CHIEF REVENUE OFFICER
ACCELERATOR COURSE
The CRO Accelerator Course
For revenue leaders seeking the knowledge, tools, and skills needed to break into the C-suite.
COURSE AT A GLANCE
Enrollment:
By Application
Length:
15 Weeks
Format:
Live Online
Investment:
$5,000 full program
Chief Revenue Officer
Accelerator Program
The CRO Collective’s 15-week live, on-line Chief Revenue Officer Certification program prepares
revenue leaders for the C-suite with interactive activities and immersive live sessions led by an expert
instructor and an array of guest speakers at the top of their fields. You will enjoy the convenience of
live-online sessions, ongoing network-building opportunities, and post course advisory.
DESIGNED FOR VPS
SALES, HEADS OF
MARKETING, AND OTHER
REVENUE LEADERS WHO
ARE LOOKING TO TAKE
ON THE CRO ROLE AS
THE NEXT STEP IN THEIR
CAREER
ELEVATE YOUR CAREER AND BECOME A CHIEF REVENUE OFFICER
CROs are now the most vital B2B executives across industries and verticals.
Apply now and start your journey to revenue leadership.
PROGRAM OBJECTIVES
In the CRO Accelerator Program, revenue leaders like yourself will extend your expertise with the knowledge, tools, and skills that you need to break through into the C-suite toward a Chief Revenue Officer appointment.
YOU WILL LEARN TO:
Apply systems-thinking and data-driven approaches to developing strategic revenue organizations, optimizing customer lifetime value, building revenue engines (RevOps) capabilities, and establishing alignment between revenue functions.
Learn the critical leadership skills needed to effectively manage complex, high-performing, cross-functional teams and influence senior executives, the board of directors, and investors.
Develop the most comprehensive understanding of the role of Chief Revenue Officer, and have the expertise to excel in a CRO role from Day 1 —and have a plan and methodology to succeed in the position.
TOPICS
WE WILL COVER
How to Establish operational, organizational and functional alignment between multi-disciplinary teams an delivery groups.
Apply sophisticated analytics methods to intelligently identify Ideal Customer Profiles, enhance product development and align marketing initiatives with sales motions, and better determine the specific impact of marketing and customer success to revenue.
Formulate a revenue operations (RevOps) plan that harmonizes marketing, sales, and customer success for monitoring performance and optimizing revenue.
Acquire the leadership skills needed to navigate the complexities of the CRO role, develop compelling reporting and communications strategies to collaborate with your board of directors, and promote yourself to investors, CEOs, and HR recruiters.
AFTER COMPLETING THE CERTIFICATE,
YOU WILL BE ABLE TO:
1
Equips Aspiring CROs (learn how to) to gain a substantial competitive advantage in pursuit of the role.
2
Understand the skills, knowledge, and competencies needed to be an effective CRO and get clear strategies for developing them – now.
3
Learn what the CRO does to drive growth and achieve the strategic objective of the CEO/Business
4
Role dynamics and how to arrange and organize your revenue operations team
5
Functional alignment of the revenue operation functions
6
Framework for going to market as a CRO
7
Work directly with a live real-world case study with a start and develop a go-to-market CRO structure
8
Learn how to expand and reshape your professional profile that communicates CRO-readiness.
9
Learn strategies for identifying the right companies and sussing out the wrong ones.
10
Develop a highly effective interviewing strategy to ensure that you stand out from the pack – and take powerful control of the interviewing process.
11
Arm yourself with the right questions to ask to ensure you set yourself up to succeed.
12
Gain the confidence that comes from having an actionable plan to implement and activate
13
Mitigate the substantial risks that come with the role
CAREER BENEFITS
The RevOps model is fast becoming the operational imperative across the entire B2B sector. Revenue Operational alignment as a central directive is experiencing significant growth and demand. CROs are the crucial ingredient in aligning sales, marketing, and customer success functions within an organization, contributing to overall efficiency and revenue growth. CROs with cross functional competencies and data driven approaches are in high demand.
BY THE NUMBERS
Average # of months
CROs last in the role
when hired with improper
experience and training.
ADMISSIONS
PROCESS
Offered by The CRO Collective
COURSE CURRICULUM
OVERVIEW
Module 1: Intro / Course Overview
• Introductions
• Goals and Intended Outcomes
• Rules and Agreements
• Course Overview
• Promises of Course
Module 2: So, you want to be a CRO? Really?
• The Role, and what’s expected.
• Sales Leader vs CRO – what’s the difference?
• Sales Leader as a stage vs Sales Leader as a destination
• Why CROs are so critical- and the responsibility that comes with the role
• What CEOs “say” they are looking for vs what they need / How to tell the difference
• What do about it
Module 3: Are you Qualified? What makes a “good” CRO?
• The 8 Competencies of a CRO – Take the assessment – get your score
• Experience
• Skills
• Abilities
• Knowledge
• Leader vs Manager
What is the optimal profile for a CRO? What type of CRO do you need to be?
• The Starter CRO
• The Growth /Scale CRO
• The Turnaround CRO
• The Transitional CRO
• The Replacement CRO
• Which one of these is desirable? How to prepare for each
Module 4: Operationalizing the Role – Intro to The CRO Blueprint
• The Framework
• Building a Revenue Team / Revenue Team Structure
◦ Job Descriptions
◦ Remuneration Examples
• Hierarchy and Team Roles
• Revenue Operations
• Revenue Alignment and the Customer-Centric Model
• Operationalizing the Revenue Team
Module 5: Develop the Right Strategy
• Organizational / Functional Flywheel
• Customer Centricity – building the right culture
• How to determine the right framework for the company
• Pod Model / Assembly Line / etc.?
• SDR layer /
• Getting the right Marketing Mix
• Customer Lifetime Value / Customer Success
Module 6: Incubator Case Studies
• Incubator Company Intros / presentations
• State their current stage and challenges/needs/business goals
• Customer ID
• Pricing model
• Sector
Module 7: Tailoring the Blueprint for a Real Company
Startups Introduce their business plans / Participants are assigned companies to support
Module 8: Prepare Recommendations for Presentation
(give them a template to work with)
Participant Revenue Blueprints are designed
Module 9: Rehearse Presentations – Prep for Delivery
Group Prep and Rehearsal
Module 10: Company Presentations
Recommendation Presentations
Module 11: Graduation Ceremony / Certifications
Certifications and Scoring
As a founder it was a delight to work with the CRO Collective. The investment of my time paid off notably. I was absolutely pleased with the quality of the recommendations and the caliber of the participants. We went ahead and implemented most of the proposals in our company, driving great results so far. It was overall a fantastic experience.
Rodrigo Sarmiento Co-Founder at Descifra