SaaS Backwards Episode 119 - Why CROs are struggling and what they can do about it – with Guy Mounier, Co-Founder and CEO of Aptivio

Written by Jason Myers | Apr 19, 2024 5:02:35 PM

With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling.

The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget or shifting economic conditions.

It's this intense focus on both top-line growth and cost efficiency that’s contributing to the high turnover and short average tenure of CROs, as they must quickly demonstrate success in these areas.

So, what can they do about it?

In this episode, Guy Mounier, Co-founder and CEO of Aptivio returns to the podcast to talk about:

How CROs can gain the visibility they need into their go-to-market motion so they can pull the right levers.
Why working with recruiters may help to ensure a company is ready for a CRO before hiring.
What the future sales tech stack and use of AI may look like.

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

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