Chief Revenue Officer Summit: Revenue Operations

Yesterday, May 16th, 2024, I visited 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.

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 how to leverage AI as CRO's.

Following the presentation on AI, there was a lively panel discussion between Nicholas Foo, CRO | Morning , Nicholas Ghitti, CRO | Native Teams, and Ian Haugh, CRO | 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 CRO's should facilitate knowledge transfer on both sides of the fence to drive organizational revenue goals.

Parin Lad, Director, Customer Success & Sales Engineering from Clari and Tim Blunt, CRO from ITRS Group CRO discussed why Revenue Cadences are non-negotiable for CROs looking to deliver predictable, repeatable revenue. Particularly for me Tim offered a few great tips.

1. Don't call it a forecast meeting, but a coaching meeting
2. Let target be realistic and reasonable otherwise you're setting people up for failure
3. If somebody didn't do their preparations (and work) kick them out the meeting. It's your job to update your pipeline. Hold people accountable
4. If you have meetings for a board, get rid of all monthly pain by streamlining your complete revenue process and information.

Raoul Monks, CEO from 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 on unlocking customer expansion how to build a durable business post “growth at all cost”.

Particularly, on building a Tiger Team and Driving customer value" Ned Leutz offered so much food for thought.

After lunch, Nick Dunse, CRO from Shuttle had the self-proclaimed graveyard shift but in his presentation unlock the potential of your revenue teams by exploring the transformative power of strategic coaching, he was the only one to have actually transformed the life of one participant live on stage.

?ukasz Turczyński , Executive Vice President of 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 afterwards) was from Richard De Veer, Director of Revenue Operations | Just Eat Takeaway.com. Richard offered valuable insights how to Orchestrating Revenue growth by streamlining your revenue engines with RevOps.

The closing three topics were a panel discussion by Anuj Gemawat ?? , SVP of Sales, EMEA | WNS, Grainne Maycock, CRO | Acolad group, Alain Buffing, Enterprise Lead | Asana, Gabriel Mayrink followed Chris Elsheikhi, CRO | TempStars - Dental Temping and Hiring Done Right. The last presentation of the day was from Fabian Wilckens, CRO of Mindfuel who talked about Leveraging data product management principles for accurate forecasting.

Summary

The day was packed with great presentations offering so much value for CRO's, that I will be visiting another summit for sure. I can't wait to start implementing the extensive and valuable advice that all these people offered. So thank you very much for this wonderful event!