Chief Revenue Officer (CRO)

GO-TO-MARKET Strategy

Vì sao: You decide whether to move from founder-led selling to segmented teams, or add a partner channel, and own the result across the full funnel.

Revenue Model Design

Vì sao: You choose between subscription, usage and services revenue and see how that choice changes cash flow, sales cycles and what the board will expect.

Sales Infrastructure & Systems

Vì sao: You redesign territories and the CRM when growth breaks the old setup, so forecasts stay trustworthy as the team doubles.

Sales Compensation Design

Vì sao: You revise commissions and accelerators for the whole organization and judge what a change does to cost of sales and rep turnover.

Customer Success Strategy

Vì sao: You decide how much to invest in implementation and CS coverage per customer tier, tying it to churn and expansion, not to goodwill.

Upsell & Expansion Strategy

Vì sao: You turn expansion into a staffed, quota-carrying motion and judge whether net revenue retention is growing from real adoption or from price increases.

Market Analysis & Sizing

Vì sao: You use market sizing and competitor movement to decide where the next year's sales capacity goes and which segment to stop chasing.

Competitive Strategy

Vì sao: You read win-loss data to see why deals go to a rival, then change positioning and battlecards instead of just discounting.

Pricing Architecture Design

Vì sao: You define tiers, packaging and price points so that customers self-select into the plan that fits, and discounts have a clear limit.

Pricing Model Strategy

Vì sao: You compare per-seat, usage-based and freemium models for your product and say which one fits how customers actually get value.

CAC, LTV & Unit Economics

Vì sao: You use unit economics to tell the CEO and CFO whether growth is efficient enough to keep spending, or whether to slow acquisition.

Revenue Forecasting

Vì sao: You give the board a multi-quarter revenue forecast with explicit assumptions, and you can say what you would change if a key segment slips.