Every state-of-the-stack report you have read is a survey. Somebody filled out a form describing the stack they wish they had. This one is not. LeanScale runs go-to-market operations inside 50+ B2B software companies, so we read the live systems instead — the delivery data, the projects in flight, hundreds of strategy calls, and the customer Slack channels where the real conversations happen. All anonymized, no names attached.

176 tools across 27 categories, every one checked for provenance so we could separate what each company runs itself from what we run on their behalf. That separation is boring, and it is the entire reason these numbers do not match anybody else's.

The finding: the big stack decisions are not decisions. Your headcount picks your CRM. Your pricing model creates your gaps. Almost every company lives in one of five shapes — and the expensive systems that touch revenue are the ones nobody builds.

WHAT YOU'LL LEARNWhy the Salesforce vs HubSpot debate is really a headcount question, with the numbers at every company sizeThe HubSpot correction nobody else makes: 77% have it wired in, about one in five run it as the CRMThe metering gap — 24 companies price on usage, five run a real metering engine, and what the other nineteen do insteadWhy a $8M usage-revenue business ends up invoicing off a hand-updated Google SheetHow Clay went from not existing to the number three tool in four years, past ZoomInfo and ApolloThe CPQ hole: why the layer where deals actually close is among the most consistently missingThe five stack archetypes, and how to tell which one you are inThe three tiers to buy in if you are building from scratch — and the one tier the market is visibly under-tooled onWhy the cheap composable tools spread fast while the expensive systems that touch money quietly go unbuiltWhat an operator should actually do with all of it this quarter

CHAPTERS00:00 — What we did, and why it is not a survey--:-- — Who is actually in the study--:-- — The whole board: every tool, ranked--:-- — Conversation intelligence, and why Gong is the category--:-- — The thesis: your stack is gravity, not strategy--:-- — Salesforce vs HubSpot is a headcount question--:-- — HubSpot's two different jobs--:-- — The metering gap: 24 price on usage, 5 meter it--:-- — What usage billing looked like at Emailage--:-- — Clay: from nothing to number three in four years--:-- — The CPQ gap--:-- — The five stack archetypes--:-- — What an operator should actually do--:-- — Three tiers: table stakes, motion-driven, frontier--:-- — Caveats and the through-line

ABOUT THE GUESTAnthony Enrico is the co-founder and CEO of LeanScale, a go-to-market operations firm that runs RevOps embedded inside fast-growing B2B software companies. Before LeanScale he led revenue operations at three VC-backed companies, including one through a $500M exit, and ran RevOps at Emailage — a usage-based business that closed customers like JP Morgan on pure consumption contracts, which is where his views on metering infrastructure come from.

ABOUT LEANSCALELeanScale runs go-to-market operations for fast-growing B2B software companies — the RevOps team embedded inside your revenue engine. This channel goes under the hood on how modern go-to-market is actually built and operated across a portfolio of live B2B SaaS companies — no hype, just the systems, the data, and what the operators inside these companies are actually doing every day.

Read the full interactive field study: https://leanscale-gtm-stack-public.netlify.app/More on LeanScale: https://www.leanscale.teamSubscribe for more field research and GTM operating breakdowns delivered weekly.

#RevOps #GTM #GoToMarket #RevenueOperations #SalesOps #MarketingOps #B2BSaaS #Salesforce #HubSpot #Clay #Gong #CPQ #UsageBasedPricing #QuoteToCash #TechStack #AI #GTMEngineering #LeanScale #FieldStudy #SaaS

The State of the GTM Stack: What 50+ B2B Companies Actually Run | Anthony Enrico

The LeanScale Podcast with Anthony Enrico

The State of the GTM Stack: What 50+ B2B Companies Actually Run | Anthony Enrico