Episode 213: Ian Storm takes the guys back to school.

⏱️ Timestamps:

00:00:00 - Intro

00:01:46 - Ian’s vague but impactful job

00:02:50 - What drives great customer success?

00:03:51 - Autonomy: customers in the driver’s seat

00:04:44 - Empowering employees with autonomy

00:06:28 - Building competence through wins

00:08:22 - Relatedness: creating real community

00:10:04 - Real-world application of the theory

00:12:15 - Wrapping up

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Ian Storm:

Ian's LinkedIn: https://www.linkedin.com/in/ian-storm/

Mentioned in this episode:

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Episode 212: Ryan Schultz, founder and CEO of DIVACS, has a burning question.

⏱️ Timestamps:

00:00:00 - Intro

00:00:57 - Ryan’s journey to launching DIVACS

00:02:03 - AI in CS: hype or helpful?

00:03:21 - What are we really calling AI today?

00:06:01 - Why Ryan avoids the AI label

00:08:10 - The bubble nobody’s talking about

00:08:40 - Thanksgiving dinner and AI dreams

00:10:03 - Rise of the robo-overlords?

00:10:38 - A 7-year-old and AI's moral dilemma

00:11:56 - Robots, reality, and what’s next

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Ryan Schultz:

Ryan's LinkedIn: https://www.linkedin.com/in/ryanmschultz/

Mentioned in this episode:

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Episode 211: Rob & Dillon discuss culture, exercise, and mental health.

⏱️ Timestamps:

00:00:00 - Intro

00:01:45 - The rise of “Meltdown Rob”

00:02:07 - Taking work too seriously

00:04:19 - Playing the game of life and work

00:05:09 - Walking the line between open and guarded

00:06:33 - Navigating emotional extremes at work

00:08:01 - Culture, vulnerability, and multitudes

00:08:32 - A company that truly “gets” mental health

00:10:14 - Rob and Dillon’s top self-care habits

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

Mentioned in this episode:

Matik

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Episode 210: Mohammed Alqaq returns to the show to help us make sense of your building blocks.

⏱️ Timestamps:

00:00:00 - Intro

00:02:03 - The Lego analogy for data mastery

00:05:58 - Why data is non-negotiable in 2025

00:06:37 - The human touch in data analysis

00:08:30 - Building a smarter data model

00:09:52 - Overcoming data roadblocks

00:11:02 - Creating a culture of data excellence

00:12:30 - Wrapping up

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Mohammed Alqaq:

Mohammed's LinkedIn: https://www.linkedin.com/in/mohammedalqaq/

Mentioned in this episode:

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Matik

Episode 209: Seth Dovev explains his approach to building his talent bench specific to his company's needs.

⏱️ Timestamps:

00:00:00 - Unlocking customer success potential

00:00:29 - Meet the crew of the Daily Standup

00:01:03 - Seth Dovev’s journey in CS and SaaS

00:01:49 - Hiring CSMs for product alignment

00:02:43 - The challenge of hiring technical CSMs

00:04:54 - The five personas of customer success

00:05:58 - Finding the right career fit in CS

00:08:13 - Identifying the next great CSM

00:09:50 - Lessons from the front lines of CS

00:11:18 - The secret to successful CS hiring

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Seth Dovev:

Seth's LinkedIn: https://www.linkedin.com/in/seth-dovev/

Mentioned in this episode:

Matik

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Episode 208: "It is not up to other people to offer you a seat to have your voice heard." - Kel Kurekgi

⏱️ Timestamps:

00:00:00 - Intro

00:02:14 - The glowing office mystery solved

00:03:05 - Victim mentality in customer success

00:05:56 - Owning your outcomes, not making excuses

00:07:14 - Fighting for budget like everyone else

00:09:01 - The echo chamber of complaints

00:11:30 - Accountability starts with you

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Kel Kurekgi:

Kel's LinkedIn: https://www.linkedin.com/in/kel-kurekgi/

Mentioned in this episode:

Subscribe to LTV's newest pod: Founders Behaving Badly

FBB

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Matik

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Episode 207: Sae Ro has an easy rule of thumb for measuring influence within the customer org.

⏱️ Timestamps:

00:00:00 - Intro

00:01:38 - Who holds the power in decision-making?

00:03:11 - Learning the hard way about executive influence

00:06:03 - The hidden value of below-the-line insights

00:07:13 - ATL shoutouts and empathy for BTLs

00:09:10 - Practical steps to map customer influence

00:10:45 - From CS strategy to military metaphors

00:11:31 - Closing thoughts

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Sae Ro:

Sae's LinkedIn: https://www.linkedin.com/in/saero/

Mentioned in this episode:

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Matik

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Episode 206: JP shares how he brings Buddhist principles to work each day.

⏱️ Timestamps:

00:00:00 - Intro

00:01:15 - Buddhism at work? Oh yeah!

00:02:29 - Your job can't make you happy

00:04:10 - Fulfillment vs. happiness at work

00:04:58 - Navigating human interactions with grace

00:08:05 - It’s not about you, it’s about them

00:08:46 - Embracing feedback for growth

00:11:09 - Processing before reacting

00:11:50 - When Buddhism meets the real world

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

Mentioned in this episode:

Subscribe to the Segment!

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Matik

And go listen to We F*cked Up So You Don't Have To with Stino and Melanie on the Lifetime Value Media Network, wherever you found this show!

Episode 205: The answer is no. We cannot explain why Mickey Powell referred to himself that way.

⏱️ Timestamps:

00:00:00 - Intro

00:02:07 - The amoeba of customer success

00:03:34 - Biology and customer success

00:07:21 - Whales, cows, and CS roles

00:08:49 - Expansion vs. distillation

00:10:30 - Psychology, AI, and evolution

00:12:33 - Divergence and the future of CS

00:13:49 - Until next time

📚 Books

The Compleat Strategyst by J.D. Williams: https://www.amazon.com/Compleat-Strategyst-Primer-Strategy-Mathematics/dp/0486251012

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Mickey Powell:

Mickey's LinkedIn: https://www.linkedin.com/in/mickeypowell/

Mentioned in this episode:

Matik

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Episode 204: Denny Burda brought Dillon's favorite thing to the show: stats! ...they're not very positive, though.

⏱️ Timestamps:

00:00:00 - Intro

00:02:31 - Death of a salesman: is sales failing?

00:03:24 - The shocking reality of SaaS churn

00:05:16 - The metrics that really matter

00:07:51 - Customer success: the key to survival

00:09:37 - The sandwich analogy of retention

00:12:09 - Why holistic experiences keep customers

00:12:57 - Parting thoughts

📺 Lifetime Value: Your Destination for GTM content

Website: https://www.lifetimevaluemedia.com

🤝 Connect with the hosts:

Dillon's LinkedIn: https://www.linkedin.com/in/dillonryoung

JP's LinkedIn: https://www.linkedin.com/in/jeanpierrefrost/

Rob's LinkedIn: https://www.linkedin.com/in/rob-zambito/

👋 Connect with Denny Burda:

Denny's LinkedIn: www.linkedin.com/in/dennyburda

Mentioned in this episode:

Matik

Subscribe to the Segment!

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And go listen to We F*cked Up So You Don't Have To with Stino and Melanie on the Lifetime Value Media Network, wherever you found this show!