The Channel CRO (The Channel CRO)

Dive into the transformative world of sales and marketing in the latest episode of The CRO Podcast featuring the insightful Jimmy Hatzell, VP of Revenue at CyberQP. Join us as we debunk common misconceptions about marketing KPIs and unravel the future of venture-backed startups and MSPs.

With an engaging discourse on the evolving landscape of sales, including a predicted shift from traditional quota strategies to dynamic demand-driven approaches, this episode is a goldmine of fresh perspectives. Don't just stay updated; stay ahead with the visionary insights shared in this episode.

About Jimmy: 

Jimmy Hatzell is a tech-industry powerhouse. From owning his very own technology consulting firm, to making waves in the cybersecurity landscape with both SKOUT Cybersecurity and Barracuda MSP, he's had a transformative journey. Now, donning the title of VP of Revenue at CyberQP after serving as its Director of Marketing, here's a leader whose diverse experience spans industries and roles.  

Welcome to this episode of The Channel CRO, where hosts Kathleen Martin and Desraie Thomas are joined by Darr Aley, co-founder of Aidentified and a veteran of entrepreneurship and corporate strategy. Darr shares his experiences working with icons like Jeff Bezos and Elon Musk, and shares his insights on the critical role of a Chief Revenue Officer (CRO) in driving a company's success. He discusses the transition from large corporations to startups, emphasizing the importance of team building and culture, and outlines key metrics for small business growth.

Our conversation also highlights the transformative impact of AI and data analytics in sales, marketing, and customer relationships. Darr provides insights into his leadership style and the lessons learned over his career, underlining the significance of relationships and AI in enhancing business operations.

Tune in to gain valuable insights on leadership, the role of technology in business, and strategies for driving growth and efficiency in today's dynamic business landscape.

Dive into an intriguing episode of The Channel CRO with Kathleen Martin, Desraie Thomas, and special guest Susan Tyburski, CRO of Pipl. Discover Susan's vast experience in fraud mitigation and digital identity, long before the rise of AI, and her passion for creating a secure online experience for shoppers like herself. Learn about the profound impact of the global lockdown on digital adoption, emphasizing the importance of understanding your digital footprint in today's online world. Desraie emphasizes the necessity to grasp the concept of digital identity, while Kathleen delves into ensuring alignment across sales and marketing teams in the realm of digital trust. If you want to understand the depth of digital identity and its implications, this episode is a must-listen.

About Susan: 

As the Chief Revenue Officer at Pipl, Susan Tyburski stands at the forefront of digital identity, spearheading efforts to cultivate online trust for businesses at every touchpoint. With a rich tapestry of knowledge woven from the evolution of digital identity, Susan understands its profound influence on virtually all online enterprises. Her skill set, honed over years in the industry, includes formidable sales leadership, strategic go-to-market planning, adept team guidance, and high-level executive engagement. Before her tenure at Pipl, she showcased her prowess as the Vice President of FS Global Fraud Solutions at TransUnion. With her insights and experience, Susan remains a pivotal figure in shaping the landscape of digital trust.

In this episode hosts Desraie Thomas and Kathleen Martin sit down with Rob Rae, Corporate VP of Community and Ecosystems at Pax8, to delve into the pivotal role of community in the CRO space. Rob brings a wealth of experience in building successful communities and offers invaluable insights into how CROs can leverage these communities to drive growth and enhance their partner programs.

During the conversation, Rob underscores the importance of community in building trust, loyalty, and strong relationships with partners, stating, "Everyone has a community. It's just whether you're paying attention to your community or not."

The discussion also highlights the significance of events in the channel industry and the necessity of executing a proper event strategy to achieve a positive ROI. Rob emphasizes that creativity and execution are essential in maximizing the value of events and building thriving communities. 

Learn more about the Beyond conference: https://www.pax8beyond.com/

In this episode of "The Channel CRO," guest Armon Aghaie, the Chief Revenue Officer at 1Path, delves into his career journey and the evolving role of a CRO. Aghaie shares his belief in the importance of longevity and mastery in a career, emphasizing that money is a byproduct of mastery in a chosen field. He recounts his consistent focus since childhood on becoming a CEO, which has shaped his career decisions and learning endeavors. Aghaie also discusses the changing landscape of business roles, noting that the CRO position didn't exist at the start of his career but has become crucial due to the need for harmony between different business functions like marketing and sales. His approach to leadership and team-building centers around creating cohesive teams across various departments, focusing on culture, interconnectedness, and operational excellence. Aghaie emphasizes the importance of metrics and data in understanding business health, advocating for a comprehensive view of data to inform decisions and strategies. This insightful conversation sheds light on the nuances of revenue leadership and the integral role of a CRO in modern business structures.

In this episode of The Channel CRO podcast, host Kathleen Martin interviews Kirsten Craft, the Chief Revenue Officer for North America at Prolifics, a technology solutions provider. Kirsten discusses her journey at Prolifics since 2013, initially as Vice President of Business Development and later as a member of the North American Board in 2020. She emphasizes fostering growth and innovation, particularly through collaborations with strategic alliances. Kirsten reflects on her past roles, including her impactful tenure at SIS as Executive Vice President, and emphasizes the significance of marrying IT solutions with business needs. Throughout the interview, she shares insights into her role as CRO, the evolving nature of technology, and the importance of strategic alliances. Kirsten also touches on the significance of cultural integration, innovation, and customer engagement in driving business growth and transformation.

In this episode of the Channel CRO podcast, now officially a JSG podcast, host Janet Schijns, CEO of JS Group, shares the exciting news about the podcast's new alignment with JSG and its focus on growth within the CRO community. The group discusses JS Group's track record of enhancing sales enablement and reducing time to sales, discussing upcoming research on effective routes to market and the development of a comprehensive CRO toolkit. These initiatives aim to provide CROs with actionable insights and essential resources to navigate the changing sales landscape and accelerate growth. The conversation concludes with a forward-looking discussion on the future impacts of the podcast on go-to-market and sales strategies in the IT ecosystem. 

The CRO Research Report is now available: https://www.jsgnow.com/research

Welcome to The Channel CRO, where hosts Kathleen Martin and Des Thomas interview Warren Zenna, founder of the CRO Collective. In this episode, Warren shares his insights on the crucial role of Chief Revenue Officers in aligning sales, marketing, and customer success to overcome revenue misalignment in B2B companies. He emphasizes the importance of leadership, expertise, and data-driven decision-making in crafting a successful CRO strategy. Tune in for a condensed masterclass on empowering CROs to excel in their pivotal roles.

In this episode, Kathleen and Desraie sit down with Derek Osgood, the CEO and founder of Ignition, to explore the transformative power of AI in the business world. Derek shares how Ignition leverages AI to streamline product roadmaps and launch campaigns, aligning product, marketing, and sales teams to drive powerful results in the market. Emphasizing that AI is not meant to replace humans but to enhance their capabilities, Derek discusses the importance of breaking down silos and creating a shared understanding among teams. "AI allows your team to work on drastically more strategic work," he notes, highlighting how AI frees up employees to focus on higher-level tasks. He also underscores the significance of alignment and communication, stating, "If everybody's actually pulling in exactly the same direction with exactly the same goal and exactly the same message, it drives in the market much, much more powerfully." Tune in to this insightful conversation to learn how AI can revolutionize your business operations and elevate your team's strategic impact.

In this episode of The Channel CRO, Kathleen and Desraie sit down with Alex Shyshko, the Chief Revenue Officer (CRO) of Outbound Funnel. They discuss pivotal topics such as customer experience, the strategic role of marketing, the evolving influence of artificial intelligence (AI) in sales and marketing, the concept of micro markets, and effective funnel building techniques. Alex emphasizes the integral role of customer experience in unifying various organizational functions and how marketing efforts must be designed to support the customer journey. He shares his expertise on using AI as a catalyst for generating options and enhancing efficiency, although he underscores that it cannot substitute human creativity and execution. The discussion also covers how identifying and engaging with micro markets is essential for precise targeting, and the importance of prioritization in his role as a CRO. Alex wraps up the conversation with valuable book recommendations and information on how listeners can connect with Outbound Funnel. Whether you’re looking to refine your marketing strategy or better understand the role of technology in sales, this episode is packed with insights.

This week, we are thrilled to welcome Brandi Starr, the COO of Tegrita, co-author of CMO to CRO, and the voice behind the "Revenue Rehab" podcast. Brandi is widely recognized for her expertise at the intersection of marketing strategy, creativity, and sales. At 2:19, she dives into the significance of integrating sales, marketing, and technology and how this forms the essential three-legged stool for businesses to thrive. As the conversation unfolds, Brandi delves deep into the challenges of lead management, the evolution of the Chief Revenue Officer role, and the pressing need for organizations to utilize their data better. Be sure to stick around to where our discussion turns to #tacosarelife. 

About Brandi: 

Brandi Starr is a true Modern Marketing Maven; she believes marketing magic happens at the intersection of strategy, creativity, and technology.  As Chief Operating Officer at Tegrita, a marketing consultancy specializing in marketing automation and strategy for the Modern Marketer, Brandi helps companies of varying sizes to attract, convert, close, and retain customers using technology. Voted one of the top 50 Women You Need to Know in Martech, 2018 Brandi's 20+ year career has spanned a variety of industries and marketing disciplines. Brandi is the Co-Author of CMO to CRO, The Revenue Takeover by The Next Generation Executive. When she’s not making the magic happen, you can find her on a plane (she loves to travel), eating street tacos (#TacosAreLife), or spending time with her family.

In the latest episode of The Channel CRO podcast, join hosts Kathleen and Desraie as they sit down with Ryan Pastian, the Chief Revenue Officer (CRO) of Language I/O. This insightful conversation jumps right into Ryan's unique journey to becoming a CRO, underlining the pivotal role of fostering relationships and building a robust community within the organization and beyond. Ryan shares his expert insights on the crucial balance between managing metrics for aligning marketing and sales strategies and the personal experiences that shape a successful CRO. He emphasizes the importance of collaboration, adopting a 'fail fast' mentality, and effectively juggling sales and leadership responsibilities. Additionally, for those eager to enhance their sales acumen, Ryan recommends seminal books like 'Gap Selling' and 'The Challenger Sale.'

Whether you're an aspiring CRO or a seasoned sales professional, this episode is packed with valuable takeaways: the necessity of collaboration for success, the art of driving revenue growth through metric management, and the endurance required in the high-stakes world of sales. Dive into this episode for an in-depth exploration of what it takes to be a sales athlete in today's fast-paced business environment, and don't forget to listen, subscribe, and stay tuned to The Channel CRO for more enriching content that keeps you ahead in the world of sales and revenue growth.

Welcome to this episode of The Channel CRO, featuring Kevin Brooks from Procurant. In a focused conversation, Kevin explores key aspects of revenue generation and organizational dynamics, emphasizing the critical roles of revenue velocity, team alignment, and the unique challenges in the food industry. He stresses the importance of the right personnel, the diverse objectives of sales and marketing, and the strategic balance a Chief Revenue Officer must maintain for both short-term success and long-term growth. Highlighting customer service and profitability as business cornerstones, Kevin’s insights are invaluable for anyone aiming to enhance their understanding of effective business leadership and the collective effort needed for organizational success. Tune in for a condensed masterclass on driving business forward with strategic alignment and robust leadership.

In this episode of the podcast, hosts Kathleen Martin and Desraie Thomas engage in a profound discussion with Rob Fegan, the founder of Venvito, focusing on the Chief Revenue Officer (CRO) mindset.

Together, they explore the multifaceted aspects of driving revenue and growth within a business, stressing the importance of a holistic approach that involves the entire team. One of the central themes explored is the significance of assembling a cohesive team, composed of individuals who not only possess the necessary skills but also resonate with the company's values. Fegan emphasizes the critical role of hiring individuals who exhibit the drive to execute revenue-centric tasks effectively.

Additionally, the conversation highlights the importance of aligning success metrics collaboratively with the team to ensure collective buy-in and accountability. Fostering a culture of continuous learning emerges as a key component of the CRO mindset, with recommendations from Fegan regarding books and mentors that have influenced his journey. 

Welcome to this episode of The Channel CRO, where Andre Cuenin, the Chief Revenue Officer at Veracode, joins us. In this conversation, Andre delves into the nuances of revenue management, shedding light on the criticality of synchronizing marketing and sales efforts. He offers an in-depth look at leveraging cutting-edge technology and the pivotal metrics he prioritizes—activity, pipeline, bookings, and forecast.

Beyond the numbers, Andre provides valuable insights into growth strategies and the key traits necessary for ascending the ranks in sales and marketing roles. Our discussion wraps up with Andre underscoring the importance of a well-executed go-to-market kickoff. This strategic move ensures alignment across teams and reinforces a customer-first approach. 

In this episode of The Channel CRO, Kathleen Martin talks with two guests from Skyflow, Tammy Sexton, Chief Revenue Officer (CRO) of Skyflow, and Courtney Reding, Global Head of Alliances and Channels.

Throughout the conversation, the podcast underscores several key themes. Adaptability and flexibility emerge as vital attributes in the role of a Chief Revenue Officer and highlight the constant evolution and need for change in this position, underscoring the importance of keeping an open mind and being receptive to feedback.

Furthermore, the episode emphasizes the significance of fostering open communication between sales and marketing teams. Tammy and Courtney discuss strategies for aligning these two critical functions, ensuring that they work harmoniously to drive revenue and achieve common goals.

Also underscored is the pivotal role of hiring the right talent. Tammy articulates how selecting the right individuals is not only a fundamental aspect of a CRO's responsibilities but also one of the most significant factors impacting a company's success. Her insights provide a roadmap for other CROs in identifying, recruiting, and retaining top-tier talent.

Welcome to The Channel CRO podcast, where this week we're joined by Karuna Mallakuntala, the Chief Revenue Officer of MOURI Tech. In this episode, Karuna shares his transition from programming to leadership, illuminating the crucial role of revenue cycle management and the alignment between marketing, sales, and customer success in driving revenue growth. He discusses MOURI Tech's focus on client retention, revenue forecasting, and understanding customer lifetime value as key drivers for scaling the business. Karuna emphasizes the importance of breaking down silos between departments to ensure a seamless customer experience and the necessity of continuous training for effective revenue generation. Furthermore, he explores the unique aspect of emotional connection in the IT service industry, advocating for a balance between technical expertise and human elements in the customer journey. Join us for an engaging discussion on the intersection of emotion, technology, and business growth.

Welcome to this episode of The Channel CRO, where hosts Kathleen Martin and Des Thomas sit down with Vikas Shah, the Chief Revenue Officer at LSQ, a pioneering force in the area of working capital finance. Together, they look deep into the critical subject of sales and marketing alignment, the evolving strategic role of the CRO in enhancing customer value, and the intricate challenges faced when instigating organizational changes.

Vikas shares insights on the necessity for businesses to optimize their operations, becoming smarter, better, and quicker despite the constraints of limited resources. Furthermore, he underscores the transformative impact of technology and artificial intelligence in streamlining processes. With a recommendation to explore 'The Champion Mindset' by Joanna Zager for further motivation, this episode is a treasure trove of wisdom for professionals eager to understand the dynamics of contemporary market success, the paramount importance of customer value, and the innovative strategies to thrive in today's competitive landscape.

On the latest episode of The Channel CRO, guest Cliff Simon from Carabiner Group dives deep into his journey from mid-market enterprise selling to helping a young entrepreneur create a revolutionary product. As the CRO of Carabiner Group, Simon emphasizes the importance of blending B2B and B2C experiences, removing friction from the buying cycle, and the interconnectedness of sales, marketing, and customer success. He also introduces the groundbreaking concept of Rev Ops as a service, offering companies a modular approach to system management. With his unique perspective, Simon underscores the necessity of collaboration across all departments for a unified go-to-market strategy. Tune in to learn about the evolution of sales and marketing integration and gain insights into the future of business operations.

About Cliff: 

Cliff Simon, the Chief Revenue Officer (CRO) of the Carabiner Group, is a seasoned expert in go-to-market (GTM) strategies and revenue operations (RevOps). With over 15 years of diverse technological experience spanning sectors like SaaS, consulting, Regtech, e-commerce, and more, he's adept at guiding GTM teams to success. While his portfolio boasts of tenures at Fortune 20 companies, Cliff especially enjoys the energy and change-making power of startups.

Welcome to The Channel CRO podcast, where today's conversation features a look into the intersection of revenue sales, marketing, and cybersecurity. Join Kathleen and Desraie as they sit down with Scott Sampson, the Chief Revenue Officer at Securonix. The trio explores the critical role of data-driven decision-making in cultivating high-performing sales teams, delves into the burgeoning opportunities for MSPs within cybersecurity solutions, and examines the transformative impact of AI on threat detection and mitigation. Scott brings his expert insights into the essentials of hiring for sales roles, emphasizing the importance of intelligence, drive, and empathy. He also shares a valuable resource for any sales leader looking to enhance their approach: 'The Qualified Sales Leader' by John McMahon. Tune in to gain a wealth of knowledge on harnessing the power of technology and strategy in the fast-evolving world of cybersecurity sales.

Desraie Thomas and Kathleen Martin interviewed Greg Plum, who holds a pivotal role as a Fractional Channel Chief and Director at PartnerReady. The trio discusses various crucial aspects of business strategy, emphasizing the significance of comprehending and utilizing ecosystems for business prosperity. A key part of their discussion revolved around the critical alignment of sales and marketing teams, and they examined important metrics for gauging the effectiveness of this collaboration, such as meetings, leads, and closed deals. Greg offered valuable insights on the optimal timing for businesses to transition from employing a fractional Chief Revenue Officer (CRO) to a full-time one, highlighting that this decision should be based on effectiveness rather than the size of the company. The conversation also underscored the profound influence that team alignment has on the culture and productivity within a company. Additionally, Greg shed light on the importance of mentors and networking in professional growth. To further support the listeners, he recommended several resources, including 'How to Win Friends and Influence People' by Dale Carnegie, 'Purple Cow' by Seth Godin, and 'Give and Take' by Adam Grant.

In this episode we're thrilled to have JD Miller, the CRO of Kantata, join us for an insightful conversation. J.D. will share his expertise on bridging the gap between various organizational divisions, shedding light on how the role of a CRO extends beyond just leading sales to encompass customer success, renewals, and new logo generation. We'll also explore the evolving dynamics of "smarketing" teams and how JD has navigated these changes in his impressive career. Stay tuned for an episode packed with valuable insights and strategies for driving revenue growth and fostering team alignment.

Are you intrigued by the evolving role of Chief Revenue Officers? Join Emalee Sugano, Director of Marketing and Strategy at BLOKWORX, as she shares insights on how the CRO role impacts sales and marketing collaboration. Learn how a CRO can tie the pieces together and drive your company's growth. In this podcast, discover valuable insights on MSP industry marketing and strategy, including Emalee's impressive strategic planning and content creation skills. Explore aligning marketing and sales teams for revenue generation, innovative solutions like "sales walks," and strategies for proactive customer communication and partnerships. Emalee's journey from anxiety to marketing and strategy underscores the industry's importance of mental health conversations. Tune in for invaluable MSP marketing and sales strategies.

About Emalee: Emalee Sugano, is the Director of Marketing and Strategy at Bloxworx. Emalee is a seasoned veteran dedicated to the Channel. She boasts an impressive array of skills, from her exceptional ability to draft and oversee strategic plans to her unmatched flair in creating persuasive content. With a keen passion for market research, she has been at the forefront of innovating MSP marketing efforts for nearly a decade. At Bloxworx, Emalee doesn’t just dwell on technicalities; she challenges enterprises to concentrate on real-world solutions for their clients, emphasizing the value of managed security services. Her innovative approach ensures that companies under her guidance are always a step ahead.

In this podcast episode, David Holstein, the Chief Revenue Officer (CRO) at Neocol, shares insights into his journey from an individual contributor to a CRO and the importance of having a clear go-to-market message. He emphasizes the critical attributes of a successful CRO, such as understanding various functions and effective leadership.

David discusses his commitment to inclusion, kindness, and work ethic as key values that contribute to building a cohesive team and fostering a culture of continuous improvement.

He also addresses challenges driving commercial success, highlighting the importance of addressing internal tensions and maintaining open dialogue.

David recommends that leaders focus on personal growth and motivation to lead effectively and maintain a harmonious integration of departments for an excellent customer experience. 

In this episode of the Channel CRO, hosts Des Thomas and Kathleen Martin welcome Charlie Tomeo of Rewst.  Charlie emphasizes the importance of alignment within the go-to-market team and shares insights on creating a unified sales, operations, and marketing dashboard. He also explores the significance of implementing a pod structure and delves into the challenges when marketing and sales clash. Together the group discussion then moves towards effective strategies and tactics to drive revenue growth within the organization while fostering a culture of collaboration and development. Charlie also shares his insights into the IT industry community's biggest challenges, such as resource scarcity and talent acquisition, and highlight the need for adaptation in an ever-changing economy. 

About our guest: 

Charlie Tomeo is an accomplished and visionary Chief Revenue Officer with over 20 years of experience in IT and cybersecurity. He is currently leading sales strategy development and execution at Rewst, where he oversees the creation and delivery of accessible RPA solutions for MSPs. With deep knowledge of endpoint, web security, and data protection markets, Charlie has a successful track record of engaging with partners and end customers throughout their solution lifecycles. 

Before joining Rewst, Charlie held senior positions at industry-leading companies such as Axcient, Carbonite, and Webroot. He was recognized as a seven-time CRN Channel Chief and a Top 100 Executive in 2021-2023. In 2021-2023, he was named one of the Top 25 Technology Disrupters. Charlie's leadership and innovation in the channel earned him the prestigious Channel Partners Circle of Excellence award in 2018. His exceptional strategic planning and execution skills and his keen ability to identify growth opportunities make him a valuable asset to any organization.

In this episode of The Channel CRO, we're joined by Stacy Hayes, Co-Founder and EVP Americas at Assured Data Protection. An expert in the data protection industry, Stacy shares his journey of disrupting the market with a novel pay-per-use model and scaling a company to manage over 20 petabytes of data. He discusses the importance of aligning marketing and sales for customer satisfaction, balancing between automation and customer service in managed services, and his leadership approach shaped by military discipline. Stacy also delves into the challenges of demand generation, channel partnerships, and the innovative strategies for streamlining sales in managed services. Tune in for invaluable insights from a leader who's at the forefront of revolutionizing data protection.

In this illuminating episode, Janet Schijns, the dynamic CEO of JS Group, delves deep into the evolution and significance of Chief Revenue Officers (CROs). Schijns traces the CRO shift's roots, pinpointing its acceleration during the pandemic and its transition towards being heavily data-driven. Highlighting the multifaceted role of CROs, she elaborates on their confluence of sales, marketing, operations, and customer experience. She offers vital insights on the increasing emphasis on technology integration, from CRM and marketing automation to advanced checkout tools. Yet, she warns of potential pitfalls, like new, budding vendors disrupting the space. Schijns vividly recounts Verizon's oversight with blocked accounts, costing them a substantial account. She underscores the pivotal role of CROs, especially in IT channel organizations, as the key to customer acquisition and retention. Moreover, she stresses the necessity for a comprehensive understanding of marketing and financial nuances for a successful CRO. Dive into this episode to grasp the profound transformations in the industry, where it's heading, and how companies can stay ahead in this game.

About Janet: 

Janet is a proven leader in the digital landscape, consistently delivering outstanding results with an average improvement rate of 47%. Her expertise spans "channel-as-a-service" models, IoT, security, and mobility solutions. As an independent board member, she brings a wealth of experience to audit, governance, and compensation committees.

At JS Group, Janet's approach is refreshingly practical. No more empty PowerPoint strategies – she's all about real results. With her razor-sharp problem-solving skills, she navigates challenges seamlessly, from business models to digital transformation.

In this captivating episode, we sit down with Jim Tarantino, CRO of Coro, a recognized authority in sales, entrepreneurship, and, more importantly, recruitment, training, motivation, and business development. Delve deep as Jim unpacks the three-prong go-to-market model he developed at Corro, detailing the triad that drives global revenue: existing customer base, a dynamic mix of marketing strategies, and the indispensable sales engineering and technical experts. As one of the guiding forces behind Coro, the fastest growing cybersecurity company targeting the mid-market niche, Jim sheds light on the RTSA framework, the art of balancing company vision with tactics, and the role metrics play in gauging the success of business units. From the significance of a Chief Revenue Officer to fostering a customer-first mindset and the strategy to grow from start-up to hyper-growth, Jim offers invaluable insights topped with advice for businesses venturing into cybersecurity. Don't miss out, as he also touches on his mission, the importance of teamwork, and the power of surrounding oneself with brilliant minds.

About Jim: 

Throughout Jim's illustrious career, spanning from entrepreneurial startups to the pillars of corporate America, he has distinguished himself as a dynamic Senior Sales Leader. He's been the driving force behind numerous startups, steering them through the exhilarating stages of hyper-growth, funding, IPOs, and lucrative exits. With Jim's leadership, five of these ventures alone have achieved a combined exit value of over $10 Billion. Moreover, his knack isn't confined to fostering initial successes; Jim has showcased an unparalleled ability to breathe life into struggling sales organizations.

Delving deeper into Jim's expertise, he has been a prominent figure in the Technology sector, encompassing areas such as Telecom, Internet, SaaS, Cloud, Software, Cyber Security, Mobile, and Digital Media. As a Sales and Marketing Leader, he's consistently produced profitable outcomes, mastering both B2B and B2C sales terrains. He boasts comprehensive experience that spans both inside and outside sales, effectively integrating Direct Sales with Channel Partners/Resellers. Jim's multifaceted approach covers everything - from recruitment, training, motivation, to business development, account management, and the intricate strategies of sales and marketing. He's a visionary leader, adept at shaping overarching sales strategies while simultaneously zeroing in on immediate tactical necessities.

Beyond these accomplishments, Jim is also a certified professional business coach, a best-selling author, and a revered speaker, cementing his reputation as a leading light in the industry.

In this episode of The Channel CRO, hosts Kathleen Martin and Desraie Thomas sit down with Zebra Technologies' Chief Revenue Officer, Richard Hudson, for a deep dive into the world of CROs. Richard shares his insights on the importance of customer focus, the need to break down organizational silos, and the key metrics CROs should track. He emphasizes building high-performing teams and the unique path to becoming a CRO, highlighting the value of diverse experiences. The episode wraps up with advice on professional growth, including networking and continuous learning. Tune in for a concise exploration of achieving success in the critical role of a CRO, packed with actionable insights for leaders at all levels.

In this episode, we hear Kathleen Martin and Desraie Thomas having a relaxed yet insightful chat with Brian Whitney, the Chief Revenue Officer at TRAY. They dive into what Brian's day-to-day looks like at TRAY and his journey in the sales and marketing world. Brian's pretty open about how he's been shaping the sales and marketing teams at TRAY, and he really stresses how crucial it is for these teams to work hand-in-hand. It's all about connecting with clients and building those lasting relationships, something Brian seems passionate about.

Brian also gets into the nitty-gritty of what metrics are key in sales and marketing and what it takes to be a top-notch CRO. 

The key takeaways? Well, first off, having a strong sales and marketing team is a big deal for any company's success. Getting those teams to gel and work together for better outcomes is also super important. Then there's the metrics - keeping an eye on brand impressions, leads, opportunities, and demos. And for the CRO role, it's all about being the team's cheerleader, challenger, and supporter.

In the latest episode of "The Channel CRO," we have the pleasure of hosting Joseph Landes, the Chief Revenue Officer (CRO) at Nerdio. Joseph shares his incredible journey, from his early days as a summer intern at Microsoft to his current role at Nerdio. With 23 years of experience and a global perspective shaped by living in various countries, Joseph's insights are both fascinating and invaluable. Discover how Joseph's roles at Microsoft prepared him for his CRO position at Nerdio and how his international experiences have molded his personal and professional growth. You'll gain a wealth of knowledge about fostering collaboration between sales, marketing, and customer support, all from a leader who's been in the trenches. As an avid reader, Joseph shares his book recommendations, covering business insights, literary fiction, and more.

Tune in to this episode to learn, be inspired, and gain fresh perspectives on leadership, global business, and personal growth. Whether you're a seasoned professional or just starting your career, there's something here for everyone. Listen now and prepare to be inspired by Joseph Landes on "The Channel CRO" podcast.

Welcome to this episode of The Channel CRO, where we get a peek into the world of Chief Revenue Officers (CROs) and their pivotal role in steering organizations towards success. In today’s segment, we're thrilled to host Danny Suk Brown, the President of AppMeetup, who brings a wealth of experience as a fractional CRO.

Danny sheds light on the intricate challenges of driving change within organizations, emphasizing the critical need to dismantle operational silos and enhance interdepartmental collaboration. He offers invaluable insights into the essence of building robust relationships and the core metrics every CRO must vigilantly monitor. Additionally, he extends practical advice to technical experts aspiring to excel in sales, underscoring the importance of simplifying complex ideas to meet customer needs and the undeniable power of effective public speaking success.

In this episode of "The Channel CEO" podcast, hosts Des and Kathleen welcome John Addeo from Netsurion. They discuss breaking down silos between marketing, sales, operations, and customer experience. John shares his journey from global channel alliances to becoming the Director of North America and Chief Revenue Officer (CRO). They highlight the vital role of a CRO in unifying strategies and leading all paths to the customer. The conversation also touches on challenges in change management and the importance of embracing the human element in communication and problem-solving.

About John Addeo:

John Addeo possesses a wealth of experience spanning over 20 years in Sales and Leadership roles within the Cybersecurity sector. With a track record marked by strategic plan development, successful go-to-market strategies, and transformative business initiatives, John is renowned for his accomplishments. A distinctive facet of his approach is shaped by international exposure, allowing him to adeptly address intricate cybersecurity challenges and foster enhanced execution and alignment amid the ever-evolving technological landscape.

As a results-oriented leader, John adopts an open and collaborative style of leadership underpinned by a firm commitment to accountability across all tiers of the organization. His involvement extends beyond the professional sphere, as evidenced by his participation in various leadership development programs and his substantial contribution to leadership boards and groups. John served on a non-profit organization's Board of Directors for a commendable eight-year tenure.

At present, John Addeo is the Chief Revenue Officer (CRO) at Netsurion, a distinguished provider of Managed Extended Detection and Response solutions catering to MSPs, MSSPs, and a diverse clientele.

Welcome to another exciting episode of The Channel CRO with Des Thomas and Kathleen Martin. Today, we have a special guest, Ted Roller, the Chief Revenue Officer of CloudRadial. In this episode, we delve deep into the dynamic world of channel leadership and its evolution. Ted shares valuable insights about the role of a channel chief and how it's all about storytelling and being the bridge between MSPs and SaaS companies, often acting as the advocate for both. He emphasizes the importance of aligning the value proposition with the ever-changing needs of MSPs and how this alignment can reduce silos, drive revenue, and increase partner satisfaction. Ted also touches on the rapid evolution of MSPs and the tools that have propelled their growth, making the CRO role more crucial than ever. Tune in as we explore the shifting landscape of channel leadership and what it takes to succeed in this dynamic field.

In this episode Desraie and Kathleen sit down with Cody Schneider, the co-founder of Swell AI and Drafthorse AI, to delve into the transformative impact of AI on marketing. They explore how AI can optimize content production and growth marketing, highlighting the essential role of automation engineers in streamlining processes. Cody emphasizes that AI is not a replacement for human creativity but a tool that can significantly enhance human capabilities and efficiency.

By implementing AI, organizations can gain a competitive edge and adapt swiftly to market changes. He stresses the importance of expert knowledge and brand voice guidelines in creating high-quality AI-generated content.

"Expert knowledge is going to become more valuable than it ever was before," Cody notes, underscoring the enduring importance of human expertise in the age of AI.

Tune in to this insightful conversation to learn how AI can revolutionize your marketing strategies and boost your business growth.

Ahoy, channel community! Welcome to The IT Channel CRO, the podcast where we set sail on a thrilling treasure hunt to uncover the secrets of revenue growth and channel partnerships. Each week hosts Desraie Thomas and Kathleen Martin will explore the strategies that lead to success in indirect sales. Join us as we learn from top CROs, gain practical insights, and chart a course to maximize your channel performance. Get ready to navigate the waves of collaboration and uncover the hidden treasures of channel sales. Welcome aboard The IT Channel CRO.

Visit our website for more information: https://thechannelcro.com/