The Changing Role of the CRO with Daniel Rock

FiredUp! - The Startup Marketing Podcast

The role of the Chief Revenue Officer (CRO) has evolved considerably in recent years, becoming a critical position for driving growth and aligning key business functions. Daniel Rock, a two-time CRO himself, joins us on the podcast this week to discuss the many hats of a CRO, from adapting to shifts in buyer behavior, fostering a collaborative go-to-market team culture, and so much more! Daniel also shares his predictions for what we can expect the future of this role to entail. This week, episode 66 of the FiredUp! podcast is about the changing role of the CRO!

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In this episode of the FiredUp! podcast, Daniel Rock unpacks the changing responsibilities of this role and actionable advice you can take whether you’re looking to step into this role yourself or bring this dynamic leader onto your team.

Daniel Rock, the CRO at SuiteFiles, loves to build things. He excels in building revenue functions from the ground up or rebuilding existing ones. Daniel’s life has been in the technology space since he left school. He has over 20 years of experience in the B2B tech sales sector, along with more than a decade in SaaS startups and scale-ups.

Daniel, Morgan, and Nicole discuss:

• The CRO role traditionally combines sales, marketing, and customer success while breaking down silos for a cohesive customer experience.
• Success in a CRO role requires curiosity, empathy, and the ability to see the bigger picture.
• Advice for building a collaborative go-to-market team culture where different functions work together seamlessly.
• Buyers are more educated than ever, prioritizing more consultative, value-driven engagements.
• The future of the CRO role will be increasingly data-driven, with a greater emphasis on branding, adaptability and the ability to be open to trying new approaches.

CONNECT WITH DANIEL ROCK:

Email: [e-mail]

SuiteFiles

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Podcast- Wherever I Lay My Hat

CONNECT WITH FIREBRAND:

Firebrand is a startup marketing agency. We help tech startups secure outsized marketing outcomes on their path to growth.

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LINKS MENTIONED:

Mans Search for Meaning by Viktor Frankl

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1. The Changing Role of the CRO with Daniel Rock (00:00:00)

2. The complexity of the CRO role and the responsibility it entails. (00:02:41)

3. The CRO role traditionally involves sales, customer success, and marketing. (00:03:04)

4. The dangers of a sales-focused approach to the CRO role. (00:04:10)

5. Advice for aspiring CROs. (00:06:37)

6. The significance of creating a culture where different functions work together as a go-to-market team. (00:08:16)

7. How the CRO has evolved over time. (00:10:11)

8. Daniel describes the structure of his team at SuiteFiles. (00:13:38)

9. Recent changes to buyer behavior and how to adapt accordingly. (00:28:37)

10. The future of the CRO role. (00:29:56)

11. FiredUp Five Segment (00:30:45)