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Each LeanScale playbook has three layers — advisory, methodology, and implementation — covering 60+ go-to-market projects, all backed by research and citations. Which layer do you think is most valuable for customers, and why?

LeanScale Playbooks

Go-to-market has a lot of moving parts. Across marketing, sales, customer success, and partnerships, there are dozens of projects, processes, and initiatives happening at any given time. The LeanScale Playbooks are how we've codified all of it — every project that gets done in GTM and Rev Ops, documented and standardized.

How They're Structured​

You can browse the full library at playbooks.leanscale.team. There, you'll find the core playbooks (15 featured projects) and the extended playbook library (55 additional projects) — over 60 projects in total.

Each project has three playbooks underneath it:

  • Advisory Playbook — defines the problem and positions the project
  • Methodology Playbook — explains how the project actually works
  • Implementation Playbook — walks through step-by-step delivery

So when you click into something like the Growth Model, you'll see all three: an advisory playbook, a methodology playbook, and an implementation playbook. Every single project across the library is structured this way.

The Advisory Playbook​

The advisory playbook is about defining: what is the problem this project solves, what approaches does it take, and what is its market positioning?

It has seven sections:

  • Project Overview — the purpose of the project, what it unlocks, business outcomes it drives, who in the org benefits, pain points it solves, data behind the problem, key metaphors or frameworks, the target motion, growth context, estimated hours, and complexity
  • Tools and Systems — the technology involved
  • Stakeholders and Roles — who's involved in the org
  • Scoping and Discovery Questions — what to ask when scoping this project
  • Overcoming Common Belief Barriers — sales objections and how to address them
  • Success Metrics — how to measure impact

Every project has its own advisory playbook — Growth Model, GTM Lifecycle, Market Map, Automated Inbound, Attribution, Sales Territory Design, Lead Routing, Speed to Lead, and all the rest.

The Methodology Playbook​

The methodology playbook breaks down how the project actually works. It has five sections:

  • Core Concepts — the foundational ideas behind the project
  • Decision Frameworks — how to make the key decisions within the project
  • Benchmarks and Standards — industry-wide data points and reference numbers
  • Scenarios — different situations you might encounter during implementation
  • Edge Cases — the unusual or tricky situations that come up

All of the playbooks are backed by research and evidence. You'll notice citations at the bottom of each one with references to the underlying data. This applies to the advisory playbooks too — when they cover the data behind the problem, those claims are annotated with citations. This was intentional. Every playbook was built to be grounded in what's actually happening in the market, not just opinion.

The Implementation Playbook​

The implementation playbook is the third piece. This one breaks down exactly how LeanScale's internal teams deliver these projects, step by step.

Each implementation follows a four-phase approach: strategy, engineering, enablement, and handoff. That structure is standardized across every project.

What you see on the playbook site is the externalized version. There's also an internal version that goes deeper in detail — that lives inside a GitHub repository and is something you'll get access to later through Academy.

Why We Publish Playbooks Externally​

A question that comes up: why put all of this out there? Doesn't it create competition?

LeanScale is a big believer in giving out information for free and building trust in the marketplace. The reality is that most teams are still going to need help with implementation. Having the playbook doesn't mean a team can execute the project successfully on their own — there are always nuances, internal assets, and institutional knowledge at LeanScale that make the difference.

So the playbooks serve two purposes: they're a genuine resource for go-to-market teams, and they build trust with teams who will eventually need hands-on help.

What's Ahead​

This training is a foundational overview — the existence of the playbooks, how they're structured, and what's inside them. Later in Academy, you'll learn how to get access to the internal versions, how to customize them for individual client engagements, and how to use AI to combine a playbook with a customer's CRM metadata and transcripts to output a fully customized version for every customer you work with.