What does it take to lead revenue in a private equity-backed company? In this episode, Kyle Norton talks with Vanessa Brangwyn, CRO at Motus, about the key differences between VC and PE environments, how PE firms drive efficiency and profitability, and what revenue leaders need to succeed. She also shares insights on integrating go-to-market strategies post-acquisition and managing a PE-backed board.

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Key chapters:

(00:00) - Introduction to Vanessa Brangwyn and Achievers' Journey (03:13) - Transitioning from VC to PE: The Achievers Experience (06:03) - Navigating Public Company Dynamics (08:56) - The Spin-Out: Achievers' New Chapter (12:06) - Exploring the Private Equity Landscape (14:56) - CRO Insights: PE vs. VC Dynamics (18:10) - Shared Learnings in Private Equity (20:46) - The Role of Structure in Team Dynamics (24:05) - Profitability vs. Growth: Understanding PE Goals (26:48) - Strategic Decision-Making in PE (29:55) - Efficiency Metrics in Private Equity (37:59) - Tactical Metrics for Sales Efficiency (40:52) - Understanding Board Engagement in PE vs VC (44:42) - Navigating Incentives and Decision-Making in Boards (47:06) - Leveraging Data for Effective Board Management (49:46) - Lessons from Private Equity for Venture-Backed CROs (51:10) - Strategic Rationale Behind Acquisitions (56:38) - Integrating Go-To-Market Strategies Post-Acquisition (01:01:11) - Customer Success Insights for CROs (01:05:42) - The Role of Authenticity in Leadership (01:10:21) - Advice for Emerging Leaders (01:12:20) - Lessons Learned from Leadership Experiences