The Channel CRO

Are you intrigued by the evolving role of Chief Revenue Officers? Join Emalee Sugano, Director of Marketing and Strategy at BLOKWORX, as she shares insights on how the CRO role impacts sales and marketing collaboration. Learn how a CRO can tie the pieces together and drive your company's growth. In this podcast, discover valuable insights on MSP industry marketing and strategy, including Emalee's impressive strategic planning and content creation skills. Explore aligning marketing and sales teams for revenue generation, innovative solutions like "sales walks," and strategies for proactive customer communication and partnerships. Emalee's journey from anxiety to marketing and strategy underscores the industry's importance of mental health conversations. Tune in for invaluable MSP marketing and sales strategies.

About Emalee: Emalee Sugano, is the Director of Marketing and Strategy at Bloxworx. Emalee is a seasoned veteran dedicated to the Channel. She boasts an impressive array of skills, from her exceptional ability to draft and oversee strategic plans to her unmatched flair in creating persuasive content. With a keen passion for market research, she has been at the forefront of innovating MSP marketing efforts for nearly a decade. At Bloxworx, Emalee doesn't just dwell on technicalities; she challenges enterprises to concentrate on real-world solutions for their clients, emphasizing the value of managed security services. Her innovative approach ensures that companies under her guidance are always a step ahead.

Dive into the transformative world of sales and marketing in the latest episode of The CRO Podcast featuring the insightful Jimmy Hatzell, VP of Revenue at CyberQP. Join us as we debunk common misconceptions about marketing KPIs and unravel the future of venture-backed startups and MSPs.

With an engaging discourse on the evolving landscape of sales, including a predicted shift from traditional quota strategies to dynamic demand-driven approaches, this episode is a goldmine of fresh perspectives. Don't just stay updated; stay ahead with the visionary insights shared in this episode.

About Jimmy:

Jimmy Hatzell is a tech-industry powerhouse. From owning his very own technology consulting firm, to making waves in the cybersecurity landscape with both SKOUT Cybersecurity and Barracuda MSP, he's had a transformative journey. Now, donning the title of VP of Revenue at CyberQP after serving as its Director of Marketing, here's a leader whose diverse experience spans industries and roles.

In this illuminating episode, Janet Schijns, the dynamic CEO of JS Group, delves deep into the evolution and significance of Chief Revenue Officers (CROs). Schijns traces the CRO shift's roots, pinpointing its acceleration during the pandemic and its transition towards being heavily data-driven. Highlighting the multifaceted role of CROs, she elaborates on their confluence of sales, marketing, operations, and customer experience. She offers vital insights on the increasing emphasis on technology integration, from CRM and marketing automation to advanced checkout tools. Yet, she warns of potential pitfalls, like new, budding vendors disrupting the space. Schijns vividly recounts Verizon's oversight with blocked accounts, costing them a substantial account. She underscores the pivotal role of CROs, especially in IT channel organizations, as the key to customer acquisition and retention. Moreover, she stresses the necessity for a comprehensive understanding of marketing and financial nuances for a successful CRO. Dive into this episode to grasp the profound transformations in the industry, where it's heading, and how companies can stay ahead in this game.

About Janet:

Janet is a proven leader in the digital landscape, consistently delivering outstanding results with an average improvement rate of 47%. Her expertise spans "channel-as-a-service" models, IoT, security, and mobility solutions. As an independent board member, she brings a wealth of experience to audit, governance, and compensation committees.

At JS Group, Janet's approach is refreshingly practical. No more empty PowerPoint strategies – she's all about real results. With her razor-sharp problem-solving skills, she navigates challenges seamlessly, from business models to digital transformation.

In this captivating episode, we sit down with Jim Tarantino, CRO of Coro, a recognized authority in sales, entrepreneurship, and, more importantly, recruitment, training, motivation, and business development. Delve deep as Jim unpacks the three-prong go-to-market model he developed at Corro, detailing the triad that drives global revenue: existing customer base, a dynamic mix of marketing strategies, and the indispensable sales engineering and technical experts. As one of the guiding forces behind Coro, the fastest growing cybersecurity company targeting the mid-market niche, Jim sheds light on the RTSA framework, the art of balancing company vision with tactics, and the role metrics play in gauging the success of business units. From the significance of a Chief Revenue Officer to fostering a customer-first mindset and the strategy to grow from start-up to hyper-growth, Jim offers invaluable insights topped with advice for businesses venturing into cybersecurity. Don't miss out, as he also touches on his mission, the importance of teamwork, and the power of surrounding oneself with brilliant minds.

About Jim:

Throughout Jim's illustrious career, spanning from entrepreneurial startups to the pillars of corporate America, he has distinguished himself as a dynamic Senior Sales Leader. He's been the driving force behind numerous startups, steering them through the exhilarating stages of hyper-growth, funding, IPOs, and lucrative exits. With Jim's leadership, five of these ventures alone have achieved a combined exit value of over $10 Billion. Moreover, his knack isn't confined to fostering initial successes; Jim has showcased an unparalleled ability to breathe life into struggling sales organizations.

Delving deeper into Jim's expertise, he has been a prominent figure in the Technology sector, encompassing areas such as Telecom, Internet, SaaS, Cloud, Software, Cyber Security, Mobile, and Digital Media. As a Sales and Marketing Leader, he's consistently produced profitable outcomes, mastering both B2B and B2C sales terrains. He boasts comprehensive experience that spans both inside and outside sales, effectively integrating Direct Sales with Channel Partners/Resellers. Jim's multifaceted approach covers everything - from recruitment, training, motivation, to business development, account management, and the intricate strategies of sales and marketing. He's a visionary leader, adept at shaping overarching sales strategies while simultaneously zeroing in on immediate tactical necessities.

Beyond these accomplishments, Jim is also a certified professional business coach, a best-selling author, and a revered speaker, cementing his reputation as a leading light in the industry.

This week, we are thrilled to welcome Brandi Starr, the COO of Tegrita, co-author of CMO to CRO, and the voice behind the "Revenue Rehab" podcast. Brandi is widely recognized for her expertise at the intersection of marketing strategy, creativity, and sales. At 2:19, she dives into the significance of integrating sales, marketing, and technology and how this forms the essential three-legged stool for businesses to thrive. As the conversation unfolds, Brandi delves deep into the challenges of lead management, the evolution of the Chief Revenue Officer role, and the pressing need for organizations to utilize their data better. Be sure to stick around to where our discussion turns to #tacosarelife. About Brandi:

Brandi Starr is a true Modern Marketing Maven; she believes marketing magic happens at the intersection of strategy, creativity, and technology. As Chief Operating Officer at Tegrita, a marketing consultancy specializing in marketing automation and strategy for the Modern Marketer, Brandi helps companies of varying sizes to attract, convert, close, and retain customers using technology. Voted one of the top 50 Women You Need to Know in Martech, 2018 Brandi's 20+ year career has spanned a variety of industries and marketing disciplines. Brandi is the Co-Author of CMO to CRO, The Revenue Takeover by The Next Generation Executive. When she's not making the magic happen, you can find her on a plane (she loves to travel), eating street tacos (#TacosAreLife), or spending time with her family.

In this episode of "The Channel CEO" podcast, hosts Des and Kathleen welcome John Addeo from Netsurion. They discuss breaking down silos between marketing, sales, operations, and customer experience. John shares his journey from global channel alliances to becoming the Director of North America and Chief Revenue Officer (CRO). They highlight the vital role of a CRO in unifying strategies and leading all paths to the customer. The conversation also touches on challenges in change management and the importance of embracing the human element in communication and problem-solving. About John Addeo:

John Addeo possesses a wealth of experience spanning over 20 years in Sales and Leadership roles within the Cybersecurity sector. With a track record marked by strategic plan development, successful go-to-market strategies, and transformative business initiatives, John is renowned for his accomplishments. A distinctive facet of his approach is shaped by international exposure, allowing him to adeptly address intricate cybersecurity challenges and foster enhanced execution and alignment amid the ever-evolving technological landscape.

As a results-oriented leader, John adopts an open and collaborative style of leadership underpinned by a firm commitment to accountability across all tiers of the organization. His involvement extends beyond the professional sphere, as evidenced by his participation in various leadership development programs and his substantial contribution to leadership boards and groups. John served on a non-profit organization's Board of Directors for a commendable eight-year tenure.

At present, John Addeo is the Chief Revenue Officer (CRO) at Netsurion, a distinguished provider of Managed Extended Detection and Response solutions catering to MSPs, MSSPs, and a diverse clientele.

In this episode of the Channel CRO, hosts Des Thomas and Kathleen Martin welcome Charlie Tomeo of Rewst. Charlie emphasizes the importance of alignment within the go-to-market team and shares insights on creating a unified sales, operations, and marketing dashboard. He also explores the significance of implementing a pod structure and delves into the challenges when marketing and sales clash. Together the group discussion then moves towards effective strategies and tactics to drive revenue growth within the organization while fostering a culture of collaboration and development. Charlie also shares his insights into the IT industry community's biggest challenges, such as resource scarcity and talent acquisition, and highlight the need for adaptation in an ever-changing economy. About our guest:

Charlie Tomeo is an accomplished and visionary Chief Revenue Officer with over 20 years of experience in IT and cybersecurity. He is currently leading sales strategy development and execution at Rewst, where he oversees the creation and delivery of accessible RPA solutions for MSPs. With deep knowledge of endpoint, web security, and data protection markets, Charlie has a successful track record of engaging with partners and end customers throughout their solution lifecycles.

Before joining Rewst, Charlie held senior positions at industry-leading companies such as Axcient, Carbonite, and Webroot. He was recognized as a seven-time CRN Channel Chief and a Top 100 Executive in 2021-2023. In 2021-2023, he was named one of the Top 25 Technology Disrupters. Charlie's leadership and innovation in the channel earned him the prestigious Channel Partners Circle of Excellence award in 2018. His exceptional strategic planning and execution skills and his keen ability to identify growth opportunities make him a valuable asset to any organization.

Ahoy, channel community! Welcome to The IT Channel CRO, the podcast where we set sail on a thrilling treasure hunt to uncover the secrets of revenue growth and channel partnerships. Each week hosts Desraie Thomas and Kathleen Martin will explore the strategies that lead to success in indirect sales. Join us as we learn from top CROs, gain practical insights, and chart a course to maximize your channel performance. Get ready to navigate the waves of collaboration and uncover the hidden treasures of channel sales. Welcome aboard The IT Channel CRO.

Visit our website for more information: https://thechannelcro.com/