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Podcast

The Science of Selling: A Chief Revenue Officer’s Perspective

Learn how leaders can maximize customer value and business growth in 2025 and beyond.

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February 17, 2023
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Overview

Challenges

The challenges addressed in this episode include the need for tech companies to balance immediate revenue goals with long-term transformation as they shift to cloud-first models, and the importance of integrating customer success with sales and marketing efforts to ensure value realization and sustainable growth. Additionally, there is a focus on leveraging data and analytics to drive revenue and improve operational efficiency.

Summary

The podcast explores the growing significance of the Chief Revenue Officer (CRO) role in technology companies, particularly during business model transformations. The discussion highlights the balance between immediate revenue accountability and the long-term transition to cloud-first solutions. It emphasizes the need for effective collaboration across departments to drive customer success and sustainable growth.

Key takeaways

CRO's Role Evolution:

The CRO is increasingly essential for navigating the complexities of transforming traditional tech companies into cloud-first entities.

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Importance of Collaboration:

Effective cross-functional collaboration among sales, marketing, and customer success teams is vital for optimizing revenue generation and customer value realization.

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Focus on Recurring Revenue:

Companies are shifting towards growth models that prioritize recurring revenue through as-a-service offers, necessitating careful strategy development.

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Data-Driven Decisions:

Utilizing analytics and predictive tools enhances decision-making in sales, driving efficiency and better customer outcomes.

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Profitability vs. Growth:

Balancing immediate revenue goals with the pursuit of long-term profitability is essential for sustainable business success in today’s tech landscape.

Podcast speakers

Todd Cione

EVP and Chief Revenue Officer, Teradata

Thomas Lah

Executive Director and Executive VP, TSIA

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