On May 16th, 2024, I attended the Chief Revenue Officer Summit in the legendary Hotel Okura Amsterdam for a full-day event. Although I didn't know what to expect, it blew my mind.
It was wonderful meeting like-minded people and speaking #CRO and #RevOps language (and finding people who actually have a clue what you mean 😉).
Although, I can't discuss all presentations, I would like to highlight a few.
Morning sessions
After the welcoming words from Chris Elsheikhi, Joe Sanchez from MotorK kicked the day off with a great presentation on unlocking the power of AI with strategies for maximizing growth and innovation.
Instead of ChatGPT-ing and spamming our customers, Joe offered valuable insights on how to leverage AI as CROs.
Following the presentation on AI, there was a lively panel discussion between Nicholas Foo, CRO of Morning, Nicholas Ghitti, CRO of Native Teams, and Ian Haugh, CRO of FeedbackFruits about lessons B2C and B2B revenue leaders should learn from each other’s eCommerce models.
It was agreed among all experts that B2B and B2C sales teams can learn more from each other than they think and that CROs should facilitate knowledge transfer on both sides of the fence to drive organizational revenue goals.
Parin Lad, Director of Customer Success and Sales Engineering at Clari, and Tim Blunt, CRO of ITRS Group, discussed why revenue cadences are non-negotiable for CROs looking to deliver predictable, repeatable revenue.
Particularly for me, Tim offered a few great tips:
- Don't call it a forecast meeting, call it a coaching meeting.
- Let targets be realistic and reasonable otherwise, you're setting people up for failure.
- If somebody didn't do their preparations (and work) kick them out of the meeting. It's your job to update your pipeline -hold people accountable.
- If you have meetings for a board, get rid of all monthly pain by streamlining your complete revenue process and information.
Next, Raoul Monks, CEO of Flume Sales Training touched on driving predictable revenue growth: Clone your high performers.
Then one of my favorite presentations of the whole day was up. Ned Leutz, CRO from Totango + Catalyst, talked extensively about unlocking customer expansion and how to build a durable business post “growth at all cost”.
In particular, I found his sections on building a 'Tiger Team' and driving customer value offered so much food for thought.
Afternoon sessions
After lunch, Nick Dunse, CRO of Shuttle, had the self-proclaimed 'graveyard shift', but in his presentation, he unlocked the potential of your revenue teams by exploring the transformative power of strategic coaching.
He was the only speaker to actually transform the life of one participant live on stage.
Łukasz Turczyński, Executive Vice President at Packhelp, offered valuable advice on navigating recession through strategic partnerships. Particularly a strategic different approach led to 350% YoY growth.
My favorite presentation of the day (and wonderful discussion afterward) was from Richard De Veer, Director of Revenue Operations, at Just Eat Takeaway.com.
Richard offered valuable insights on how to orchestrate revenue growth by streamlining your revenue engines with RevOps.
The closing three topics included a panel discussion by Anuj Gemawat, SVP of Sales, EMEA at WNS, Grainne Maycock, CRO of Acolad Group, Alain Buffing, Enterprise Lead, at Asana, and Gabriel Mayrink on utilizing AI within your tech stack.
Followed by Chris Elsheikhi, CRO at TempStars, who discussed revenue leadership at various growth stages. The last presentation of the day was from Fabian Wilckens, CRO of Mindfuel, who discussed leveraging data product management principles for accurate forecasting.
Summary
The day was packed with great presentations offering so much value for CROs, that I will be visiting another summit in the future!
I can't wait to start implementing the extensive and valuable advice these revenue leaders offered. Thank you to all the speakers who made this wonderful event possible!
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