Going from founder-led-sales to a sales team is a bi#Tch.  One of the first things a founder needs to think about is how to connect data and systems together to effectively understand what is working and what’s not.  Join me in discussing revenue operations with the grand master himself – Anthony Enrico – of LeanScale.  You can watch/listen to this podcast on YouTube, Apple, or Spotify.

How do you handle revenue operations in your business, and when did you start doing it? Revenue ops is a better management system for aligning go-to-market operations to boost revenue growth. Revenue op is best started before your first sale, if possible.

In this episode of The Capital Stack, we have Anthony Enrico talk about revenue operations and the importance of standardizing processes in the early stages of an organization. Anthony is the Founder & CEO of LeanScale, a startup providing access to exceptional #RevOps services to any company scaling their business. He was also the VP of Revops responsible for overall GTM strategy and operations.

Listen in to learn the importance of having a process for clear communication and expectations amongst teams. You will also learn about the value of starting your Rev op journey early, even without sophistication and continuing to evolve.

What You Will Discover:

·       [03:52] Anthony shares his background and how LeanScale was born to provide revenue ops services.

·       [08:02] The importance of having a foundation of a go-to-market operations function of the business before your first sale.

·       [09:23] Why you should start standardizing your processes when you start delegating.

·       [11:09] The importance of having a process for clear communication and expectations amongst teams.

·       [14:51] What the hiring steps look like when hiring for an in-house revenue op as you scale your business.

·       [17:33] The importance of starting your rev op journey early, even without sophistication, and continuing to evolve.

·       [19:47] The expected change in sales and marketing tech, plus the value of organic marketing in keeping companies intentional.

·       [23:34] Anthony on how he’s enjoying his journey from an operator to a founder.

·       [25:20] He describes the emotional ties that come with being a founder and how it affects him personally.

·       [28:51] Anthony answers random questions!

Memorable Quote:

“The second you have more than one person doing sales, that’s a good time to start standardizing your process.”– Anthony [09:29]

Connect with Anthony:

·       Website: https://www.leanscale.team/

·       LinkedIn: https://www.linkedin.com/in/anthonyenrico/

·       Book Mentioned: Thinking in Bets by Annie Duke