Scalestack

We are building a Movement for CROs... This was an incredible week for The CRO Collective. On Tuesday, we held our 4th CRO Roundtable - and our 2nd one in NYC. Partnering with Elio Narciso of Scalestack (an incredle RevOps platform - check them out). We had 30 CROs and Founders in a room - sharing ideas, wins, losses - having deep discussions about strategies, tactics, and providing live coaching and advisory for one another. 4 hours of conversaton and networking flew by - felt like 45 minutes. Thats when you know the 'flow' is present. The CRO Collective CRO Roundtables are singularly unique events. We are here to collaborate and learn from one another. My idea a few years ago proved to be on point: CROs want to (NEED to) talk to other CROs. Everyone gets a bit smarter - confirms their assumptions and strategies - Or learn new ones. And meet incredible people - expand their networks. On Wednesday, I once again had the honor of Chairing the Chief Revenue Officer Summit produced by the great people at Revenue Operations Alliance. The CRO role is expanding and fast becoming the strategic leader for the GTM and Revenue era. Get on board and develop your skills. Chelsea Olsen Marc Sabatini Itai Karelic Lawrence Lanzilli Anthony Palladino Aviv Canaani Baris Vural Jessica Robertson Stephen Kost Jonathan SachsMatthew Archer Morgan Gebhardt Matt Bruno @Rich Sutton Ross Green, MD Saul Bello Steve Busby Scott C. J. Joshua Offman Lawrence Antiporda

So Warren Zenna (The CRO Collective) and I did this thing in #NYC where we put together about 30 #CROs at mid-market and up companies! And it was great! (hopefully some of the attendees will attest to that ????). We debated for almost four hours on so many topics around #leadership and #hiring and #sales and #marketing and what the first #90days of CRO should look like, and managing your CEO and board, and so so much more. (And of course the conversation went overflow into a great restaurant on Lafayette St!). One of the topics that we discussed was: what is the role of #RevOps? What are the traits we should hire for? In this video, I offer some of my thoughts after reflecting on the conversation we had with this amazing room of experts. Hint: RevOps is strategic (hence hire accordingly), but often time RevOps and #SalesOps leaders are overwhelmed and overworked, stuck fixing data instead of thinking strategically. Let’s change that.

The ?????????????? ???????????? ?????????????? dinner series by Scalestack hit the road out West, and brought together top GTM & RevOps leaders from companies such as Copy.ai, Redis, Aircover.ai, Brico, TerraTrue and more. Huge thanks to Jared Barol for leading a fantastic discussion in SF on AI, go-to-market bloat, and the value of spending time on meaningful work while automating the rest —and to ?? Andy Mowat in Palo Alto for an insightful take on tool comparison, and the painful reality of cleaning up bad data and finding the best insights. A big thank you to everyone who joined and decided to spend a few precious hours with us! ?? ?? If you’d like to be part of future events like this, feel free to reach out! #RevOps #SalesOps #GTM #RevenueGrowth #Scalestack #AIinSales #RevenueEngineMasters

Why does Go-To-Market Ops exist in the first place? ?? That is one of the topics Jared Barol VP of GTM Strategy and Operations at Copy.ai and Elio Narciso CEO and Co-Founder at Scalestack talked about in our latest episode of the Revenue Engine Masters podcast: https://bit.ly/3F2nge1 If you trace it back, GTM Ops evolved from SalesOps—a role originally designed to manage a growing revenue tech stack. But instead of driving efficiency, we kept stacking tools on tools, creating massive bloat and operational complexity, which brought us to: ?? One-trick SaaS solutions that don’t integrate. ?? Too many tools, too little impact. ?? More admin, less strategy. So, what’s the fix? It’s time to rethink our tech stacks and focus on platforms that actually reduce friction instead of adding it —because less tech debt means more agility and faster execution. Do you agree? Drop a comment if you’ve felt the pain of tech stack overload.?? #RevenueOperations #SalesOps #GTM #TechStack #RevOps #SaaS #Scalestack #AI #RevenueEngineMasters

GTM tech stacks are bloated, inefficient, and slowing teams down instead of making them more effective. In the latest episode of Revenue Engine Masters, Jared Barol(VP of Go-To-Market Strategy at?Copy.ai) joins Elio Narciso (CEO at Scalestack) to unpack: ?? Why go-to-market technology has failed us—and how to fix it ?? The hidden cost of tech bloat in RevOps and SalesOps ?? How AI is reshaping sales efficiency (for better or worse) ?? The startup vs. enterprise execution gap—and what leaders should learn from both If you’re leading RevOps, SalesOps, or Marketing Ops, this conversation will challenge how you think about GTM execution. ? ??? Listen to the full episode now:?https://bit.ly/3F2nge1 #RevOps #SalesOps #GTM #RevenueGrowth #Scalestack #AIinSales

Building My Legacy: The AWS Global Startup Program: Ignite Podcast #104 with Elio Narciso Listen to the entire episode on your favorite podcast player here: https://buff.ly/3t41MI9 #Startups #VentureCapital #Investing Scalestack

????

The Stack's Nishal Ratanji sat down with Scalestack Co-founder and #CEO Elio Narciso to discuss how AI is helping turbo-charging sales reps, #RevOps and the company's technology stack -- which includes #AWS and #MongoDB. ?? https://lnkd.in/e7KRvq_4

Painful Reality: Enterprise Sales Teams Going After The Wrong Fish. Enterprise sales teams that underperform are often playing the wrong game. They’re told to "work the pipeline," "follow up," "stay persistent." But persistence on the wrong accounts isn’t strategy—it’s wasted motion. Here’s where GTM teams frequently get into trouble: - More leads ≠ more revenue. - Flooding the funnel doesn’t solve pipeline problems. It just creates busywork disguised as progress. - "Engagement" is a vanity metric: A lead downloads a white paper. Opens an email. Clicks a LinkedIn ad. None of this means they’re ready to buy. But sales teams act like it does, wasting cycles on prospects who were never real buyers. - A rep booking meetings with unqualified prospects isn’t selling—they’re stalling. And: company fit is not just "Account Profile", but also "Account Activity" - Just because a company matches your ICP doesn’t mean they’re in-market. - Enterprise deals don’t close because a company is “Series B” or has “200+ employees.” They close when there’s urgency to solve a problem. Successful reps aren’t the ones grinding— they’re the ones filtering. The top closers don’t waste time chasing bad-fit accounts. They qualify out as aggressively as they qualify in. What actually works: - Disqualify faster. - If the pain isn’t urgent, move on. - If the buyer isn’t pushing internally, move on. - If the budget is “next year,” move on. Stop treating "pipeline growth" as a success metric. Reps don’t need more pipeline. They need better pipeline. Track conversion velocity over lead volume. Make sales a strategy, not an endurance test. Hard work doesn’t close deals—working the right accounts does. Sales leaders love saying “it’s a numbers game.” The truth? It’s a prioritization game. How does your team keep reps focused on the right accounts?

?? Mastering Sales Planning with Data & AI Annual sales planning isn’t just about setting targets—it’s about making sure every sales rep and CSM knows exactly what to do on Day 1 of the fiscal year. In this episode of the Revenue Engine Masters Podcast, Meghan Gill, SVP of Sales Operations & Strategy at MongoDB, joins Elio Narciso, co-founder of Scalestack, to share how data, AI, and strategy-driven planning help MongoDB align its go-to-market teams for success: ?? Working backwards from Day 1 to build a bulletproof plan ?? Strategy, segmentation & accurate data to fuel smarter resource allocation ?? The role of AI-powered data orchestration in territory management & quota setting Meghan’s journey—from MongoDB’s first GTM hire to leading global sales operations—offers valuable insights for any revenue leader navigating high-growth scaling & market expansion. ?? “Data needs vary by customer segment. For strategic accounts, we use internal product data. For acquisition, we leverage third-party & external signals.” Want to know how Scalestack helps MongoDB automate complex data orchestration and optimize quota allocation in real-time? ?? Listen to the full episode here: https://lnkd.in/eeBDtWzU #RevenueOperations #SalesOps #GTM #AI #SalesPlanning #DataDrivenSales #Scalestack