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Your Fractional Chief Revenue Officer is the member of your leadership team responsible for building and optimizing your go-to-market engine. This leader collaborates closely with the leadership team to refine your value proposition and bring it to market in a compelling and effective way. A fractional CRO oversees:
Sales (Enterprise sales, SMB sales, Partner sales and Channel sales)
Account Management
Customer Success
Pre and Post Sales Engineering
Revenue Operations
The SDR Function
Potentially Marketing (if no CMO)
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6 reasons why GTM leadership is effective
Cost effective: Capital-efficient growth is the name of game in the current economic environment. A fractional model allows you to bring in an experienced A-player leader at a fraction of the cost of a full-time hire. Between benefits, employer taxes, commissions and equity, the fully loaded cost of a full-time, permanent CRO is over $650K annually. Get all the expertise and execution at a fraction of the cost with a simple fractional retainer model.
Right-sized: Every stage of your growth journey is unique. Many companies experience a stage where they need an excellent full-time early stage VP of sales focused on direct selling plus a part-time focus on building the foundation for long-term repeatability and scalability. Other companies need a fractional, data-driven CRO to collaborate with the board and the leadership team, allowing direct sales management to focus on the customer. Others need a part-time expert mentor to coach and develop sales leaders. What are your unique needs?
Flexible: Average CRO tenure in the United States is currently less than 17 months. Organizational needs change quickly. A fractional retainer model gives you optimal flexibility and can be canceled anytime with minimal notice, allowing you to be nimble and to do what's right for the business at every stage.
Expert approach: Fractional leaders develop a bird’s-eye view of best practices from dozens of companies, enabling them to bring you cutting-edge solutions to every challenge.
High-performance team building: Every company's growth journey is complex, and it's often difficult for a CEO to accurately scope the job description and hire the perfect sales leader. Fractional CROs who have built high-performance teams many times over can insightfully assess what's needed, and they can act as talent magnets to quickly assemble A+ teams
Outside perspective and external knowledge: A fractional CRO brings leadership, experience and real-time knowledge from a wider variety of industires and companys, bringing you more perspectives and current thinking.
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Sunrise Rev is onboarded exactly as you would onboard a permanent employee (set up in your email and calendar system, access to the key tools in your tech stack, etc). Sunrise Rev then executes a proven methodology to quickly make a large impact.
Fractional GTM Leadership
How it Works
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ASSESS
Rapid information gathering to assess current state go-to-market engine
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CRAFT
Comprehensive, pragmatic Sunrise Rev GTM Assessment outlining where you are today, where you want to go, and how to get there
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EXECUTE
Ongoing hands-on execution to form a well-oiled go-to-market machine and drive capital-efficient growth
Tight collaboration with your team members, management, leadership team and board to create alignment and maximize results
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Org design recommendations for Sales, Customer Success, Account Management, SDR/BDR, Revenue Operations, Marketing, Operations and Customer Support
Job descriptions for sales leaders, managers and individual contributors
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Recruiting, interviewing and hiring support
Interview framework and process
Interview questions and scorecards
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Pipeline management process
Sales forecasting strategy
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Market segmentation strategy
Identification of target accounts
Ideal customer profile analysis and training
Account scoring and prioritization
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SaaS pricing model analysis and definition
ROI calculator design
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Creation of enterprise, mid-market, SMB and SDR sales playbooks
SDR talk track
Discovery meeting talk track
Sales pitch deck design
Sales pitch meeting talk track
Email cadence and content optimization
Elevator pitch refinement
Elevating the sales pitch / evolving from transactional to strategic solutions oriented sales cycles
Objection handling messaging
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Sales methodology selection
Sales methodology implementation
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Building and managing customer success teams
Renewal and expansion ownership
Churn forecasting
Strategic customer management
Sales to customer success handoff playbook
Client onboarding processes
QBR templates and cadence
Strategies to maximize adoption and usage
Customer success & product feedback loop
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Sales performance management
Pipeline and forecast
Retention and churn
Sales productivity
Operational delivery
Customer experience
Marketing funnel analysis
Pipeline loss reason root cause analysis and remediation strategy
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Strategic account plans
Account mapping
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Marketing org design
Marketing funnel planning and analysis
Lead generation strategy and analysis
SDR / BDR & marketing collaboration
Sales collateral design
Campaign strategy
Events / conference sales coverage (pre, during and post event)
Marketing attribution strategies
Social media strategy and execution
PR strategy
SEO strategy
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Sales coaching framework
Sales call monitoring and feedback process
Mentoring sales managers
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Commisison policy definition
Commission letter terms and conditions
Commission plan design
Commission during leave policies
SPIF design
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Sales booking policy (multi-year deals, payment terms, etc)
Sales rules of engagements and channel conflict management
Sales handbook policies
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Customer advisory board creation
CSAT / NPS implementation
Customer feedback loop processes
Customer support process design
Customer support systems
Capacity analysis and coverage models
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Effective sales management team meetings
Effective sales pipeline meetings
Effective 1:1s with sales individual contributors
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Sales tech stack recommendations
CRM customization
Vendor recommendations and management
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Company-wide weekly updates
Presentations at company all hands meetings
Leadership team collaboration
Alignment with cross-functional teams
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Board meeting preparation, messaging and slide design
Delivering sales analysis to the board
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OKR framework
Defining revenue OKRs
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Systems implementation project management
Cross-functional project coordination
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Sales budget planning and alignment
SaaS key metric definition and analysis
Churn analysis
Cohort analysis