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Research Report

The State of the Chief Revenue Officer (CRO): 2023

An increasing number of technology companies are hiring chief revenue officers (CRO) to lead their revenue generation efforts.

Sales and customer success teams, specialists, and partners all have key roles to play, but someone must see the big picture and coordinate their efforts. When the various customer-facing roles exist in their own silos, the effort can be ineffective, inefficient, and expensive. And, as the global economy faces headwinds in 2023 and beyond, it will become essential that CROs must do more with less. They must maximize the return on the efforts of their teams to secure not just growth, but also profits.

TSIA has conducted interviews and surveys with dozens of technology CROs and has learned what is top of mind for them right now as well as the most pressing challenges they are facing. This paper will examine the role of the CRO and how it differs from a sales executive, how CROs are dealing with the next wave of digital transformation, and the top initiatives that CROs are taking on in the next 12 to 18 months. 

Download a copy to share with your team! 

Authored By:

Steve Frost

Vice President and Managing Director, Revenue Research and Advisory, TSIA

Publish Date: December 1, 2022

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