Buy or Lease Experience?

What is the Opportunity Cost of expertise in Revenue Growth?

• Option 1: Continue as-is and get similar results
• Option 2: Build or Buy experience to unlock growth and remove barriers

Building experience will take 12-18 months to acquire the revenue production skills needed for functional go-to-market customer engagements (spanning demand generation, conversion of interest into contract, and delivery of impact.)

Dependency here is having the right in-house talent; personally motivated, dedicated with grit, and intellectually capable of learning in rapidly changing, partially ambiguous environments.

Buying experience is faster. One path is identifying and attracting experienced revenue operations talent to join your mission and power growth as a full-time resource - this typically involves an executive search due to the experience level required, and referencing talent acquisition timelines, the data based on experience informs:

• The average duration is 90 days to hire an Sales Development Representative or a junior-level Account Executive, and?
• Between 4-6 months to land a senior-level Account Executive, so
• Expect 6-9 months to bring in a qualified resource with the right experience at the revenue growth ownership level - meaning, responsible for the revenue production in both strategic (why this way) and tactical (own the work to attain goal) actions.

Do you pause growth over this 9 month (or longer) period?

Leasing experience is fastest. Gain results from an accelerated path of acquiring needed experience with the results-ownership using a Fractional executive.

These vetted, experienced resources can be deployed quickly to accommodate urgency; usually within 30-60 days, depending on availability.?

Beyond the advantage of fast implementation, this type of executive resource can bridge the operational gap while conducting the search for a full-time resource - keeping the pace of growth and delivering as an interim executive team member while building the operational effectiveness of your existing team in the meantime.

Costs are well-defined and aligned with budget expenses; typically based on a flexible range of dedicated time commitments - from several to dozens of hours per week - dependent upon your growth requirements (how much) and attainment timeline milestones (how fast).

When evaluating your opportunity cost of experience in revenue growth, you have options of developing internal talent, hiring external talent, and implementing external expertise.?

1. Time is generally the largest factor in consideration as the opportunity costs tend to rise over time, so getting to the result faster generally has the lowest opportunity cost (e.g. qualifying for the next funding round, maximizing enterprise value, harmonizing revenue production.)
2. The appropriate level of experience is another determining factor and the scarcity of timely access to the right expert as a member of your executive team can be a limiting factor.
3. Affordability is the final factor in determining which path is best given the time and experience requirements to drive growth above. Gaining the results needed within the timeline of attainment are factors used to define the fiscal parameters of budgeting; what is the value of meeting these conditions?

Note: Avoid limiting your evaluation to the cost of a Fractional executive; consider the cost to the organization absent this resource -

If you delay revenue growth and capability - what is that impact?

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