👋 Hi, friends of Scalestack,

It's been quite a year! I don't think I have ever worked as hard as I have done this year :) but I loved every minute of it. I love building with our customers, and I loved all the conversations, the partnerships, and the incredible momentum we've built together.

I wanted to give you a snapshot of where we are, where we're going, and why I'm more energized than ever about what we're doing.

🚀 Product Updates

Our 2025 Wrapped

Millions of agent executions, thousands of AI workflows orchestrated—2025's numbers tell one story, but what happened behind those numbers is what I'm most grateful for—my cofounder Alessandro, our team, customers, and partners who make this journey meaningful. 

MCP & Schedules

Scalestack is now MCP-ready (Model Context Protocol). What does this mean? Our agents can now tap into a broader ecosystem of tools through standardized connections—think of it as opening up Scalestack's agentic brain to work with any tool that speaks MCP.

We've also shipped scheduled workflows—because the best revenue engines run on autopilot. Your enrichment, validation, and scoring workflows can now run daily, weekly, or monthly without anyone lifting a finger. Set it once, trust it always. That's how you keep your data foundation fresh without the ops tax.

Chrome Extension

Most "rules-based" workflows can't keep up with modern GTM complexity—that's why our agentic orchestration is built for scale, persona-aware, and autonomous.

And watching Andy Mowat (Carta, Upwork, Box) build Whispered on top of Scalestack's agentic platform showed what's possible when the infrastructure is solid: agents that reason across multiple data sources, workflows that don't break every week, and a product team that can focus on logic and outcomes, not plumbing.

🌐 Scalestack available on AWS and also IBM!

AWS Marketplace

Scalestack is available on AWS Marketplace, making procurement seamless for enterprises already running on AWS infrastructure. If you're using AWS, you can now purchase Scalestack through your existing AWS relationship—consolidated billing, simplified compliance, faster deployment.

IBM Watsonx

Scalestack's agentic platform is now integrated inside IBM's watsonx. IBM customers can now easily access and purchase Scalestack directly within the Watsonx ecosystem.

Why does this matter? Because IBM and Amazon perfectly understand what we've been saying all along: intelligent, trusted data is the foundation for improving productivity, reducing costs, and solving problems that were once too complex or resource-intensive. Think about the GTM and CRM data challenges in the enterprises we serve—this is exactly where the rubber meets the road.

These partnerships validates everything we've been building. I'm grateful and pumped for what's ahead.

🤝 Partnerships That Power the Future

Together with fearless Steven Larsen, and based on my own experience building partnerships at AWS, we are putting together a pretty remarkable ecosystem.

We've announced our partnership with Demandbase, bringing our agentic orchestration layer to even more enterprise teams. We're also working with incredible partners like Elite Ops, Attributa, Domestique, and Accelerize360—each bringing unique strengths to how enterprises can leverage agentic workflows at scale.

See some of our recent events which brought to light, often over a great meal :D, how GTM teams are adapting their playbooks for 2026 and beyond

• New York dinner with AWS and Momentum, bringing together leaders from Anthropic, Profound, Life360, Forter, and more. 

• CRO Roundtable with the CRO Collective in NYC and Chicago (alongside ValueCore, Orbb, and The GTM Leader Society). 

• Boston and Chicago events co-hosted with Terret. 

The consistent theme across every city? AI only works when your data does. Great RevOps isn't about stacking tools—it's about designing systems. And the leaders who get this aren't just thinking about automation anymore—they're architecting for autonomy.

We love to do events and roundtables, if you want to partner with us on that, we'd love to hear from you.

🎙️ Our Podcast Guests: THANK YOU!

It took me a while to agree to do the podcast, but this year I recorded over 15 episodes as the host of our own podcast series. Just reply to this email if you'd love to be featured! Some of my last few convos:

Cliff Simon and I covered why AI readiness starts with clean foundations, what GTME-as-a-Service actually means, and why B2B buying in 2026 needs to feel more like B2C: less friction, faster clarity, stronger proof. We both stood up for the recording…to give it a bit more actionability 😄

Mollie Bodensteiner brought incredible insights from her career rebuilding systems under real pressure. Her quote hit home: "Ops leaders who succeed aren't the most technical—they understand human behavior. They design intuitive processes that make complex feel simple."

What We're Hearing: The Top 10 Enterprise GTM Pain Points

From hundreds of customer and prospect calls, here are the pain points we're hearing directly from transcripts:

1. Dirty, duplicated, or outdated CRM data

2. Manual pre-contact research by reps

3. Lack of reliable or dynamic account prioritization

4. Broken or overly complex parent/child hierarchies

5. Territory mapping is static or misaligned

6. RevOps teams overwhelmed with maintenance and patchwork fixes

7. Fragmented enrichment sources, with no orchestration layer

8. Trust issues with data quality—reps avoid CRM

9. Desire for confidence scores to validate enrichment logic

10. Frustration with hard-to-maintain go-to-market workflows

If on the Wong-Baker Faces pain rating scale, you're at a 6 or above on any of these…we built Scalestack from the ground up for you.

The Four Foundational Pillars Every GTM Plan Depends On

As we head into 2026, there are four foundational pillars every GTM plan depends on:

1. CRM Hygiene
Your CRM is the source of truth—until it isn't. When data is duplicated, incomplete, or outdated, it creates silent chaos: reps don't trust it, leadership can't forecast on it, and AI models reinforce the wrong patterns. CRM hygiene isn't cosmetic; it's structural. Without it, every GTM signal gets distorted.

2. Lead Quality & Routing
If your leads are low-quality or slow to reach the right owner, you're burning both money and momentum. Routing delays kill buying intent. Poor scoring buries strong opportunities. Without a clean routing engine, RevOps spends time fixing symptoms instead of driving flow.

3. Enrichment & Validation
Every buyer touchpoint—from demo requests to LinkedIn engagement—is a signal. But if those signals aren't enriched, validated, and verified, your systems can't tell who's worth pursuing. That's how fake emails, stale contacts, and mismatched titles sneak into your pipeline. Without enrichment, automation just amplifies noise.

4. ICP Expansion & Refinement
Markets evolve. Your ICP should too. If you're still relying on last year's definitions, you're missing the next wave of buyers. Refining and expanding your ICP—with real-time intent, product usage, and firmographic data—is how RevOps becomes a growth engine, not a maintenance crew.

Each of these pillars feeds the next. When one cracks, the rest wobble. And in 2026, RevOps teams who ignore this foundation will find themselves stuck—not in strategy, but in spreadsheets.

When hygiene, routing, enrichment, and ICP are wired right, RevOps stops babysitting workflows and starts orchestrating revenue. Turning their data foundation into a force multiplier: trusted data in, predictable revenue out.

Here's to closing out the year strong and building something even better in 2026.

Ciao!

Elio

Scalestack is the creator of the Autonomous Revenue Engine - a new category for GTM teams who want to move from friction to flow.

Revenue Engine Masters

A newsletter made with ♥️ by the Scalestack team.