I help CROs deliver efficient growth
I partner with Chief Revenue Officers at B2B SaaS companies to accelerate efficient revenue growth by building a buyer-centric go-to-market strategy.
The world of a Chief Revenue Officer is challenging
While you aspire to deliver long term strategic impact, the reality is you are held to account with short term revenue measures and the average tenure of a CRO sits between 18 and 24 months.
I start working with CROs when the yellows in this diagram (the pains that prevent you from achieving your desired goals) take hold.
Poor pipeline coverage
Low conversion rates
End of quarter discounting
Deals slipping out of quarter
Closed-No Decision opportunities
Churn is creeping up
Voluntary attrition increasing
Finger-pointing between teams
Most commonly I partner with the most senior revenue leader in place (typically a CRO, sometimes the VP of Revenue Operations) I will work with that role to revisit and improve your buyer’s journey from unaware to repeat customer.
This may include:
Defining your ICP, buyer personas and value propositions
Designing, building and managing buyer enablement tools
Developing sales plays for new territories or customer segments
Note: CMO and VP Customer Success may not actually report into the CRO, but this graphic represents the CRO has 100% ownership of all Go To Market processes, systems and people.
In smaller organisations where there is no single revenue leader with responsibility across the go-to-market organisation I will work directly with the CEO.
I support them in building (or rebuilding) their go to market function, including:
hiring the GTM team
defining the value proposition for your ICP
defining the buyer and seller journey
designing, building and managing buyer enablement tools
Building sales plays to enable your sales team on a buyer-centric go-to-market strategy
