, chasing the latest AI trends, and never taking a step back. Justin reveals a powerful model for taking a company from zero to sprinting by focusing on foundational principles first.In this conversation, you'll learn:Why the best operators don't chase trends but rather build from first principles.The critical first steps to take when joining a new company, especially after a Series B round.How to partner with your CRO to revolutionize revenue intelligence and measure the right activities.Why understanding your sales team's daily reality—from leads to territory—is essential for building success.The importance of building systems that empower Account Executives and enable them to succeed.If you're an operator, founder, or leader looking to build a scalable and sustainable GTM strategy, this is a masterclass you won't want to miss.#GoToMarket #GTM #RevenueOperations #RevOps #SalesOps #StartupLife #SalesStrategy #Leadership #SaaS #Novisto #B2B #FirstPrinciples #Operations #Startups #SalesEnablement