CRO - Chief Revenue Officer Archives

What Defines a Strong CRO in Middle-Market PE

In PE, profitable growth drives 50%-70% of equity value creation and directly impacts ROI to LPs. A strong CRO is critical – a proven operator with execution discipline, strong leadership, and a track record of driving predictable growth. They drive predictable growth, manage complexity, and execute the investment thesis to… Read More >

PE – Portfolio Value Creation: Top 10 Quantitative GTM Drivers to Diagnose First

Diagnosing GTM analytically starts by benchmarking pipeline sufficiency, quality, and per-rep load, then validating conversion efficiency and seller productivity, before optimizing pricing and retention for TEV uplift. Below is a top-10, PE-grade list of measurable GTM drivers and levers to diagnose where the problem sits. It’s key to look at trends… Read More >

CROs Make Exceptional CEOs

In software, many of the most effective chief executives come from sales. A strong CRO masters two of the hardest disciplines in business: Top-line growth – driving predictable, capital-efficient revenue P&L ownership – running organizations grounded in unit economics, margins, EBITDA and return on capital The best CROs already operate… Read More >

PE – Growing ARR Via Enterprise Sales (vs MM Sales)

I wanted to share the differences as well as similarities between the more complex and longer-cycle Enterprise Deals vs. Mid-Market deals where as the first type requires more Field Sales (and project-managing the complexity) while the second has more of an Inside Sales motion. It’s obvious that Mid-Market Deals have… Read More >

Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth

If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to grow your… Read More >

Developing a B2B Marketing & Demand Generation Strategy to Drive Sales

How to craft an effective B2B Marketing & Lead Generation Strategy

As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you develop your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale revenue effectively… Read More >

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