Dale Zwizinski

Revenue Reimagined

It’s not surprising that many startups struggle. With so many variables in play, it’s just a fact of doing business. Over 20% of startups fail in the first year, and only 50% make it past five. 

Revenue Reimagined is a full-cycle Go-To-Market (GTM) agency helping founders & revenue leaders transition from founder-led sales to product-market fit (PMF). All while scaling responsibly. 

Gut-feeling, trial & error, or advice from those who haven’t successfully built from the ground up before isn’t the way to play & WIN the game. Lots of “consultants” promise “tons of leads” or “expert training” to fix your underperforming revenue. The fact is, one size... doesn't fit all. 

Having partnered with dozens of clients, and driven hundreds of millions in revenue, we’ve realized that every client is different. 

Our data-centered proprietary ALIGN process and GTM data analysis is unique and customizable. Not the “cookie cutter” playbook you see repeatedly online. We help build out proven systems to predictably grow revenue across MARKETING, SALES, CUSTOMER SUCCESS, and REVENUE OPERATIONS (RevOps) as one collaborative revenue function because working in silos doesn't lead to growth.

Revenue Reimagined By The Numbers:

✅ Over $425MM+ in revenue generated 
✅ $64.5M funding secured 
✅ $3.6M+ in operational expense (OpEx) savings
✅ 25+ different startups across 6 different countries 
✅ SMB to F500 sales
✅ Led teams from 2-150 with over 143 promotions influenced

WELCOME TO COLLABORATION

Co-founder & GTM Officer

Revenue Reimagined is a podcast designed for founders and revenue leaders looking to uncomplicate their revenue engines. Hosted by Adam Jay and Dale Zwizinski, two personalities with distinct styles/approaches but a shared vision - driving growth without complication.

Each episode features interviews with leaders from Sales, Marketing, Customer Success, and RevOps along with some of today’s most respected founders. Those you’ve come to know and love and those so deeply engaged in shaping their companies, they've remained unknown to the masses.

Guests share valuable insights aimed at helping you transform your revenue outcomes and achieve consistent upward growth by challenging the way you think about revenue today.

Embracing a “Give > Get” mindset, guests provide our audience with exclusive weekly giveaways. We’re not talking the mediocre leftover swag from the closet here. Think: free coaching, no-charge product subscriptions, free exclusive community memberships, and more. 

Register for our newsletter at https://revenue-reimagined.com for actionable go-to-market strategies, show notes, and your chance to win the giveaway.

Founder and Co-Host

Sendoso

Sendfluencer

The Sales Change Agent

Overview:  After 20+ years of being in the sales profession and 10+ years in sales leadership there have been patterns that have emerged which have been proven to drive and scale revenue within organizations.  I work with C-level executives and founders to understand their "real" current state and map out an iterative process to scale the sales organization based on agreed-upon goals.  Here are 4 high-level pillars we work on to scale the sales organizations (these pillars build on each other):

1. Setting Expectations: This first item is the most important item - if unrealistic expectations are being set with either the sales team or the executive team it will be almost impossible to hit your goals.
 ✔ Including hiring and on-boarding of your sales team

2. Data-Driven Decision:  It is surprising how many organizations are managing the company by "gut" feel.  I recommend that you get a handle on the following data points:
 💲 Close Rate
 💲 Deal Velocity
 💲 Average Deal Size
 💲 Churn Rate

3. Sales Pipeline:  This is not just a pure numbers game, we are talking about a "real" pipeline - the health of your organization will be based on your pipeline
 ✔Example - If your close rate is 25% then you will need at least 4 times your revenue target as pipeline

4. Aligning to the Buying Process:  This is where many organizations struggle, they are so focused on their sales process and the features/functionality of their product they forget the customer
 ✔Additionally, this is not a one-time process, this pillar needs to be revisited often as an organization scales and markets shift.

Additional items I work on with companies:
✔ Build a culture based on servant leadership
✔ Compensation review and plan designs
✔ Hiring and interviewing candidates
✔ Technology stack analysis
 
Summary:  Sales executives are expensive - Design and build a foundation for your sales organization so that you know when you scale the team they will be able to execute effectively and efficiently.

Founder

Revenue in a Box

GTM Partners

GTM Ambassador

UpdateAI

Collaborating with the CEO on all thing revenue, including:
✅ Go to Market
✅ Aligning to the Buyers Journey
✅ Pricing Strategies
✅ Sales Pipeline Growth

Our mission is to empower Customer Success teams to build great relationships with their customers.

We work with early and growth stage B2B SaaS companies to help them scale Customer Success outcomes.  Everything we do is devoted to removing the overwhelm of back-to-back customer meetings so that CSMs can focus on the bigger picture: building relationships.

UpdateAI is the first meeting assistant built specifically for CS.

Strategic Sales Advisor

RevRoom

RevRoom is a trusted space where curious revenue leaders are collaborating on the future of b2b go to market.

Founding Member

RevGenius

Brand Ambassador

Curious - click here: https://vrlps.co/2k9FP56/cp

RevGenius Ambassador

Peak Community

Peak Community is an invite-only private community of the best marketers and marketing leaders to connect learn and get 1% better each week.

Member

S44 is a global digital experience company servicing the mobility, energy, and automotive sectors through SaaS products and custom electromobility digital solutions.

We collaborate with Automobile OEMs and dealer groups to prove a great user experience when you are looking to purchase a vehicle.  Many people want recommendations based on their preferences, we are providing this type of experience when you are purchasing a vehicle.

Head of Sales

🤝 Chief GTM Officer | YOUR GTM Special Ops Team | Founder enabled GTM Strategy -> Data vs. Gut | Give > Receive | Recovering Coder | Extending Runways for Founders | Must haves 💪 Grind 🧠 Integrity 🎯 Coachability

An energetic, top performing sales professional, leader, and coach who is passionate about the Cloud based technologies.  More than 20 yrs experience with enterprise sales and known for my ability to grow and enhance businesses.   Working with innovative technologies and platforms to make customer successful wakes me up in the morning!
 
A self-starter who is happiest when helping customers enhance their business with innovative technologies.  It is important to stay ahead of trends and looking for ways to help a customer grow their business and improve their products/services.  The sales environment has changed dramatically over the last 5 years, the next 5 years will be a monumental shift --> Sales, Marketing and Service are on a collision course.

The pursuit of sales and maintaining customer satisfaction has taken me around the globe.  Establishing contacts and a track record of success in the financial service market throughout China, Asia, Mexico, and the United Kingdom, just to name a few.  Every sales person should be well versed in cultural differences and knows that paying attention to such details can make or break a sale.

SALES is changing and utilizing every available channel is important - if you are reading this you know what I am talking about!  To understand more about the sales evolution come read and listen to content here: www.thesaleschangeagent.com
 
Entrepreneurship and education is a deeply ingrained with a MBA from the Olin Graduate School of Business at Babson College.  and an undergraduate degree (with a double major in Management and Finance) at Merrimack College. Living in Lakewood Ranch, Florida (outside of Tampa), with my wife and 2 children.   For fun I enjoy traveling with his family, play/coach soccer, workout, ski, and golf.

Dale Zwizinski
Mobile: 401.952.9231
Email: dzwizinski@gmail.com

The count down to Leslie Venetz book event, looking forward to connecting today in Tampa!!

No alternative text description for this image

Congratulations, Leslie Venetz, on publishing your book!

I highly recommend Profit Generating Pipeline, one of the biggest challenges all customers are struggling with, the PIPELINE., This book will point you in the right direction.

B2B companies are jumping into AI fast.

The smart ones are doing something the rest aren’t: starting with a charter.

I’ve seen this across startups and global enterprises. 

Teams rush to test AI, but without governance or alignment, things break down:
1️⃣ Marketing pushes out GenAI content.
2️⃣ Sales pilots lead scoring.
3️⃣ Ops automates workflows.

Great experiments. Terrible coordination.

And when those efforts aren’t tied to revenue, customer value, or a long-term business strategy, they stall or die quietly.

An AI Charter changes that.

It defines why your company is investing in AI, what outcomes matter most, who governs which initiatives, and how success will be measured.

It ensures your AI isn’t just innovative. It’s accountable and strategic.

Do you have a charter in place? Or are you still managing pilot chaos?

Here’s the problem with most AI efforts: they stay small.

You don’t win in B2B by testing AI. 

You win by scaling it.

An AI Charter gives you the alignment. 

But the next challenge is execution.

This is where most companies get stuck. They launch a few use cases. Results are mixed. 

Teams lose momentum.

To scale with impact, you need to:

Focus on AI use cases tied to pipeline velocity, customer experience, or account expansion.

Use shared business KPIs, not isolated data metrics.
Integrate AI tools into how GTM teams already work.
Govern consistently, with clear roles and recurring reviews.

If your AI efforts aren’t producing real commercial outcomes, it’s time to revisit how you’re executing.

What’s the biggest blocker your team is facing as you try to scale?

This is a great opportunity and if you want a "fast pass" send me a 30 second video and I can get you a meeting with the CEO!

If AI is part of your future, the AI Charter is your operating system.

Most B2B organizations still don’t have one. That’s a mistake 🛑 !

An AI Charter isn’t about compliance. It’s about business clarity.

Here’s what it should include:

1️⃣  A clear purpose statement tied to your business model.
2️⃣  Long-term goals linked to revenue impact, customer retention, or operational efficiency.
3️⃣  An AI Council with stakeholders from GTM, product, operations, risk, and data.
4️⃣ A prioritization and execution framework that focuses on business impact, not experimentation.

When AI is embedded in sales, marketing, and customer success, it becomes a strategic asset.

When it stays in the lab, it’s just another cost center.

If you were writing your charter today, what’s the first outcome you’d prioritize?

The most effective go-to-market teams don’t just share goals. 

They work in sync.

When sales, marketing, and customer success are aligned, everything becomes easier:

👉  Leads turn into qualified conversations.
👉 Deals close with smoother handoffs.
👉 Customers stay longer because their experience is consistent.

But in many companies, these teams still work in silos.

It’s not because people aren’t trying.
It’s usually because each team is using a different playbook.

👉 Different definitions of success.
👉 Different data.
👉 Different timelines.

This slows everything down.

Solving it isn’t about adding more meetings or new tools.

It’s about creating a shared rhythm and making connections between teams part of how you work.

1️⃣  Clear handoff rules.
2️⃣  Shared definitions of pipeline stages and customer health.
3️⃣  Simple feedback loops that actually get used.

When those connections are strong, growth feels like progress, not pressure.

❓ Where do your GTM teams naturally align today?

That’s your starting point.

the-sales-change-agent

revenue-in-a-box

LinkedIn App Challenge

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li_at

Talks about #gtm, #founders, #startups, #leadership, and #venturecapital

Most automation fails because we start with AI.

We should start with purpose.

Every job in your company exists to achieve an outcome. Until you define those outcomes and understand the context around them, AI will feel like a patchwork solution.

Jobs To Be Done helps you see:

✅ What should be automated
✅ What must remain human
✅ And how both can work together in a unified system

AI does not replace work. It redefines it. But only if we define the work first.

JayOh.io

We make it easy to access an entire cross-functional revenue operations team with proven systems that help you scale your Marketing, Sales, Customer Success & Revenue Teams.

★ On-Demand Marketing & Technical Talent #ExtraBandwidth
★ Scaling Startups through operational excellence + scalable demand generation 
★ Salesforce, Marketo, Hubspot, Pardot, Segment
★ MarTech | Growth Ops | Demand Gen | Conversion Optimization
★ Repeatable & Scalable Marketing & Sales 
★ Business Intelligence & Data Warehouses 
★ Software Development & Data Engineering
★ Sales Funnel (MQL, SAL, SQL)
★ Salesforce Development (APEX, SOQL)
★ Multi-Touch Attribution
★ Machine Learning

Fractional RevOps Leader / Founder + CEO

CeeJay LLC

★ Manage P&L, cash positions, & credit lines of multiple investments
★ Responsible for Real Estate decisions, deals, financing & cash flow
★ Manage the loan portfolio, ensure profit growth, and minimize risk
★ Ensure compliance with state and federal regulatory guidelines

Chief Operating Officer / Founder

Moonlighters

Founder & CEO

15Five

★  Directed GTM Technology Strategy & Operational Infrastructure to support growth from $8 million ARR to $16 Million ARR
★ Product Led Growth Strategy & Optimized Self-Service Business to achieve over $6 million ARR
★ Directed Tech Strategy & implementations focusing on budgets, timelines, & ROI

Go-to-Market Strategy & Operations

John Varvatos Enterprises

★ Strategic guidance on long term profitability growth & competitiveness
★ Designed & Implemented an organizational data strategy 
★ Built Customer Intelligence capability to drive Marketing & Sales efforts 
★ Manage internal scorecard across departments

Head of Business Intelligence 

★ Marketing Mix Modeling (MMM)
★ Marketing Attribution
★ Predictive Analytics
★ Digital Analytics
★ Competitive Insights
★ Social Media Reporting
★ Campaign Tracking

Senior Marketing Analyst

The Madison Square Garden Company

★ CRM 
★ Sales Insights 
★ Pipeline Mgt 
★ Asset Inventory 
★ Market Research 
★ P&L 
★ Prospecting

Operations Coordinator | Partnership Marketing & Sales

Interactive Communications, NY LLC

★ Salesforce Admin
★ Targeting & segmentation 
★ Google Analytics / Web Development
★ Email campaigns

Sales & Operations Admin

TITLE Boxing Club

★ Lead Gen
★ CRM Mgt.
★ Sales Reports 
★ Prospecting 
★ Social Media Lead Gen
★ Market Research & Analysis

Sales Manager | CRM & Lead Gen

Scaling GTM Ops for B2B SaaS Startups ⚙️🛠️

As a Marketing and Revenue Operations Consultant with over 10+ years of experience, I help the top startups & Fortune 500 Companies grow their revenue through operational excellence 🚀💸

My Background & Experience: 
★ Scaled operations at 10+ Companies that were growing at 100% Year over Year 📈
★ Over 30+ certifications in Marketing & Revenue Sales Technology 🏆
★ Launched 10+ PLG & Freemium Efforts 🚀
★ Scaled 100+ Salesforce Instances 🛠️ ☁️
★ Scaled 100+ Hubspot Instances ⚙️
★ Optimized 75+ Marketing & Revenue Analytics & Attribution Tools 🛠️
★ Managed Millions of Dollars in MarTech Spend
★ Sales/Marketer Turned Ops Engineer  💸

My Portfolio: 
★Samsung / Samsung NEXT
★Connectwise
★AT&T
★WPP
★Madkudu
★15Five
★Lever
★Aerolase
★Madison Square Garden
★ControlCase
★Auvik
★Ramp
★Productiv
★John Varvatos
★ and many more.....

My Beliefs: 
★Ops Teams need more bandwidth via On-Demand Technical Talent #ExtraBandwidth
★Business Teams need solutions that make technical things easy
★Repeatable & Scalable Lead Generation is achievable
★Marketing & Revenue Operations can be strategic but requires a holistic approach to the business 
★Work can be and should be Fun! 

Outside of work, I am: 
★ Most importantly, a Family Man 👨‍👩‍👦
★ Diehard Knicks & Giants fan🏀🏈
★ Foodie 🍕🍔
★ Lover of nature 🌴
★ Sneakerhead 👟
★ Health Fanatic 💪🏽
★ Real Estate Investor 🏡

For more information on how my expertise can help your company grow, please visit www.JayOh.io.

Joe LaGrutta, MBA

When Sales is Life...

(too good not to repost from last year)

Fractional GTM & Marketing Teams & Memes ⚙️🛠️

I used to think I could out-process a talent gap.

More SOPs.
More headcount.
More structure.

But here’s what actually moved the needle at @JayOh (and with our clients):
➡️ Hiring A players, even if it “hurt the budget”
➡️ Giving them autonomy instead of micromanagement
➡️ Letting them raise the bar — not just fill a role

B players? They’ll follow the playbook.
A players? They rewrite it when the game changes.

It’s not just about output.

It’s about:
How fast they make decisions
How well they navigate ambiguity
How they pull others up with them

Yes, A players cost more.
But the real expense? Managing around mediocrity.

If you’re scaling, look for the people who make your systems better — not just your workload lighter.

Here is what actually matters when choosing a HubSpot implementation partner:

1. They ask about your process before your portal.
Bad partners jump straight into objects and workflows.
Great ones start with: “How does your GTM engine actually work today?”
(At JayOh - the GTM Engineering Company, this is Step Zero every single time.)

2. They design for operators, not for demos.
A clean-looking deck means nothing.
A CRM your reps can actually use means everything.
If they can’t explain how their build will impact your pipeline, rep behavior, and data quality… they’re not your partner.

3. They push back — respectfully.
If a partner nods at everything you say… run.
You want someone who says “that will break later” before it actually does.

4. They build with scalability in mind.
Not quick fixes.
Not Franken-workflows.
Not “we’ll tidy this later.”
Systems should age well, not rot.

5. They own the data layer.
If they can’t talk clean enrichment, routing, scoring, and lifecycle logic, they’re not an implementation partner — they’re a glorified setup service.

6. They stay post-launch.
The real problems don’t show up on Day 1.
They show up on Day 30 when your team tries to live in what was built.

The biggest mistake companies make when choosing a HubSpot partner?

They let someone build a system that forces the business to change…
instead of building a system that reflects how the business actually works.

The system should match the business —
not the other way around.

And if you want it done right?
Check out JayOh - the GTM Engineering Company

Google Sheets is my daily.
But Excel? Still my favorite.

✅ Handles massive data sets like a champ
✅ Power Query and PivotTables just hit different
✅ Less lag, more precision
✅ Cleaner offline workflows

It breaks sometimes — but when it’s good, it’s great.

The 9 year old obviously never talked to an expert consultant. Because:
→ She has no acquisition funnel
→ Margins are garbage
→ Zero tech-enabled ops

She cried. I offered her a discovery call.

Jokes aside — “scalability” gets thrown around like it means one thing.

But at JayOh - the GTM Engineering Company , we’ve seen scale look very different depending on the stage:

→ For seed-stage? It’s efficient founder led sales and networking at scale
→ For Series B? It’s tightening systems that were duct-taped in year one & repeatable/scalable lead gen
→ For late-stage? It’s unblocking RevOps to stop leaking pipeline

Scaling doesn’t always mean more.
Sometimes it means less — fewer tools, fewer steps, fewer silos.

But always: tighter loops, clearer signals, cleaner execution.

When your interpretation skills are on ‘holiday mode’ but the deadline isn’t.

Forecasting shouldn’t be picking whatever number “feels” right.

But when there’s no clear stage definitions, entry/exit criteria, or deal inspection framework — even good managers start guessing.

Suddenly you’re in the weekly forecast call trying to justify rounding up because “the buyer’s super engaged.”

Accurate forecasts rely on:

✅ Every stage has binary entry/exit rules
✅ Probabilities are earned, not vibes
✅ Forecasting = math × process — not hope × pressure

If your forecast shifts $1M between Tuesday and Friday, the problem isn’t your spreadsheet — it’s your pipeline logic.

Marketers say “it depends” so often it should count as a marketing metric.

But here’s the funny part:
They’re not wrong.

What channel works best?
What’s a good CPL?
Should we scale this campaign?
Why did performance drop?

The real answer always depends because nothing in marketing exists by itself.

Every lever touches five others.
Change one variable and the whole mix shifts.

Marketing isn’t a set of channels —
it’s a system.

You don’t fix one thing in marketing.
You fix the chain.

“It depends” isn’t a dodge —
it’s the signal that the right answer requires context, data, and actual thinking.

Sorry but your lead quality is trash 🗑️

Not your copy.
Not your CTA.
Not your subject line.

The filter.

One fix changes everything:

Tighten lead quality before the lead ever hits your system.

Not fancy scoring.
Not a 47-field form.

Just one simple rule:
If it can’t be enriched, validated, or tied to a real business, it doesn’t enter your world.

The second you enforce that, conversion rates magically improve — not because your marketing got better, but because you stopped feeding Sales junk.

Most teams don’t have a conversion problem.
They have a “we accepted everyone” problem.

Clean the gate.
Protect the funnel.
Make the whole machine smarter.

“I saw this ad on TikTok and thought we should try it.”

Every marketer has heard it.

From a founder, a board member, a VP who just discovered reels:

→ “I saw someone do this and it looked like it worked.”

The problem?
It’s not their fault. We’re drowning in content and hype. But the bar for what counts as “research” has cratered.

At JayOh - the GTM Engineering Company , we call it secondhand strategy:
Someone watches a stranger’s campaign, strips it of context, skips the analytics, and wants to ship it yesterday.

Here’s what we do instead if its worth considering:
✅ Deconstruct what actually made the tactic work
✅ Match it against your funnel, offer, and market
✅ Test with constraints — not just vibes

Because there’s a difference between being inspired by something…
and blindly copying someone else’s TikTok.

Good luck to all the reps out there trying to juggle the holiday with the hustle!

Some days, building JayOh - the GTM Engineering Company has felt exactly like this.

✅ Wake up
😬 Spiral about deliverables
📈 Chase growth
📉 Doubt everything
🌀 Repeat

High-growth isn’t all “rocketship emojis and revenue charts.”
It’s also the stuff nobody talks about: the pressure to keep up, the mess behind the momentum, the anxiety that tags along for the ride.

Especially in the early months — I was the builder, closer, strategist, and systems janitor. There were no boundaries. No off-switch. Just one long calendar block of “try not to drop any plates.”

Here’s what helped:

Ruthless prioritization (not everything is a fire)
Templates + playbooks we could reuse instead of reinvent
Saying “no” to the wrong priorities, even when everything feels urgent

Now? We’re still sprinting — but smarter.
Still anxious sometimes — but not chaotic.
Still growing — but with way more clarity.

To anyone trying to build and breathe at the same time: I see you.

Keep going. Just don’t do it on a calendar like this.

We’re all just neural networks trained on wildly different datasets…

Trying to run decision trees in real time…

Arguing over who has the cleaner model.

Like no wonder alignment is hard.

Relationships? Teams? Group chats?
It’s all just model drift and incompatible training data.

debug accordingly 😂

Most marketers are too sane to win.

They follow best practices.
They stick to “what’s worked before.”
They optimize. Tweak. Test. Repeat.

Meanwhile, the brands eating their lunch?

They’re doing stuff that looks unhinged:
→ Writing ads that sound like texts from your chaotic friend
→ Running demand gen like a late-night talk show
→ Turning “boring” industries into memes, games, and rabbit holes

The demand teams pulling in high-intent pipeline aren’t playing it safe.

They’re obsessed with pattern interruption.

Because in a saturated feed, relevance isn’t enough.

You need a little edge. A little obsession. A little “what if we…”

It’s not about being reckless. It’s about being remembered.

Underrated demand gen skill: being willing to look a little insane.

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