How To Win GTM in the AI Era with Anthony Enrico, LeanScale

Most GTM teams are stuck in a 10-year-old playbook — Anthony Enrico, Founder and CEO of LeanScale, shows how to break the cycle. Previously Head of RevOps at Boast.AI, where he helped scale the company past $20M ARR, Anthony now advises and enables dozens of founders and revenue leaders to engineer growth without burning headcount. He also shares how they help high-growth startups scale RevOps with a lean, efficient GTM motion.

Specifically, Anthony discusses:

(05:25) Startups replace brute-force growth with RevOps to boost revenue per FTE.

(15:49) Most teams underinvest in the brand despite its long-term impact.

(20:29) Use a data warehouse — not your CRM — for unified reporting.

(25:18) Clay transforms RevOps with scalable, integrated data enrichment.

(30:48) Default uses AI to route leads and trigger workflows across tools.

(35:42) Amplemarket targets fundraisers and job changes with precise outreach.

(40:28) AI is most effective when humans fine-tune for quality and authenticity.

(44:44) Early days are easiest — scaling means harder niches and messaging.

(54:46) Bootstrapping forced them to hire fewer, better people and build processes early.

(01:03:33) A solo GTM dashboard tracks pipeline, ops and conversion rates.

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