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PODCAST

The CRO Spotlight Podcast

Are you a CRO looking for insights and ideas from your peers? Are you a Revenue Leader with aspirations to become a Chief Revenue Officer? Are you a CEO looking to appoint a CRO to scale your business? Welcome to the CRO Spotlight podcast, a weekly show featuring insights from Chief Revenue Officers, B2B Revenue Leaders, and CEOs. Hosted by Warren Zenna, Founder and CEO of The CRO Collective, the show goes deep behind the scenes with the people who have been there, done that, and have seen

business management

All Episodes

56:36

From BDR to CRO: Building Cross-Functional GTM with...

The CRO Spotlight Podcast ·

2025/10/01

Warren Zenna sits down with Michael Maimone, CRO at LucidLink, to unpack his journey from BDR to enterprise sales leader to CRO. Michael shares how his time at IBM, Marketo, Adobe, and ZoomInfo shaped a systems mindset, enabling him to translate big-company rigor into agile, early-stage execution without stifling momentum.They dive into the first 30-60-90 days in the seat: observe, diagnose, implement. Michael explains how he sequenced quick wins—enablement, RevOps guardrails, hiring

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52:15

AI Hype VS Reality with Ryan Staley

The CRO Spotlight Podcast ·

2025/09/17

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48:13

Punching Yourself in the Face and Secret CRO Roles...

The CRO Spotlight Podcast ·

2025/09/10

In this episode of CRO Spotlight, host Warren Zenna sits down with Andy Mowat, Founder of Whispered, to explore the challenges of landing the ideal Chief Revenue Officer role. Andy shares his journey from running revenue operations at multiple unicorns to building a platform that uncovers unposted executive opportunities. They discuss the ambiguities in CRO job descriptions and the importance of aligning personal strengths with company needs. Warren and Andy emphasize how aspiring and

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62:29

GTM Differentiation & Decision Velocity with Amy Hsuan

The CRO Spotlight Podcast ·

2025/09/03

Warren Zenna sits down with Amy Hsuan, Chief Customer & Revenue Officer at Mixpanel, to unpack what a truly unified revenue engine looks like. Amy shares how org design must follow strategy, why GTM is a core differentiator, and how aligning marketing, sales, success, and services creates consistent end‑to‑end customer experiences that actually win.Amy traces her path from journalism to BCG to Mixpanel, revealing how curiosity, cross‑functional leadership, and a customer‑first mindset

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46:03

The Art and Science of Sales Compensation Plans with...

The CRO Spotlight Podcast ·

2025/08/27

In this episode of CRO Spotlight, Warren Zenna welcomes back Dana Therrien, Vice President at Anaplan and a leading expert in sales compensation strategies. Dana shares his insights on designing simple yet effective comp plans that motivate sales teams while aligning with company goals and customer success. He emphasizes the importance of balancing short-term wins with long-term growth.Dana dives into the pitfalls of overly complex compensation plans, explaining how they demotivate sales

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65:05

Target Accounts, Intent Signals & Marketing Alignment...

The CRO Spotlight Podcast ·

2025/08/20

Jaime Ruhl, CRO at Emergn, joins Warren Zenna to explore how a sales leader becomes a strategic revenue architect in a product‑centric consulting firm. She explains stepping into a broader remit that covers sales, go‑to‑market and marketing alignment across global teams. Jaime describes being a player‑coach who builds repeatable sales motion and champions measurable customer outcomes after delivery.Jaime digs into practical moves she led: shifting from sporadic lead chasing to a disciplined

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62:52

Hamburgers, Revenue Engines and CRO Success...

The CRO Spotlight Podcast ·

2025/08/05

In this episode of CRO Spotlight, Warren Zenna speaks with Adam Crandall, CRO at Addtronics, about his journey from VP of Sales to Chief Revenue Officer in a private equity-backed environment. Adam shares how he developed a scalable go-to-market playbook for Addtronics, a platform acquiring robotics and automation companies focused on advancing human health and technology.Adam discusses the critical distinction between simply hitting revenue targets and building truly scalable revenue

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62:22

How Can CEOs Assess the Competencies of their CROs? ...

The CRO Spotlight Podcast ·

2025/07/15

In this episode of CRO Spotlight, host Warren Zenna sits down with Lindsay Guzowski, CEO at The Crucible, to explore the power of targeted competency assessments for chief revenue officers. They trace the origins of a bespoke CRO test built for private equity–backed companies, showing how tailored assessments can pinpoint the strengths and gaps that drive high-impact revenue leadership.Many off-the-shelf tests fall short when evaluating executive readiness. Lindsay and Warren unpack

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61:54

Shopify Org Design and Why CROs Must Get Technical...

The CRO Spotlight Podcast ·

2025/07/10

In this episode of CRO Spotlight, Warren Zenna sits down with Bobby Morrison, Chief Revenue Officer at Shopify, to explore how the CRO role has evolved beyond traditional sales leadership. Bobby shares his approach to unifying marketing, sales, customer success, and support under a single revenue organization focused on the complete customer journey rather than siloed handoffs.Bobby reveals his philosophy of building revenue flywheels through aligned incentives and systems-first thinking,

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58:18

Building Scalable Revenue Operations from the Ground...

The CRO Spotlight Podcast ·

2025/06/19

On this episode of CRO Spotlight, host Warren Zenna sits down with lighting-rod revenue leader Jessica Robertson, Chief Revenue Officer at Orbb. After first connecting at a lively CRO roundtable, they unpack a conversation that could have lasted hours—touching on business philosophy, sales innovation, and the evolving role of relationships in growth. Tune in to discover why Jessica’s intelligence and empathy make her a standout leader in today’s noisy market.Jessica traces her rise from a

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62:29

Marketing’s Identity Crisis & Unified Revenue...

The CRO Spotlight Podcast ·

2025/05/28

In this episode of CRO Spotlight, host Warren Zenna welcomes Emma Clayton, C-Suite Strategic & Commercial Leadership Consultant at Be Brilliant Consultancy. With 27 years in marketing, Emma reveals the origin of her provocative LinkedIn musing on B2B marketing’s fragmentation and leadership vacuum. She shares why she left a prominent community, how her spontaneous critique went viral, and its implications for today’s revenue leaders.Emma dives into her ongoing “Who Shot Marketing?”

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54:34

Essential CRO Competencies for PE-Backed Companies...

The CRO Spotlight Podcast ·

2025/05/15

In this episode of CRO Spotlight, Warren Zenna sits down with Joe Gravino, Principal at Falcon Partners. They explore how private equity–backed firms identify and deploy revenue leaders. Joe explains Falcon’s boutique search approach focusing on aligning go-to-market teams with strategic objectives. Together, they pinpoint key markers of organizational readiness for a Chief Revenue Officer. They discuss timing hires to maximize growth.Warren and Joe tackle confusion between the CRO role and

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58:12

What CRO Recruiters Look for in Top Revenue Leaders...

The CRO Spotlight Podcast ·

2025/05/07

Hiring the right Chief Revenue Officer can make or break a company's growth trajectory. In this episode, Warren Zenna and Wayne Starritt unpack the systemic issues behind CRO hiring failures—and why fixing the hiring process itself is critical to long-term success. They reveal how many companies unknowingly sabotage CROs before day one.Wayne shares lessons from working with PE-backed SaaS firms, highlighting why hiring a CRO isn't like hiring a CFO or CMO. He and Warren dig into why

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59:49

Simplifying Revenue Operations & Navigating PE...

The CRO Spotlight Podcast ·

2025/04/30

In this episode of CRO Spotlight, host Warren Zenna welcomes John E. Lepto IV for a deep dive into current revenue leadership challenges. Their insightful conversation unpacks the evolving CRO role amid aggressive market dynamics and PE pressures, revealing actionable strategies to balance growth ambitions with operational discipline.John E. Lepto IV shares extensive experience navigating complex revenue landscapes by aligning sales, marketing, and customer success to achieve measurable

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40:52

Finding Gold in Dirty Data & Creating Consistency...

The CRO Spotlight Podcast ·

2025/04/23

On this engaging episode of CRO Spotlight, host Warren Zenna sits down with Guy Rubin, Founder and CEO at Ebsta, to dissect the evolving CRO role. They explore the challenges companies face when hiring for growth—from misaligned expectations to premature role adoption. Their conversation sparks innovative ideas on how to recalibrate commercial strategies for lasting success.Guy delves deep into the pitfalls of early CRO hires and the impact of a 17-month turnover trend. He shares insights

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49:29

Future of Data Automation and the Death of the CRM...

The CRO Spotlight Podcast ·

2025/04/16

Warren Zenna welcomes Elio Narciso on CRO Spotlight as they dive deep into the challenges of data overload in today’s sales environments. They explore how manual tasks and disjointed CRM systems drag down productivity while innovative integrations and AI-driven agents set the stage for a transformative approach that empowers CROs and their teams to focus on high-impact activities.The conversation shifts to the impact of agent technology and automated research on routine tasks. Warren and

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65:35

Data Capture and AI-Driven Revenue Intelligence with...

The CRO Spotlight Podcast ·

2025/04/09

In this episode of the CRO Spotlight podcast host Warren Zenna connects with Janis Zech, Co-Founder and CEO at Weflow. They explore the rising significance of the Chief Revenue Officer role amid evolving market challenges. The discussion sets the stage by addressing operational inefficiencies and the need for precise revenue intelligence in today’s competitive environment.The conversation dives deep into aligning sales, marketing, and customer success for a unified revenue strategy. Janis

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59:12

Navigating the Spectrum of CRO Responsibilities with...

The CRO Spotlight Podcast ·

2025/04/02

In this episode of CRO Spotlight, host Warren Zenna welcomes Rich Sutton, Co-Founder at DM&RS Advisory, for a deep dive into the evolving CRO role. Rich shares his unconventional journey from rock and roll DJ to strategic revenue leader, setting the stage for a conversation that challenges traditional sales-focused perspectives in today’s dynamic market.Rich explains how the fractional CRO role can transform startups by integrating sales, marketing, and customer success. He highlights

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50:50

The Long Game in Software Services with Alex Asianov...

The CRO Spotlight Podcast ·

2025/03/26

In this episode of CRO Spotlight, host Warren Zenna welcomes Alex Asianov and Jonathan Blessing of DOOR3 for a deep dive into their company’s 22-year journey through the ever-changing world of technology services. Alex shares how his early passion for programming led to the founding of DOOR3 and how that foundation evolved into a product-focused mindset serving real business outcomes.Jonathan joins the conversation with reflections on his parallel path in the tech world and eventual return

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54:08

Navigating the Intangibles of the CRO Role with Steve...

The CRO Spotlight Podcast ·

2025/03/15

In this engaging episode of CRO Spotlight, host Warren Zenna sits down with seasoned executive Steve Kost to explore the intricate world of revenue leadership. Their conversation delves into the often-overlooked intangibles that drive success, drawing on experiences from Fortune 500 giants to nimble startups. The discussion sets a thoughtful tone for tackling today’s complex business challenges.Warren and Steve share candid insights on how empathy and transparency redefine leadership. They

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86 results

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