A chief revenue officer ( CRO ) is a corporate officer ( executive ) responsible for all revenue generation processes in an organization . In this role, a CRO is accountable for driving better integration and alignment between all revenue-related functions, including marketing , sales , customer support , pricing , and revenue management .
6-492: In short, a CRO is responsible for all activities that generate revenue. In most companies, the CRO is tasked with primary or shared responsibility for operations , sales, corporate development, marketing, pricing, and revenue management. Since these functions extend across multiple teams in most companies, a good CRO must maintain an excellent communication framework across the various organizational functions and share best practices among
12-558: Is the harvesting of value from assets owned by a business. Assets can be either physical or intangible . An example of value derived from a physical asset, like a building, is rent. An example of value derived from an intangible asset , like an idea, is a royalty. The effort involved in "harvesting" this value is what constitutes business operations cycles. Business operations encompass three fundamental management imperatives that collectively aim to maximize value harvested from business assets (this has often been referred to as "sweating
18-404: Is to implement a sustained delivery of goods and services to the business's customers at a cost that is less than the funds acquired in exchange for said goods and also self-employee services—in short, making a profit . A business whose revenues are sufficiently greater than its expenses makes profit or income. Such a business is profitable . As such, generating recurring "revenue" is not
24-444: The assets"): The three imperatives are interdependent . The following basic tenets illustrate this interdependency: The business model of a business describes the means by which the three management imperatives are achieved. In this sense, business operations is the execution of the business model. This is the most straightforward and well-understood management imperative of business operations. The primary goal of this imperative
30-420: The focus of operations management; what counts is management of the relationship between the cost of goods sold and the revenue derived from their sale. Efficient processes that reduce costs even while prices remain the same expand the gap between revenue and expenses and derive higher profitability. Types of recurring income: The more profitable a business is, the more valuable it is. A business's profitability
36-431: The revenue stream managers in order to maximize revenue production. Like with any corporate officer, the performance of a CRO must be evaluated to ensure maximum return to the company and its shareholders. Performance metrics should focus on the following areas: There are a few key personal and professional attributes that define a successful Chief Revenue Officer: Business operations Business operations
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