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!!

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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.

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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.

Aligned

Leading the customer success function at Aligned, a buyer enablement platform purpose-built to help modern B2B revenue teams close faster by solving the real challenge: buying complexity. I was brought on to architect and scale CS from the ground up during a critical phase of growth.

VP of Customer Success

 LeeRon Yahalomi | Advisory & Coaching

I contribute to the growth of the GTM, Customer Success, and SaaS leadership ecosystem through strategic advisory, executive coaching, and active participation in industry-shaping communities. My work focuses on elevating women in tech, developing future-ready leaders, and redefining how post-sale teams drive revenue, trust, and retention at scale.

I'm especially passionate about empowering CS leaders to own their commercial impact, embedding AI into trust-based customer experiences, and helping GTM teams align for sustainable growth.

🔹 Coaching & Mentorship
• Catalyst Software – Customer Success Coach (2023–Present): Mentor aspiring CS leaders via monthly strategic coaching through Catalyst’s Coaching Corner.
• Women in Customer Success – Founding Mentor (2023–Present): Support women navigating key inflection points in their CS careers through PowerUp! mentorship.

🔹 Community & Executive Networks
• Pavilion – Executive Member (2021–Present): Graduate of CRO School & Enterprise GTM School; active contributor to peer-level revenue and CS strategy conversations.
• RevRoom – Founding Member (2023–Present): Collaborating with revenue leaders on the future of B2B GTM models.
• RevGenius – Member (2023–Present): Engage in multi-functional SaaS leadership dialogue across CS, Sales, and Marketing.

🔹 Education & Industry Advisory
• Tombolo Institute at Bellevue College – Board Advisor (2019–Present): Advise on GTM and Customer Experience curriculum to align education with the evolving needs of SaaS employers and post-sale orgs.

Strategic Advisor & Community Leader | GTM, Customer Success, Executive Coaching

regie.ai

AI-Powered GTM Platform | Built from Pre-Seed to Series B

Built and led Regie.ai’s Customer Success organization from the ground up—establishing the vision, strategy, and operational framework to scale post-sales through rapid growth. Partnered across Product, Sales, and Marketing to turn CS into a strategic growth lever—driving retention, expansion, and advocacy across the lifecycle.

Spearheaded CS through hypergrowth at an AI-first platform, owning GRR, expansion, and strategic adoption across SMB and enterprise accounts. Scaled CS, training, and enablement for GenAI agents—delivering measurable sales performance lift and accelerating time-to-value.

Transformed CSMs from reactive support to revenue-driving consultants focused on pipeline influence, renewals, and ROI. Developed an enterprise onboarding framework that became the gold standard for AI adoption and led GTM alignment with Sales, Marketing, and Product to ensure customer impact and revenue accountability.

Key Achievements:
– Architected and scaled a high-performing CS function that fueled Regie.ai’s 5x growth and market leadership in AI-driven sales engagement
– Designed the full post-sale journey—from onboarding to expansion—anchored in proactive playbooks, lifecycle management, and health scoring
– Reduced churn and improved GRR/NRR with intent-based engagement, success plans, and cross-functional renewal forecasting
– Launched the company’s first customer advocacy engine, generating testimonials, case studies, and G2 reviews that accelerated growth
– Built a coaching-first team culture, developing enablement frameworks, metrics, and onboarding systems to scale performance
– Acted as voice of the customer to the executive team—shaping roadmap, packaging, and services strategy

Head of Customer Success

Textio

Led the Sales and Customer Success organizations through a pivotal stage of growth, owning top-line revenue strategy, pipeline development, and GTM execution across mid-market and enterprise. Reported directly to the CEO, built and scaled the sales org, and established the systems and processes to drive predictable revenue while ensuring long-term customer value.

Led Customer Success and Enablement for an AI-driven augmented writing platform focused on inclusive communication

Built scalable customer education and onboarding programs that drove 6-figure expansions with Fortune 500 clients

Partnered directly with product and engineering to shape roadmap decisions using frontline CS insights

Defined Sales and CS metrics beyond retention—focusing on usage, renewal health, and business impact

Supported transition to usage-based pricing and aligned Sales & CS motions accordingly

Key achievements:

Owned all new business and expansion revenue, consistently exceeding targets while improving win rates and average deal size across strategic segments.

Rebuilt the sales motion from the ground up—introducing a clear ICP framework, value-based messaging, and structured sales stages that improved forecast accuracy and rep performance.

Hired and scaled a high-performing sales team (AEs, BDRs, and managers), driving accountability through deal reviews, playbooks, and rigorous pipeline management.

Implemented a structured sales-to-success handoff and success planning model that ensured seamless onboarding and faster time to value for new customers.

Partnered with Marketing and Product to align on market positioning, customer insights, and campaign execution—tightening feedback loops and accelerating growth.

Launched Textio’s first expansion playbook in collaboration with Customer Success, leading to a 25%+ increase in expansion ARR YoY.

Played a key role in fundraising support, investor conversations, and board-level reporting on revenue performance and customer health

VP of Sales and Customer Success

Executive leader of Customer Success during a high-growth phase at Textio, responsible for customer retention, expansion, and lifetime value. Led a cross-functional post-sale organization including CS, Onboarding, Support, and Renewals. Transformed CS into a strategic revenue function, driving measurable impact on Net Revenue Retention, customer satisfaction, and product adoption.

Key achievements:

Increased NRR from 68% to 128% in under 18 months by designing and executing an expansion-first CS strategy—anchored in success planning, ROI storytelling, and strategic QBRs.

Reduced churn by 40% through a complete overhaul of onboarding, adoption, and renewal processes—shifting the CS motion from reactive to proactive.

Built a segmented customer engagement model that improved high-touch support for strategic accounts while automating scaled success motions across mid-market.

Partnered with Sales to design a seamless new business to expansion motion, resulting in faster upsell cycles and tighter alignment between AEs and CSMs.

Led the creation of Textio’s first customer insights engine, turning feedback and usage data into actionable inputs for Product, influencing roadmap prioritization and messaging.

Implemented customer health scoring and retention forecasting, giving executive leadership clear visibility into risks, renewals, and expansion opportunities.

Helped shape the company’s investor narrative around customer outcomes and growth potential in preparation for fundraising.

We believe that the future of writing is knowing who will respond to anything you write before you even publish it. Textio’s category-defining augmented writing platform is delighting customers, and we are growing fast. Textio has already changed the way that thousands of companies write and hire.
Write like you mean it.
When you’re building a culture of belonging, every word counts. Textio brings the world’s most advanced language insights into your hiring and employer brand content, every time you write

Sr. Director of Customer Success

Director of Customer Success

DreamBox Learning

Built and scaled global CS, Support, and Partnership functions for a leading adaptive learning platform in the K–12 space

Drove retention and revenue growth across school districts and state-wide deployments, contributing to record ARR and enterprise account wins

Owned executive sponsor relationships and high-stakes renewals, managing $50M+ book of business

Launched strategic partnerships with government agencies and education nonprofits, expanding market penetration

Supported M&A and investor relations through data-driven reporting and growth forecasting

Sr. Director Global Partnerships

•Leads the development of customer strategy and experience design that supports the end to end value proposition for all of our customer segments including clients and stakeholders 
•	Contribute to the growth and profitability of the company by revolutionizing our end client’s customer experiences, designing ideal customer experiences based on deep customer insights to deliver customer outcomes (e.g. high client persistency rates, high client satisfaction amongst key drivers of NPS, cultivation of profitable win / win client relationships)
•	Lead, develop and inspire a team of CX experts to continually learn and leverage industry best practices, cultivate insights and drive customer/business value whilst leading and consulting on strategic CX.
•	Facilitate an experience-based culture which reinforces product and brand loyalty and delivers meaningful customer value propositions through intended experiences, leveraging knowledge of key competitor products and experiences to help differentiate the experience design to win in the marketplace.
•	Collaborate with business leaders across the company on initiatives to infuse customer centricity and the voice of the customer – and drive continuous improvements in the delivery of the customer experience by providing actionable customer insights which fuel innovations in our processes and procedures.

Sr. Director Client Experience 

Responsible for top 100 school districts in US and Canada, ensuring renewals, expansion, and client-use relationships.  Lead, encourage and model optimal client relationships.
Leading a team of sales professionals that have a proven track record of success and are committed to each other and top performance.
 Serve as a conduit between the Sales, Marketing, Professional Development, and Client Success teams promoting collaboration and improving process and communication amongst all teams.   Liaise with the Marketing team and Regional Vice-President(s) to enhance sales and marketing strategies to increase loyalty, use, and classroom integration of DreamBox Learning.
Coach and mentor each team member situationally to support continuous improvement.  Deploy and
reinforce the client lifecycle strategy with consistency across the team.

Director Strategic Accounts

DreamBox Learning is an adaptive learning environment that transforms the way students engage with math. Dynamic adaptations, based not just on answers but on strategies, enable all learners, from struggling to advanced, to excel. Integrated assessment and highly individualized math instruction let students work independently, keep them in their optimal learning zone. 

DreamBox Learning’s rigorous math curriculum, aligned with Common Core State Standards, builds conceptual understanding and fluency in the critical areas of Number and Operations, Place Value, and Number Sense. So students have the foundation they need to succeed. Detailed reporting provides teachers and administrators with data on comprehension, progress, and DreamBox effectiveness, exportable for integration with your current reporting tools. Just as important, our highly engaging environment teaches in a way that motivates today’s kids – changing the way students learn and understand math.

Senior Account Manager

Provided Training 
Had rich dialog with customers at all levels to understand how DreamBox is, can, and should be used.
Helped Identify and promote best practices among our customers
Gather, manage, and use data from different sources to drive customer features and initiatives through our development process.
Ensured Client Success
Identify and solve tough problems.
Produce written, video, and interactive material (articles, training, etc.) for both internal and external customers.
Help guide the company’s’ overall Customer Success Strategy.
Collaborate, work hard and make a difference in kids’ lives.

Sr.Customer Advocate

Lakemont Academy

Management of a NAEYC top rated million dollar business unit. 
Increase sales through effective sales tactics, marketing, and customer service
Deliver exceptional customer service resulting in repeat business and referrals
Direct daily business operations, marketing, customer service, and finances across multiple industries
Responsible for recruiting, training, coaching and leading a large team ensuring they understand the brand and adhere to corporate protocols.
Peer –training, coaching and mentoring both new and current workforce, developing and delivering new learning programs and initiatives. Supporting additional company branches with training and performance assessment. 
Developing and evaluating new program initiatives within own Business unit as well as company wide. Create employee development programs building staff skill sets and value
Coordinate and maintain a gold standard of excellence in educational programs and a cohesive team. Consistently attained highest scores during company’s annual audits achieving awards.
Drive operational compliance and quality control in record keeping strictly adhering to federal and state requirements.
Set budgets, maintain profit/loss statements, and ensure overall financial health
 Establish marketing strategies for sustaining and acquiring prospective clients

Director

Customer relationship management and escalation path for customer issue resolution.
Peer training and coaching.
Responsible for purchasing educational materials, supplies and aids for curriculum implementation.
Responsible for increasing and maintaining enrollment.
Integrated multiple teaching techniques to intensify and expand the range of learning experiences for students both collectively and individually.  Maintained excellent classroom management

Program Supervisor/ Learning Specialist

Temple De Hirsh

Peer training and coaching during meetings creating new syllabus for the teaching staff learning on a monthly basis.
Create and implement school-wide curriculum and assessment tools. Responsible for developing lesson plans in accordance to program requirements.
Establish a conducive learning environment for students’ physical, social and developmental needs.
Teach foreign languages using diverse and innovative learning methodologies.
Maintain scorecards on student’s progress and recommend future placement.

Educator

Brodman Kaplan- Early Childhood Center

Pioneered and led an award-winning language immersion program sponsored by JTSA of America.
Developed and implemented assessment tools for the immersion program.
Evaluated students' progress and recommendations for further development.
Created classroom curriculums, lesson plan materials, visual aids and props.

Early Childhood Educator

Benedict School of Languages

Enhanced learning aptitudes through one-on-one sessions for non-ESL students.
Motivated students to take charge of their own learning experience and set their own goals.
Provided supplemental in-class learning and ESL support.
Developed and implemented diverse curriculum to effectively meet each student’s learning style and needs.

ESL Instructor

Collegio Alberto Einstein

Led expansion of a diverse curriculum for the Department of Jewish Studies aimed at exceeding the academic, intellectual and social needs of students.
Provided peer-training within the Department of Languages.
Conceptualized, established and supervised a student-run year long project fostering student’s independent work through a wide range of mediums.

I build go-to-market engines that scale—from first touch to full adoption.

With over 16 years of experience leading Sales, Customer Success, Onboarding, Support, and Professional Services at high-growth SaaS and AI companies, I specialize in turning every stage of the customer journey into a revenue-generating advantage.

At Regie.ai, I built the post-sale org from the ground up—scaling through 5x company growth and owning GRR, TTV, and expansion for an AI-powered GTM platform. My team delivered outcomes that made customers stay, grow, and advocate.

Previously at Textio and DreamBox Learning, I led CS, global partnerships, support, and professional services—driving retention, growth, and enterprise value across VC and PE-backed environments.

Across roles, I’ve worked closely with both startups and portfolio companies to navigate growth, turnaround, and scale. I bring deep experience aligning CS with Sales, Product, and Marketing to unlock revenue, retention, and category leadership.

My leadership style is grounded in bold execution, clear ownership, and relentless customer focus.

Strengths I bring:
✅ CS, onboarding & support as growth drivers
✅ AI GTM strategy that bridges Sales & Success
✅ Full lifecycle customer leadership
✅ Scalable coaching and enablement programs
✅ Feedback loops that shape product & pricing
✅ Executive alignment that turns CS into strategy

If you're building a category-defining platform and need post-sale leadership that drives impact—let’s talk.

LeeRon Yahalomi

𝗜𝘁'𝘀 𝗠𝗼𝗻𝗱𝗮𝘆- 𝗟𝗲𝘁'𝘀 𝗿𝘂𝗳𝗳𝗹𝗲 𝘀𝗼𝗺𝗲 𝗳𝗲𝗮𝘁𝗵𝗲𝗿𝘀 𝘀𝗵𝗮𝗹𝗹 𝘄𝗲???

𝗥𝗲𝗺𝗼𝘁𝗲 𝗶𝘀𝗻’𝘁 𝗮𝗻 𝗲𝘅𝗰𝘂𝘀𝗲 𝘁𝗼 𝘀𝗵𝗼𝘄 𝘂𝗽 𝘀𝗹𝗼𝗽𝗽𝘆.


If you’re on a Zoom, Teams, or Google Meet with a prospect or a customer your camera needs to be on.
Period.
Non negotiable.
This is not your cousin’s FaceTime call.
This is business.

And while we’re here
you should not be eating on a customer call.
You should not be nervously sipping something every twelve seconds like you’re live streaming your way through Coachella.
And you definitely should not be wearing a hat like you rolled out of bed and wandered into the meeting by accident.

Nobody is asking you to show up in a suit.
But at minimum you should look awake present and like you give a damn about the person giving you their time.

The era of remote work excuses is dead.
Buyers notice.
Execs notice.
Prospects absolutely notice.

And I don’t care that you work from home.
Your professionalism is not location dependent.
It’s effort dependent.

If you want people to trust you
turn your camera on.
If you want people to take you seriously
show up like the meeting matters.
If you want to be treated like a professional
act like one.

We’re not lowering the bar because you’re remote.
Raise it.
Match the moment.
Earn the call.

LeeRon Yahalomi 

AI GTM Leader | CS to Revenue Architect | 5x Growth | Ex-Regie.ai, Textio, DreamBox | PE & VC-Backed Operator

𝗗𝗘𝗔𝗥 𝗖𝗘𝗢 𝗣𝗔𝗬 𝗔𝗧𝗧𝗘𝗡𝗧𝗜𝗢𝗡.

If your CCO is still running on vibes you’re flying blind.
If they’re walking into your exec meetings with “customer stories” instead of revenue math you already have a leak in your forecast.
And if you’re letting it slide that’s on you not the market.

Right now the CCOs who actually earn their chair operate like revenue scientists.
They convert sentiment into signal.
Signal into prediction.
Prediction into money.
They sit across from you and say
“Here’s the financial truth behind our customer experience/ Onboarding/ Product adoption . Here’s what it means for the next three quarters.”

If your CCO can’t do that
𝘆𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗵𝗮𝘃𝗲 𝗮 𝗖𝗖𝗢.
𝗬𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗻𝗮𝗿𝗿𝗮𝘁𝗼𝗿 𝘄𝗶𝘁𝗵 𝗮 𝘁𝗶𝘁𝗹𝗲.

And narrators don’t protect EBITDA.
They don’t calm investors.
They don’t de risk a plan.
They sure as hell don’t save you when the board starts asking harder questions.

Empathy without analytics is entertainment.
You’re not running a theater.
You’re running a company.

The leaders winning right now blend both.
They tell a story that lands
then drop the model that shuts the room up.
That’s the combination that gives you predictability leverage and control.

So dear CEO
look your CCO in the eye and ask one question
“Show me the math behind your narrative.”

A few will.
Most won’t.
And that gap is exactly where your next risk lives.


#Leadership #GTM

🔥 𝗗𝗲𝗮𝗿 𝗖𝗦 𝗟𝗲𝗮𝗱𝗲𝗿: “𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗼𝗯𝘀𝗲𝘀𝘀𝗶𝗼𝗻” 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗶𝗴𝗴𝗲𝘀𝘁 𝘀𝗰𝗮𝗺 𝗶𝗻 𝗦𝗮𝗮𝗦.

Yeah, I said it.

Because nothing has burned out more talented teams than this boardroom-approved lie:

“𝗜𝗳 𝘆𝗼𝘂 𝗷𝘂𝘀𝘁 𝗹𝗼𝘃𝗲 𝘁𝗵𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗵𝗮𝗿𝗱 𝗲𝗻𝗼𝘂𝗴𝗵, 𝘁𝗵𝗲 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝘄𝗶𝗹𝗹 𝗳𝗼𝗹𝗹𝗼𝘄.”

Meanwhile your CSMs are out here:

— Extinguishing fires they didn’t start
— Chasing usage like debt collectors
— Performing empathy theater to “build trust”
— Plugging holes in systems they don’t own
— Trying to save accounts the business already set up to fail

And leadership keeps shouting:
“𝗕𝗲 𝗺𝗼𝗿𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗼𝗯𝘀𝗲𝘀𝘀𝗲𝗱!”

Give me a break.

Here’s the uncomfortable truth:

𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗼𝗯𝘀𝗲𝘀𝘀𝗶𝗼𝗻 𝗶𝘀 𝗵𝗼𝘄 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝗲𝘅𝗰𝘂𝘀𝗲 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗹𝗮𝘇𝗶𝗻𝗲𝘀𝘀.

You don’t need more love.
You need fewer leaks.
You need architecture.
You need accountability.
You need an actual revenue engine — not a pit crew with headsets and pep talks.

The best CS leaders I know aren’t running around putting out fires.

They’re preventing the damn fires from ever starting.

They’re obsessed with the business:

— Adoption that’s engineered, not hoped
— Value delivery that’s predictable, not “personalized” to death
— Plays that run themselves
— Data that speaks before the customer does
— Systems that create outcomes, not chaos

𝗕𝗲𝗰𝗮𝘂𝘀𝗲 𝗶𝗻 𝗦𝗮𝗮𝗦, 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗹𝗼𝘃𝗲 𝗶𝘀𝗻’𝘁 𝘁𝗵𝗲 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆.
𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗱𝗶𝘀𝗰𝗶𝗽𝗹𝗶𝗻𝗲 𝗶𝘀.

If you want expansion, retention, and real NRR?

Stop training emotional first responders.
Start training operators.

𝗙𝗶𝘅 𝘁𝗵𝗲 𝗺𝗮𝗰𝗵𝗶𝗻𝗲 → 𝘁𝗵𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲 𝗳𝗶𝘅𝗲𝘀 𝗶𝘁𝘀𝗲𝗹𝗳.
𝗜𝗴𝗻𝗼𝗿𝗲 𝘁𝗵𝗲 𝗺𝗮𝗰𝗵𝗶𝗻𝗲 → 𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺 𝗯𝗲𝗰𝗼𝗺𝗲𝘀 𝘁𝗵𝗲 𝗺𝗮𝗰𝗵𝗶𝗻𝗲.

👇 CS Leaders: what’s ONE “customer obsession” myth you think needs to die in 2025?

#CustomerSuccess #CSLeadership #SaaSOperators #RevenueGrowth #GoToMarket

🗒️ 𝗗𝗲𝗮𝗿 𝗖𝗦𝗠,
𝗜𝗳 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗸𝗲𝗲𝗽 𝗴𝗵𝗼𝘀𝘁𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀, 𝗶𝘁’𝘀 𝗻𝗼𝘁 𝘁𝗵𝗲𝗶𝗿 𝗰𝗮𝗹𝗲𝗻𝗱𝗮𝗿 𝘁𝗵𝗮𝘁’𝘀 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.
𝗜𝘁’𝘀 𝘆𝗼𝘂𝗿 𝗺𝗲𝗲𝘁𝗶𝗻𝗴.

I know that stings. Good. Let’s keep going.

Executives don’t bail because they’re disrespectful or “too busy.”
They bail because the meeting has 𝗻𝗼 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝘃𝗮𝗹𝘂𝗲.
If the conversation doesn’t move their revenue, cost, risk, or strategy, it gets deleted faster than a cold outbound email.

And here’s the part nobody wants to admit
most CSM led meetings are still glorified status updates dressed up as “partnership.”

You show adoption charts.
You recap last quarter.
You talk features.
You ask how things are going.
You pray for engagement.

Meanwhile the exec is thinking
why am I here, and what the hell are we deciding.

Let me be blunt
𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗱𝗼𝗻’𝘁 𝗼𝘄𝗲 𝘆𝗼𝘂 𝘁𝗵𝗲𝗶𝗿 𝘁𝗶𝗺𝗲.
𝗬𝗼𝘂 𝗵𝗮𝘃𝗲 𝘁𝗼 𝗲𝗮𝗿𝗻 𝗶𝘁.

They show up for operators.
For people who cut straight to the business problem and come with a point of view.
For people who understand their P and L better than they understand their own roadmap.
For people who show the risk they didn’t see and the decision they need to make.

But most CSMs still cling to the soft stuff
rapport building
relationship nurturing
“checking in”
hoping it buys them influence.

It doesn’t. 

𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲 𝗰𝗼𝗺𝗲𝘀 𝗳𝗿𝗼𝗺 𝗰𝗹𝗮𝗿𝗶𝘁𝘆.
𝗙𝗿𝗼𝗺 𝘁𝗿𝘂𝘁𝗵.
𝗙𝗿𝗼𝗺 𝘄𝗮𝗹𝗸𝗶𝗻𝗴 𝗶𝗻𝘁𝗼 𝘁𝗵𝗮𝘁 𝗺𝗲𝗲𝘁𝗶𝗻𝗴 𝗹𝗶𝗸𝗲 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘄𝗵𝗼 𝗰𝗮𝗻 𝗵𝗲𝗹𝗽 𝗮𝗻 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲 𝘄𝗶𝗻 𝘁𝗵𝗲𝗶𝗿 𝗾𝘂𝗮𝗿𝘁𝗲𝗿.

So here’s your reality check.

If your exec keeps cancelling
your meeting isn’t useful.
If they keep pushing you to their direct report
you’re not adding strategic value.
If they only show up when something is on fire
congrats, you’re an escalation handler, not a strategic partner.

𝗬𝗼𝘂 𝘄𝗮𝗻𝘁 𝘁𝗼 𝘀𝘁𝗼𝗽 𝗯𝗲𝗶𝗻𝗴 𝗴𝗵𝗼𝘀𝘁𝗲𝗱?
𝗘𝗮𝗿𝗻 𝘁𝗵𝗲 𝗿𝗼𝗼𝗺.

Lead with their biggest obsession this quarter.
Show the impact your platform drives on their P and L.
Bring the risk no one else has the guts to say out loud.
Ask for the decision that moves the needle.
End the meeting ten minutes early so they actually want to come back.

𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗱𝗼𝗻’𝘁 𝗴𝗵𝗼𝘀𝘁 𝗼𝗽𝗲𝗿𝗮𝘁𝗼𝗿𝘀.
𝗧𝗵𝗲𝘆 𝗴𝗵𝗼𝘀𝘁 𝘃𝗲𝗻𝗱𝗼𝗿𝘀.

𝗧𝘄𝗲𝗹𝘃𝗲 𝗵𝗼𝘂𝗿 𝗱𝗮𝘆𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗮 𝗳𝗹𝗲𝘅. 𝗧𝗵𝗲𝘆’𝗿𝗲 𝗮 𝗳𝗮𝗶𝗹𝘂𝗿𝗲.

Long hours aren’t grit.
They’re a giant blinking sign that your prioritization is broken.

The best people I’ve ever hired, the best talent period,  all share the same tell
they protect their time because they know their value comes from judgment not exhaustion.

And let’s be blunt
𝗶𝗳 𝘆𝗼𝘂 𝗰𝗮𝗻’𝘁 𝗽𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗳𝘂𝗰𝗸 𝗮𝗿𝗲 𝘆𝗼𝘂 𝗱𝗼𝗶𝗻𝗴 𝗹𝗲𝗮𝗱𝗶𝗻𝗴 𝗮𝗻𝘆𝘁𝗵𝗶𝗻𝗴?
𝗖𝗵𝗮𝗼𝘀 𝗶𝘀 𝗻𝗼𝘁 𝗮 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝘀𝘁𝘆𝗹𝗲.

Working twelve hour days shouldn’t earn applause.
It should spark an investigation.
What pointless noise is eating your time?
What projects are you clinging to because they make you feel productive instead of actually moving the business?

Ruthless prioritization isn’t personality.
𝗜𝘁’𝘀 𝗮 𝘀𝘆𝘀𝘁𝗲𝗺.
And when leaders actually enforce it the whole org levels up.
High impact work becomes the baseline.
Busywork dies fast.

If you’re in a leadership seat your team is watching you.
They’re learning from you.
They’re copying you.
If you burn yourself down don’t be shocked when they follow your example and deliver half the output.

𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗶𝘀𝗻’𝘁 𝗮 𝘁𝗶𝗺𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.
𝗜𝘁’𝘀 𝗮 𝗰𝗵𝗼𝗶𝗰𝗲𝘀 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.

Everyone keeps calling CS “post sale” and then wonders why their NRR looks like a crime scene.
Let’s be clear 𝗖𝗦 𝗶𝘀 𝘁𝗵𝗲 𝗡𝗘𝗫𝗧 𝘀𝗮𝗹𝗲™. Always has been. Companies just ignored it because it required actual commercial discipline.

What Gal Aga shared isn’t praise. It’s the 𝗯𝗹𝘂𝗲𝗽𝗿𝗶𝗻𝘁.
If you want predictable NRR, you stop treating CS like a feelings department and rebuild it like a revenue team.

 • Discovery on every account.
 • Forecasting that isn’t fantasy.
 • Multithreading that isn’t optional.
 • Impact that’s measurable, not mystical.

This is the system my team is running at Aligned
Tight onboarding.
Real pipeline.
Exec visibility.
Outcomes front and center.

And guess what happens
Time to Value drops.
Risk shows up early.
Expansions stop being “miracles” and start being math.

CS doesn’t need more empathy.
It needs teeth.
It needs clarity.
It needs accountability.

Treat CS like a commercial engine and it becomes one.
Treat it like support and you’ll be back on LinkedIn posting “Churn is so hard” thinkpieces.

𝗖𝗦 𝗶𝘀 𝘁𝗵𝗲 𝗡𝗘𝗫𝗧 𝘀𝗮𝗹𝗲™
Act like it or get left behind.

CEO @ Aligned | Don't Sell; offer 'Buying Process As A Service'

We sabotaged Customer Success by treating it like a support hotline—then acted surprised when ARR bled dry (2022-2024). The truth? CS is a revenue engine, just like sales. It deserves better. Fortunately, leaders like LeeRon Yahalomi get it. Here are 7 ways she’s building Aligned’s CS like a top-class sales org:

1. Training Is About Value Extraction, NOT How To’s

Similar to a great sales demo, you MUST focus on value, not features. You can’t expect people to care about How X works, before getting Why use X. LeeRon’s approach? Let champions run training (CSM facilitating). Instead of “click here”, it’s “Here’s how Jane accessed hidden stakeholders during our trial of Aligned and landed NIke!”

2. GAP Selling Discovery (Yes, in CS)

We’ve trained CSMs on GAP Selling. LeeRon’s team runs discovery calls for every new customer. They question our sales team’s assumptions, confirm the ‘why’ behind the purchase, and go deeper so they can craft success plans that align with the business priorities and be true partners.

3. Keep a Real Forecast Pipeline

Never assume a renewal. LeeRon’s team tracks renewals and expansions like a sales pipeline. They use actual data (usage, milestones, multithreading levels, ROI) to forecast outcomes. No guesswork. No ‘set and forget’. They have a timeline, clear gates, and next moves – just like top AEs.

4. “Health” = Trackable Outcomes, Not Product Usage

Your buyer's CFO doesn't care how many times someone logged in; they care about results. Weighted product ‘health score'? Boring... LeeRon built a playbook for measuring actual impact: 2x Stakeholder Access, 3x Win Rate in engaged rooms. Show that to the CFO – the renewal practically closes itself.

5. Commercial Skills > 'Happiness Management'

Renewals are commercial events, not a ‘likability contest’. LeeRon invests in sales training so her CSMs can handle pricing objections, negotiate renewals, and recognize red flags early. If you’re just making customers ‘happy’, you’re ignoring the real question: “Did we help them grow ARR?”.

6. Access to Power, Multithreading, and Exec Sponsorship

One champion isn’t enough. The CFO or CEO can veto your renewal in a heartbeat. LeeRon’s team builds multi-level relationships to ensure there’s exec buy-in. They target operational authorities, economic buyers, and build end-user champions. Value must be visible across the ENTIRE org.

7. Project-Manage Onboarding Like an Enterprise Deal

Why would you wing onboarding if you’d never wing a 6-fig POC? LeeRon’s team runs onboarding inside Aligned's Client Portal – 1 shared URL with all resources, success plans, and more. Both sides track value, and no one's left out of the loop. Time-To-Value just dropped by 62% due to LeeRon improving our template.

——

If you want to stop the ARR bleed in 2026:

Stop treating CS like a support hotline.

Train them like a top-tier sales team.

Watch churn turn into expansions.

P.S. Aligned's Client Portal is free: https://lnkd.in/dB5e2yt9

🔥 𝗦𝗼𝗺𝗲 𝗽𝗲𝗼𝗽𝗹𝗲 𝗷𝘂𝘀𝘁 𝗿𝗲𝗳𝘂𝘀𝗲 𝘁𝗼 𝗯𝗲 𝘀𝘁𝗼𝗽𝗽𝗲𝗱.

Every day I watch people launch into life with:

 • $0.17 in their account
 • plans scribbled on a napkin that’s seen better days
 • dreams held together by caffeine and blind optimism…
 • and the delusional confidence of a toddler who just discovered capes.

And the wild part?

They 𝗦𝗧𝗜𝗟𝗟 go out and make the universe tap out.

Meanwhile half of LinkedIn is like:
“𝗦𝗼𝗿𝗿𝘆, 𝗰𝗮𝗻’𝘁 𝘀𝘁𝗮𝗿𝘁 𝘆𝗲𝘁 — 𝗠𝗲𝗿𝗰𝘂𝗿𝘆 𝗶𝘀 𝘀𝗶𝗱𝗲𝘄𝗮𝘆𝘀 𝗮𝗻𝗱 𝗺𝘆 𝗡𝗼𝘁𝗶𝗼𝗻 𝘄𝗼𝗿𝗸𝘀𝗽𝗮𝗰𝗲 𝗻𝗲𝗲𝗱𝘀 𝗰𝗼𝗹𝗼𝗿-𝗰𝗼𝗱𝗶𝗻𝗴.”

Let’s be honest:
Success is rarely a straight line.
It’s usually a zigzag powered by questionable decisions and unreasonable self-belief.

So here’s your extra morning pep talk you didn't ask for :

 • Go be the reason your competitors clutch their laptops like emotional support animals.
 • Go be the person who makes excuses file for early retirement.
 • Go be the one who grabs today by the collar, shakes it twice, and turns absolute chaos into “holy hell… they actually pulled that off.

𝗚𝗼 𝗯𝗲 𝘁𝗵𝗲 𝗽𝗹𝗼𝘁 𝘁𝘄𝗶𝘀𝘁.
𝗚𝗼 𝗯𝗲 𝘁𝗵𝗲 𝗺𝗮𝗶𝗻 𝗰𝗵𝗮𝗿𝗮𝗰𝘁𝗲𝗿.
𝗚𝗼 𝗯𝗲 𝘁𝗵𝗲 “𝗼𝗵 𝗻𝗼... 𝘁𝗵𝗲𝘆’𝗿𝗲 𝘂𝗽” 𝗲𝗻𝗲𝗿𝗴𝘆.

What’s your most ridiculously scrappy “I made it happen anyway” story?

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Dale Zwizinski

LeeRon Yahalomi

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The Battle

Dale Zwizinski

LeeRon Yahalomi

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Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Dale Zwizinski's LinkedIn Performance

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