Case Study

LeanScale partners with hyper-growth startup Chainguard to prepare and execute rapid GTM expansion. Chainguard investors include Sequoia Capital, Spark Capital, Redpoint Ventures, Lightspeed Venture Partners, IVP, Amplify, and Mantis VC.

"This team does it all, and they do it fast. I brought LeanScale to Chainguard after working with them at Human and I couldn’t imagine doing a startup without them. From strategy to execution and everything in between, they’re the ops partner you need to scale any VC backed startup."

Jason Weinreb

Director of Sales Operations

Overview

LeanScale partnered with Chainguard to support their rapid GTM expansion by migrating from HubSpot to Salesforce and enabling a robust technical foundation. We also enhanced Chainguard’s TAM visualization, built an analytics platform to track key metrics, and designed a comprehensive GTM growth model. As a result, Chainguard tripled their sales team and GTM results, all while maintaining a below-expected CAC.

Journey with LeanScale

Funding Rounds

Series B >C

Fundraising Growth

$116M > $256M

Headcount Growth

100 >225+

Revenue Growth

3x ARR via Sales Led Motion

The Problem

Needed to lay the technical foundation for hyperscale

With aggressive growth targets and an opportunity to assert themselves in the market, Chainguard needed a GTM foundation that was designed to scale quickly and iterate effectively. Adding a CPQ to their stack in 2 months was crucial to their continued hypergrowth.

Needed a data driven approach to their ICP and TAM

With a strong understanding of their ICP, Chainguard needed the ability to map all of their target accounts and people into their CRM. They also needed to design territories that were fair, equitable, and efficient for their sales teams, giving everyone the best opportunity to win.

Needed a growth model to tie all of their efforts together and track performance

The topline revenue growth targets needed to be tied to leading indicator goals to ensure they were on track and ready to deploy their next phases of sales and marketing investments.

Our Solution

We Implemented a Migration From HubSpot To Salesforce

Chainguard needed a CRM that could handle the complexity of their growing business. We also used the opportunity as a forcing function to update their staging and lead attribution methods. With a modern foundation built on best practices process, Chainguard was ready to accelerate their growth.

We increased TAM visualization with Smart Sales Territories

Enabled the visualization of their TAM in SFDC with account values directly assigned to potential prospects.

We built a growth plan and analytics capabilities to track key metrics

Created a growth plan that ties topline revenue -> bookings -> created pipeline -> leads and accounts for churn, ramp time, conversion, and cycle time.

completely revamped the quote to fulfillment process

Analyzed the current distribution channels and optimized tech stack. Bringing on a Configure, Price, Quote (CPQ) tool, a Contract Lifecycle Management (CLM) tool, and building Entitlement Tracking in Salesforce, LeanScale created a unified customer view inside the CRM, tracking individual product fulfillment based on contracted purchases.

Key Outcomes

With LeanScale, Chainguard has been on track and on target for their annual goals and has been able to triple the size of their sales team and GTM efforts all while maintaining a below expected CAC.

Migration from HubSpot to Salesforce in 60 days

Fully migrated from HubSpot to Salesforce to support the quickly growing organization.

GTM Growth Model and Operating Plan in 30 days

Created and maintained the growth model used to design GTM targets and goals.

ICP and TAM Analysis in 30 days

Defined the ideal customer profile, performed a TAM analysis, and uploaded target accounts with values in Salesforce for ABM.

Comprehensive GTM reporting and dashboards

Created and maintained sales, marketing, customer success, and channel dashboards.

Full Administration of GTM Tech Stack

Fully administered Salesforce and connected tools.

Quote to Fulfillment Build

Analyzed the current distribution channels and optimized tech stack. LeanScale created a unified customer view inside the CRM, tracking individual product fulfillment based on contracted purchases.

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