The Fractional Chief Revenue Officer (CTO) is responsible for guiding the company's revenue growth strategy, which requires leadership that is data-driven, collaborative, and inspirational.
What does a Chief Revenue Officer do?
A Fractional Chief Revenue Officer, often referred to as a Fractional CRO, is a specialized part-time executive who provides organizations with oversight of a company's revenue goals, go-to-market strategy, and execution. They align resources, define customer segments, and drive revenue performance goals.
A successful chief revenue officer oversees the entire revenue stream and ensures an integrated approach across marketing, sales, and customer retention. The CRO brings a broader, strategic perspective to grow revenue, recognizing that execution of integrated experiences across end-to-end buyer journeys using digital and physical channels generates revenue.
The CRO is responsible to select the right markets based on competitive position and target buyers to engage. He / she will ensure that offerings are competitive and positioned effectively and will identify optimal ways to access the market for each chosen market and customer segment.
A CROs responsibilities encompass everything that happens at a company that leads to revenue – from generating interest in the market to securing new clients to ensuring that clients stick around. And making sure that all those elements work together to ensure that revenue is flowing is what revenue operations does.
Fractional CRO Services
A Fractional Chief Revenue Officer (CRO) is a key asset for growing companies seeking to achieve their expansion objectives. Fractional CROs are responsible for optimizing and streamlining lead generation, new logo sales, client expansion sales, and renewals & retention, ensuring efficiency and excellence in the following key areas:
Metrics that Matter: Do you have the right metrics and dashboards to provide you with a clear-eyed analysis of how each revenue function is performing? Do you get that data regularly? Is it both accurate AND actionable?
Revenue Tech Stack: What technology is being leveraged by your marketing, sales and customer success teams? Do they integrate with one another? Are your teams leveraging these tools to the fullest?
Messaging Alignment: You communicate with your clients and prospects in far more ways than a sales pitch or a face-to-face meeting. Do all of your customer-facing touchpoints, from your on-line presence to your sales collateral to your client newsletter, give a consistent message?
Hiring and Onboarding: Failure to have a coordinated hiring and onboarding program can create massive discrepancies in the quality of the interaction between the revenue functions, and it can create a very unhealthy customer experience. How effective are you at hiring great people to speak to your clients? And how fast are you getting them up to speed and effective?
Revenue Improvement Initiatives: This is the area that many revenue generating organizations neglect. What is the process by which your company examines the overall health and effectiveness of your revenue generation functions? More importantly, what is your process for improving them?
What to Expect from TechCXO Fractional Chief Revenue Officer (CRO)
RevOps will enable the organization to understand how different departments contribute to revenue generation and identify areas for improvement. By taking a holistic view of revenue, leadership can align financial goals with the company’s overall growth objectives, ensuring that each department is working cohesively towards the same targets.
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