Observations on the CRO


The Alexander Group has been exploring “the changing customer contract” and how more informed and sophisticated customers are demanding more value from their vendors and what sales organizations are doing about it.

One action increasing is the creation of a Chief Revenue Officer position to unify leadership of marketing, sales and service. We have been conducting some research with CROs from various industries to explore how this position actually works and what benefits it delivers. This paper highlights our emerging conclusions.

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