2024's Top Chief Revenue Officers to Follow

3. Leadership is not about titles, positions, or owcharts. It is about one life inuencing another. J O H N C . M A X W E L L www.thecioworld.com

4. Editor’s Business Growth in Note evenue is vanity, profit is sanity, but cash is reality. This adage underscores the critical role of Chief R Revenue Officers (CROs) in modern business. CROs are the architects of an organization's revenue strategy, coordinating sales, marketing, and customer Architec?ng success to drive sustainable growth. Their role transcends traditional sales leadership, embracing a holistic approach to revenue generation. In this demanding market, CROs face the challenge of adapting to swiftly progressing customer expectations and a Versa?le Market technological advancements. They must leverage data analytics to identify opportunities, optimize pricing strategies, and streamline revenue-generating processes. Successful CROs are visionaries who can align diverse teams towards common revenue goals. They foster a culture of revenue responsibility across the entire organization, breaking down silos between departments. As businesses increasingly prioritize customer-centric growth, the CRO's role continues to evolve. They serve as a crucial link between various business functions, ensuring that revenue

5. strategies align with overall company objectives and market realities. Highlighting these leaders, The CIO World brings forth an edition, 2024's Top Chief Revenue Officers to Follow featuring the most influential and forward-thinking CROs who are setting new standards in the industry. These leaders have demonstrated exceptional skills in managing complex market domains, driving innovation, and achieving remarkable revenue milestones. Their strategies and insights offer valuable lessons for aspiring CROs and business leaders alike. - Alaya Brown Managing Editor

6. Editor-in-Chief Thanh Truong Sam Carter Deputy Editor Alaya Brown Managing Editor Maria Evans Assistant Editor Visualizer Chris Carter Millie Simon Art & Design Head Judy Smith Art & Design Assitant Phoebe Jacob Business Development Manager Aisha, Olivia Business Development Executives David Walker Technical Head Mia Rodricks Assitant Technical Head Helena Smith Digital Marketing Manager Eric Smith Research Analyst Richard Martinez Circulation Manager Follow us on www.facebook.com/thecioworld www.twitter.com/thecioworld We are also available on RNI No.: MAHENG/2018/75953 Copyright © 2024 The CIO World, All rights reserved. The content and images used in this magazine should not be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without prior permission from The CIO World. Reprint rights remain solely with The CIO World.

7. Company Featuring Descrip?on Chris?an Stadlmann is a technology leader who has Anyline Chris?an Stadlmann spearheaded the success of Anyline, a pioneering mobile www.anyline.com CRO data capture company. Jamie Adams is a digital marke?ng strategist who has Scorpion Jamie Adams spearheaded the growth of Scorpion, a renowned online www.scorpion.co CRO marke?ng and technology firm. Jamie Mellalieu is a brand protec?on expert who has Jamie Mellalieu Corsearch contributed to the growth of Corsearch, a leading provider of CRO www.corsearch.com trademark and brand protec?on solu?ons. Jess Gaedeke is a market research leader who has guided the Dig Insights Jess Gaedeke success of Dig Insights, a prominent consumer insights and www.diginsights.com CRO analy?cs firm. John Kemp is a security and risk management specialist who S-RM John Kemp has contributed to the success of S-RM, a global intelligence www.s-rminform.com CRO and advisory firm. Marco Ficarelli is a beauty industry execu?ve who has driven Orveon Global Marco Ficarelli the success of Orveon Global, a prominent cosme?cs and www.orveonglobal.com CRO personal care company. Netex Knowledg Ma?hias W. Strobel is a digital learning expert who has guided Ma?hias W. Strobel Factory the growth of Netex Knowledge Factory, a prominent CRO www.netexlearning.com eLearning solu?ons provider. Nicky Peshwani is a seasoned telecom professional who has Bankai Group Nicky Peshwani driven innova?on and growth at Bankai Group, a leading ICT www.bankaigroup.com CRO and services provider. Rajiv Shesh is a so?ware industry veteran who has overseen Rajiv Shesh HCLSo?ware the growth of HCLSo?ware, a leading enterprise so?ware CRO www.hcl-so?ware.com solu?ons provider. Willem Hendrickx is a cybersecurity innovator who has Vectra AI Willem Hendrickx driven the expansion of Vectra AI, a renowned network www.vectra.ai CRO threat detec?on and response company.

8. ON Cover story Nicky Peshwani Passion to Pro?t - Driving Pro?tability in Telecommunications 18. The Chief Revenue O?cer's Playbook 30. How CROs Can Align Sales and Marketing for Maximum Impact

9. NTENTS 14. 22. Christian Stadlman John Kemp Fostering Organic Growth and Turning Challenges Scaling Business to New Heights into Conquests 26. 34. Matthias W. Strobel Willem Hendrickx Experiencing the Impact, Elevating Sales Leadership Embracing the Journey in the Cybersecurity Industry

10. delivering results., , motivated and determined in the day-to-day trading market, I rely on my for the industry, as well as my to , , Nicky Peshwani CRO Bankai Group C ER Story

11. NICKY Passion to Pro?t - Driving Pro?tability in Telecommunications “Success in the telecommunications sector isn't just about making connections; it's about making them count,” says Nicky Peshwani, Chief Revenue Officer at Bankai Group. e exemplifies this approach Besides his professional achievements, Strategic Success in Boosting by his unshakable he is known for his adherence to Profitability commitment to generating nurturing skills and promoting a H results and his relentless drive, as creative and cooperative environment In past roles, Nicky used several profit- evidenced by his over 15 years of within his group. Further, he believes boosting methods, such as market experience in the industry. As an that everyone should be allowed to analysis, strategic collaborations, and accomplished professional in the realize their full potential and product diversification. Using data- diversified industry of understands that teamwork is just as driven insights and market trends, he telecommunications, his story important to success as individual found new growth prospects and illustrates the power of enthusiasm and achievement. streamlined existing revenue streams. tenacity to propel success. Furthermore, he has built great ties Let us explore his journey: with clients and partners, ensuring Nicky's career has been defined by a customer satisfaction and retention. strong desire to achieve outcomes Bankai Group - Inception Story while managing the complexity of the To stay motivated and driven in the telecommunications sector. With a Detailing Bankai's founding story, day-to-day trading market, he draws on great awareness of the industry's Nicky underlines that Bankai Group, his burning passion for the sector and continuously shifting nature, he thrives established in 1989, stands as a his adherence to generating outcomes. on the challenges and opportunities prominent entity in the Telecom and Additionally, he enjoys the challenges given by the frantic trade environment. Financial Technology sectors. and opportunities that the market His ability to innovate and adapt to Specializing in Global Carrier Services presents, and he is always looking for new trends has helped drive Bankai encompassing Voice & Messaging, new methods to innovate and adapt to Group's development and profitability. Fintech, Telecom technology, ERP changing situations by surrounding Implementation, and Blockchain himself with a talented team and In his capacity as CRO, Nicky is Solutions, the group has made helpful coworkers who share his drive essential in determining the significant strides. Their technology for achievement. organization's strategic orientation and arm, Panamax Inc., is renowned leading programs that increase worldwide for its innovative Telecom Challenging Project Situation revenue. With a history of exceeding and Fintech solutions. Over the years, expectations and producing measurable it has transformed into a formidable When Nicky led a team to build a new outcomes, Bankai Group is now a global player, catering to a wide array business procedure to increase powerful force in the telecoms industry of clients and partners internationally. customer profitability, he set an as a result of its vision and leadership.

12. example of integrity, flexibility, and accountability. During the project, he faced unexpected technical and financial difficulties that put project timetables, company earnings, and client relationships at risk. In response, he demonstrated critical leadership traits. • Integrity: As a leader, he demonstrated integrity by being transparent with both his team and the clients about the challenges they were facing. Instead of trying to conceal the difficulties or shift blame, he openly communicated the issues, acknowledging their responsibility for finding solutions. He ensured that all communication was honest and accurate, maintaining the trust of both the team and the client. • Adaptability: Recognizing the need to adapt to the new circumstances, he immediately convened a meeting with the project team to brainstorm potential solutions. They discussed alternative approaches, re- evaluated their initial plans, and identified areas where they could streamline processes to overcome the challenges more efficiently. He encouraged creativity and innovation within the team, of telecommunications., , cultivating an environment where my career, I have everyone felt empowered to contribute ideas. been driven by a passion for • Accountability: Taking ownership achieving results and reaching of the situation, Nicky assumed accountability for ensuring that the desired in the project remained on track despite the setbacks. He worked closely dynamic and competitive world with the team to implement the agreed-upon solutions, closely monitoring progress and , , addressing any issues that arose promptly. Additionally, he provided regular updates to the client, keeping them informed of their progress and the steps they

13. were taking to mitigate the challenges. retain customers. Additionally, he Then he offered to share some of the By taking accountability for their leverages his extensive network of techniques he had learned through his actions and decisions, they were able contacts and partnerships to establish a own experiences in data analysis and to successfully navigate through the strong presence in each region, crafting marketing messages. difficulties and deliver the process on building trust and credibility with local time and within budget. stakeholders. He spent extra time outside of regular work hours to mentor Neha, providing Overall, in this situation, he Achieving Harmony step-by-step guidance on how to demonstrated integrity by being honest interpret market data effectively and and transparent, adaptability by Balancing the needs of customers and tailor messaging to different target adjusting their approach to overcome the organization demands an integrated audiences. He also shared resources challenges, and accountability by strategy that focuses on long-term such as templates, articles, and online taking ownership of the situation and value generation and sustainable courses that he found helpful in ensuring that they remained on track to growth. Nicky works to understand improving his own skills in these areas. achieve their goals. customers' requirements and preferences through ongoing feedback Furthermore, during team meetings, he Throughout the process, he took full and involvement, ensuring that made sure to advocate for Neha's ideas accountability for the outcomes, products and services fulfill and contributions, emphasizing her ensuring that lessons were learned and expectations and give considerable strengths and the value she brought to improvements were made for future value. the project. He further encouraged endeavors. other team members to collaborate At the same time, they are focused on with her and provided positive Market Navigation Approach the company's strategic goals and feedback on her progress whenever financial targets, making decisions that possible. When it comes to tackling problems in are consistent with the overall vision a corporate setting, Nicky employs a and priorities. He may achieve Outcome: methodical approach that includes mutually beneficial results and build careful consideration, creative long-term growth by striking the ideal With the support and guidance Nicky thinking, and collaboration with balance between client pleasure and provided, Neha's confidence and skills important players. He begins by company success. in market analysis and messaging identifying the problem's underlying development improved significantly cause and gathering relevant Involvement in a Marketing over time. She became more proactive information and insights. Then he Campaign in seeking feedback and implementing starts generating ideas for possible suggestions, ultimately meeting and fixes and evaluating their viability and In 2016, Nicky was an important even exceeding her objectives for the possible consequences. Throughout the member of a cross-functional team campaign. process, he places a strong emphasis tasked with creating a marketing on collaboration and communication, campaign for the launch of a new By helping Neha achieve her giving special attention to how to use service called BVI Pluto. To ensure the objectives, he contributed to the overall his colleagues' varied perspectives and campaign's success, each team member success of the team and the campaign. areas of expertise to generate creative had specific tasks to complete within a Additionally, cultivating a supportive solutions. certain timeframe. One of his and collaborative environment coworkers, Neha, struggled to fulfill strengthened team morale and her goals because she had difficulty To understand and direct different cohesion, leading to a more positive assessing market data and generating regional markets, he conducts and productive work environment for targeted content for the campaign. comprehensive market research and everyone involved. analysis, considering factors such as How He Helped: cultural norms, regulatory Leadership Approach environments, and competitive Recognizing Neha's challenges, he landscapes. By understanding the As a leader, Nicky acknowledges the approached her privately to help. First, unique needs and preferences of each value of coaching and mentoring in Nicky listened actively to understand market, he tailors their strategies and encouraging his team members' growth her specific struggles and concerns. offerings to effectively attract and

14. and development. He routinely regions. He has effectively increased Testimonials and Awards communicates with his team to learn their market share and footprint about their objectives and aspirations, through the adoption of strategic In the corporate niche, Nicky Peshwani and he provides individual support and initiatives and collaborations, which has garnered praise and recognition for direction to help them succeed. has resulted in significant annual his exceptional contributions. advancements. Testimonials from esteemed clients Furthermore, he promotes a supportive speak volumes about his impact: and inclusive work atmosphere in Utilizing his extensive knowledge of which team members feel empowered customer preferences and the changing 1. Testimonial 1: "Nicky Peshwani is to take responsibility for their jobs and circumstances of the local market, he a visionary leader with a deep offer their unique abilities and has tailored products and services to understanding of the viewpoints. By investing in his team successfully serve a wide range of telecommunications industry. His members' professional development clients. Additionally, he has developed strategic insights and innovative and well-being, he develops a culture strong bonds with important regional approach have been instrumental of continual learning and growth, partners and stakeholders, solidifying in driving growth and success for resulting in individual and collective Bankai Group's reputation as a reliable our organization. Nicky's achievement. and trustworthy supplier of dedication, professionalism, and telecommunications solutions. The effort to excel make him a Impact of Global Carrier Asia Pacific and ME areas have valuable partner and trusted Relationships become pillars of their voice business, advisor." - CEO of a leading propelling the organization's success telecom company. Nicky's partnerships with Tier 1 and and sustained expansion, owing to his Tier 2/Tier 3 carriers across the globe strategic leadership and vision. 2. Testimonial 2: "Working with are based on mutual respect, trust, and Nicky Peshwani has been a game- cooperation. He has carefully built and Leadership Success in Voice and changer for our business. His maintained these relationships over the SMS Teams expertise and leadership have years, utilizing his extensive network helped us navigate complex of contacts and industry knowledge to Nicky has successfully led the Voice market dynamics and achieve our produce value for all stakeholders. By team since 2018 and the SMS team growth objectives. Nicky's forming solid alliances with Tier 1 starting in 2020 by focusing on growth collaborative approach and ability carriers, they have gained access to and innovation through strategic to build strong relationships have premium routes and first-rate services, planning and execution. A key strategy been key factors in our success." - which allows them to provide their he implemented was diversifying the Head of Business Development at clients with better connections and product portfolio and expanding into a global telecom provider. dependability. new markets and verticals. This approach allowed them to offer a Furthermore, Nicky's achievements Similarly, relationships with Tier 2/Tier comprehensive suite of voice and SMS have been recognized through 3 carriers have facilitated expansion solutions, meeting customer needs and prestigious awards: into new markets, broadening reach seizing new revenue opportunities. and driving growth opportunities. • CIO Award for Top Chief Revenue These relationships have played a Moreover, he cultivates a culture of Officer significant role in his success, collaboration and teamwork within the • "Outstanding Up and Coming Leader" at the PTC 2023 Awards.CIO empowering the delivery of innovative teams, empowering employees to solutions and exceptional service to innovate and achieve results. Through customers globally. targeted marketing and sales initiatives, they effectively positioned their Region for the Voice Business offerings in the market, boosting awareness and demand among the Nicky is instrumental in driving target audience. These strategies have development and profitability in one of been instrumental in driving the Bankai Group's highest-performing success of both teams within his regions as he develops and oversees influence. Voice Business's Asia Pacific and ME

15. Success is not how high you have climbed, but how you make a positive difference to the world. - Roy T. Bennett www.thecioworld.com

16. 2024's Top Chief Revenue Officers to Follow 14 June, 2024 www.thecioworld.com

17. ontrary to popular belief, simplicity does not backgrounds. "I realized very fast that I had this strength," equate to oversimplification or a lack of depth. he affirms. "Translating technology to non-technical C Instead, it involves stripping away unnecessary business leaders—and I've built my career around this skill layers to reveal the underlying essence. Just as Leonardo da set." Vinci famously said, "Simplicity is the ultimate sophistica- tion." In business, simplicity fosters clarity, agility, and As Chief Revenue Officer, he continues to embody this effectiveness. Yet, amidst this maze of intricacy, there exists ethos, driving innovation and fostering meaningful a profound question: Can you actually make the complex connections between technology and its users. His story simple? serves as an inspiration for aspiring professionals navigat- ing the intersection of technology and communication, reminding us that the ability to simplify the complex is This question has guided Christian Stadlmann, Chief Revenue Officer at Anyline, throughout his illustrious indeed a rare and invaluable gift. career in software sales. With over 23 years of experience in the industry, his path demonstrates the power of effective During our discussion with him, he highlighted his communication in the ever-evolving realm of technology. approach to maximizing revenue growth. "I'm a technical guy," Christian begins, reflecting on his Below are the highlights from the interview! roots in programming. "But I learned that I'm not a great programmer." Instead, he discovered his true strength lay in You serve as Chief Revenue Officer for Anyline. What is translating complex technical concepts into easily under- Anyline, and what drew you to join the company? standable language. This innate ability to demystify technology and elucidate its benefits paved the way for his Anyline is a startup software company founded just over a career in software sales. decade ago. We’re the market leader in mobile data capture; our software gives every smartphone or device with a In an era where software was at the cutting edge, Christian camera the power to read, interpret, and process visual recognized the need to bridge the gap between complex information. technical innovations and non-technical business leaders. "My typical customers have not been analytics experts," he I joined the Anyline team two-and-a-half years ago when it explains. "Many of the CIOs and CTOs I've sold software was about $2 million in revenue. I was attracted to Anyline to have had no technical background." Thus, his role for several reasons. First and foremost, our technology is evolved into that of a technology translator, adept at revolutionary and has the power to change the way conveying the value of software solutions to diverse customers in several large, established industries, like audiences. automotive, conduct business. Christian's journey underscores the importance of effective I believe in the technology we offer and wake up every day communication in the digital age. His skill set lies not only with the opportunity to help the organization prioritize, in understanding the intricacies of technology but also in scale, and increase recurring revenue. It has truly been a articulating its significance to individuals from varied dream opportunity for me. 15 June, 2024 www.thecioworld.com

18. What motivates you in your role as Anyline’s Chief Revenue Officer? In my role, I am a privileged member of the Anyline senior leadership team, which means I have the opportunity to set organizational goals and help articulate strategic plans to influence results for our team and our customers. I'm somebody who looks at our CRM solution in the morning, and I’m super proud that everything is working diagnosti- cally because I know what that means for our customers and our company. I’m very motivated by putting our plans in motion and seeing things happen according to how we’ve planned. How do you approach building and leading high- you have a technical person who tends to jump quickly into performing sales and marketing teams? deep discussions around technologies, you must help that person know how to address C-level leaders and speak I'm a big believer that sales and marketing must work hand- about the broader aspects of business and industry. in-hand in any organization. Sales require a very different skillset from marketing, and vice versa, so I believe that I use this same approach with sales and marketing teams. I you must build a sales and marketing structure that assess the talent I have in each group and then help empowers people to use their unique talents and work everyone use their talents to deploy and scale the model together to bring out the best in one another. we’re building. For example, if you have someone who is not that deep in Can you highlight a specific challenge you've faced in the technical aspects of a software product but they’re a maximizing revenue growth? How did you successfully good seller, it’s a leader’s job to help them work with the navigate it? technical team who can support and teach them. Just like if One significant challenge in driving revenue growth is navigating customer engagements to uncover deeper value. In a recent project, rather than offering an immediate quote based on the customer's initial request, we opted for a consultative approach. We spent weeks understanding their broader business needs and objectives. This deeper dive allowed us to propose a solution that was significantly more comprehensive and valuable, priced five times higher than what might have been suggested initially. The key to our success wasn’t just in offering a product but in demonstrating the tangible value and strategic advantage our solution could bring to the customer's operations. By articulating this value effectively, the customer was not only willing but eager to invest at the higher price point. This approach turned a straightforward sales transaction into a strategic partnership, leading to a more satisfied customer and a substantial increase in revenue. It highlights the power of value-based selling: focusing on the customer’s success as the pathway to our own. 16 June, 2024 www.thecioworld.com

19. What strategies do you employ to foster collaboration between sales, marketing, and other revenue-related departments? I’m a big believer that it’s best practice for sales and marketing to report to one C-level leader in a company. In previous roles at other organizations where I only had direct accountability for sales, we lost a lot of time having discussions with the marketing team, debating why marketing was not producing enough leads, and asking if they were using the same lead qualification processes as sales. These experiences highlight my comprehensive expertise in At Anyline, our sales and marketing team members report driving significant revenue growth and implementing high- directly to me, and it has created a lot of efficiency and margin models, contributing profoundly to organizational clarity that allows us to move faster. We have common success. goals and operate as a united team. It's about goal setting, aligning goals, and transparent tracking against those goals. What advice would you give to aspiring Chief Revenue Operating as one sales and marketing team and reporting to Officers looking to excel in their roles and contribute to the same leader helps with that. organizational success? Can you share a memorable success story where your To excel as a Chief Revenue Officer, focus on building a revenue-focused initiatives significantly contributed to strong team. Success hinges on aligning talent with roles that the organization's overall success? match their strengths, fostering an environment where each member can thrive. Avoid forcing fits; instead, leverage When I joined Anyline, we had $2 million in recurring individual strengths to drive organizational success. CROs revenue. Since I've been here, we’ve more than quadrupled should invest in building a team where every member is this in just two years, which has made us a multimillion- positioned to thrive, and they'll have the foundation to dollar company. This success is directly attributed to our navigate any challenge and seize every opportunity. strong planning process and our commitment to understand- ing our customers’ businesses and delivering mobile data What are some of your proudest professional achieve- capture solutions that help them improve safety and ments? Have you received any honors or awards? efficiency and reduce the cost and complexity of analog processes. When I started my sales career as a software engineer, I started working immediately on projects with customers. My tenure at a former company further underscores my Soon after, our company’s sales manager asked me to join capacity for driving exponential growth, where I was his sales team, and in the first year, I was recognized as instrumental in catapulting revenues from $30 million to “Rookie of the Year,” generating more revenue than our over $500 million in seven years. This was accomplished most experienced senior account manager at the time. I still by listening to the market, architecting an organization count that as one of my proudest achievements. capable of scaling effectively, and transitioning a zero- margin business into a highly profitable venture with 70% I also have a reminder at home. a glass statue from a margins. My approach focused on shared services, customer I received after we finalized a million-dollar deal. prioritizing customer success and retention, which exceeded It was the biggest deal I had ever had. What made it even 90%, and simultaneously expanding our customer base more special was that the customer personally gave me the fourfold. My involvement in over ten software acquisitions, award and thanked me for our work together. Closing a big with the largest exceeding $450 million, showcases my deal feels great, but the greater satisfaction comes from strategic acumen in fostering organic growth and scaling knowing your work is making a real difference to the businesses to new heights. customer and their business. 17 June, 2024 www.thecioworld.com

20. n today's competitive business leading to inefficiencies and missed landscape, the role of a Chief opportunities. By fostering a culture of I Revenue Officer (CRO) has collaboration, the CRO can ensure that become increasingly pivotal. Charged marketing campaigns are designed with the mission to grow company with sales goals in mind and that sales revenue, the CRO navigates complex teams have the insights and tools market dynamics, aligns diverse teams, needed to convert leads effectively. and drives strategic initiatives that can propel an organization to new heights. Practical Steps for Alignment: This blog outlines a playbook filled • Shared Goals and KPIs: with proven strategies that a CRO can Establish common objectives that leverage to scale revenue effectively. both teams are accountable for, such as revenue targets and lead Understanding the CRO's Role conversion rates. • Regular Communication: The CRO is the custodian of revenue Implement regular meetings and growth and has a comprehensive view collaborative platforms where that spans across sales, marketing, and sales and marketing teams can customer success. Unlike traditional share insights and feedback. roles that may focus on a single • Integrated Systems: Use function, the CRO integrates efforts integrated CRM and marketing across various departments to ensure automation systems to ensure that that revenue generation is streamlined data flows seamlessly between and optimized. This holistic approach teams, providing a unified view of enables a company to harness its full the customer journey. potential for growth. Strategy 2: Data-Driven Decision Strategy 1: Align Sales and Making Marketing In the age of big data, leveraging data- driven insights is crucial for scaling One of the most critical strategies in a revenue. The CRO must champion a CRO’s playbook is aligning the sales culture that prioritizes data integrity and marketing teams. Historically, and analytical rigor. these functions often operated in silos, 18 June, 2024 www.thecioworld.com

21. Key Actions for Data Utilization: • Invest in Analytics Tools: Utilize advanced analytics tools to gather real-time data on customer behavior, sales performance, and market trends. • Create Dashboards: Develop dashboards that provide actionable insights and make it easy for teams to track progress against key metrics. • Experiment and Iterate: Use data to conduct A/B testing on marketing campaigns, sales pitches, and pricing strategies to identify what works best. Strategy 3: Focus on Customer Success Customer retention is as important as acquisition when it comes to scaling revenue. The CRO must ensure that the company delivers exceptional value to customers, fostering loyalty and driving repeat business. Steps to Enhance Customer Success: • Customer Feedback Loops: Implement regular feedback mechanisms to understand customer needs and pain points, and use this information to improve products and services. • Proactive Support: Move from reactive to proactive customer support by anticipating issues and addressing them before they escalate. • Loyalty Programs: Develop loyalty programs that reward customers for their continued business and encourage referrals. Strategy 4: Optimize Pricing Strategies Pricing strategy is a powerful lever for revenue growth. The CRO must continuously evaluate and optimize 19 June, 2024 www.thecioworld.com

22. pricing to ensure it aligns with market improve efficiency, enhance customer the linchpin of revenue growth, the demand and maximizes profitability. experience, and create new CRO must harness the power of cross- opportunities for growth. functional alignment, data-driven Actions for Effective Pricing: insights, customer success, and Technology Implementation Tips: innovative thinking. By following • Market Research: Conduct these proven strategies, the CRO can thorough market research to • CRM Systems: Invest in robust drive significant revenue growth and understand competitor pricing and CRM systems that provide a 360- ensure the long-term success of the customer willingness to pay. degree view of customers and organization. • Dynamic Pricing Models: streamline sales and marketing Implement dynamic pricing efforts. Incorporating these strategies into a strategies that adjust based on • Marketing Automation: Use cohesive playbook provides a roadmap demand, customer segment, and marketing automation tools to for navigating the complexities of modern markets and achieving other factors. personalize customer interactions sustainable revenue expansion. • Value-Based Pricing: Focus on and improve lead nurturing Whether you're a seasoned CRO or value-based pricing, which aligns processes. stepping into the role for the first time, the price of the product or service • AI and Machine Learning: these tactics offer valuable insights that with the perceived value to the Explore the use of AI and machine can elevate your company's revenue customer. learning to gain deeper insights performance to new heights.CIO from data, automate routine tasks, and enhance decision-making. Strategy 5: Expand Market Reach Scaling revenue often requires Strategy 7: Foster a Growth Mindset expanding the company’s market reach, whether through new customer Lastly, a CRO must foster a growth segments, geographic expansion, or mindset within the organization. This product diversification. involves encouraging innovation, agility, and a willingness to take Key Approaches to Market calculated risks. Expansion: Cultivating a Growth Culture: • Market Segmentation: Identify new market segments that align • Continuous Learning: Promote with the company’s strengths and continuous learning and develop targeted strategies to development opportunities for capture these segments. employees to keep up with • Geographic Expansion: Explore industry trends and best practices. opportunities for geographic • Innovation Hubs: Create expansion, considering factors innovation hubs or teams tasked such as market potential, with exploring new ideas and regulatory environment, and local testing new approaches. competition. • Recognition and Rewards: • Product Diversification: Innovate Recognize and reward teams and and diversify the product portfolio individuals who contribute to to meet the evolving needs of the revenue growth and demonstrate a market and open up new revenue commitment to the company’s streams. goals. Strategy 6: Leverage Technology Conclusion Technology is a critical enabler of Scaling revenue in today's fast-paced revenue growth. The CRO should business environment requires a leverage the latest technologies to strategic and multifaceted approach. As 20 June, 2024 www.thecioworld.com

23. Not all those who Wander are lost. - J.R.R. Tolkien

24. 2024's Top Chief Revenue Officers to Follow opening in Cape Town and Rio de Janeiro in 2014, the same year the cyber practice started. In 2015, S-RM’s directors led a management buyout from the Salamanca Group. Today, S- RM has over 450 staff across ten John offices including New York, Washington, Hong Kong, and Singapore and Kuala Lumpur which just opened earlier this year. What motivates and drives you in Kemp your role as a Chief Revenue Officer? Turning Challenges into Conquests My focus is on the end-to-end client journey, the messaging our business puts to market that piques the interest of a prospective client, how they initially engage with us, all the way 25 Years of Sales Mastery Across with invaluable insights into mitigating through to the delivery of the Diverse Industries! risks and addressing emerging threats. engagement, and the follow-up once we have completed our project. Getting o you ever find yourself As CRO, John brings a wealth of this right and delivering a world-class stumbling into a career, only to knowledge and expertise to the table, service that ensures initial customers realize it's where you truly D driving revenue growth and strategic become long-term strategic clients is belong? For John Kemp, Chief initiatives for the company. His what motivates me to push harder Revenue Officer at S-RM, his journey dedication to understanding client daily. Equally, building an environment into sales began as a mere requirements and delivering tailored where teams can innovate and work happenstance after completing his solutions underscores his commitment together to achieve collective success education. Little did he know then that to excellence in sales leadership. is something I get a kick from creating it would become the cornerstone of his and driving. professional life. Over the past 25 In a world where sales are often years, his career has traversed various viewed as a transactional pursuit, his How do you approach building and realms of sales, sales management, and journey serves as a testament to the leading high-performing sales and leadership roles, spanning industries transformative power of embracing marketing teams? from commercial radio to consulting one's career path wholeheartedly. services. Through dedication, resilience, and a The key thing for me has always been passion for continuous learning, John to hire on potential, create an With a wealth of experience under his exemplifies the essence of successful environment where people can belt, including stints in networking, sales leadership in an ever-evolving develop, learn, and drive growth telephony, video conferencing, and business landscape. opportunities for their career cyber intelligence services, John's progression, and aid them in achieving passion for sales stems from the Below are the interview highlights: personal life goals. Selling is a team dynamic nature of the industry. "I love sport, so I always look to build teams working in an industry that evolves and Can you please brief us about your with people who are collaborative grows daily, helping clients mitigate company and its inception story? and can work well with risk and respond to threats," he shares. others rather than the S-RM started as Salamanca Risk heavy-hitting ‘lone Throughout his career, he has honed Management in 2005 a small security wolf.’ I’ve been lucky his skills in navigating the ever- consultancy based in London. The to have some superb changing landscape of sales, adapting current CEO, Heyrick Bon Gunning, mentors in my to new technologies, market trends, joined in 2007, and by 2011, when the career, and so I and client needs. His tenure in cyber corporate intelligence practice was set have always and intelligence services, spanning up, the annual revenue was over £5 looked to create over eight years, has equipped him million. Growth continued with offices 22 June, 2024 www.thecioworld.com

25. driving., , , , Building an environment where teams can innovate and work together to achieve collective success is something I get a kick from creating and John Kemp Chief Revenue Officer S-RM 23 June, 2024 www.thecioworld.com

26. strong learning opportunities for junior doing well and what we can improve. Dubai, Spain, and Italy. Over the members of the team. I believe having Creating an environment where coming two and a half years, we a mentor who isn’t your direct line everyone in the team has a voice and a collectively grew revenues close to the manager but is someone who has a chance to contribute to the direction is initial 5-year target by giving our wealth of experience is hugely key to driving strong cross-divisional clients care and attention, strategically beneficial for individual development collaboration. analyzing our revenue opportunities in and motivation. each account, and driving a culture How do you stay informed about where "team" was the drumbeat we all Can you highlight a specific industry trends and technological worked to. challenge you've faced in advancements that could impact maximizing revenue growth and how revenue generation? How do you balance the short-term you successfully navigated it? goals of meeting revenue targets with I use social feeds, insights, and the long-term strategy for The global pandemic was, of course, a newsletters to keep up to date with sustainable growth? strange time for any sales organization. industry shifts, but I am also an active Losing Facetime with clients and member of several networking groups In a growing business that is operating internal teams meant everyone had to where we share ideas and lived against a challenging economic experiences with other revenue and lock in and work that little bit smarter backdrop, being agile and adaptable to customer success leaders. for success through this period. I change is key. Working with a solid endeavored to create an environment in leadership team that discusses and In your experience, what role does which the teams not only connected for aligns strategy with a clear direction customer feedback play in shaping business talks and planning but also and plan has enabled us to flex to the created time that would have ordinarily revenue strategies, and how do you needs of the business accordingly. For been spent on coffee breaks or kitchen incorporate it into decision-making? me, having clarity on my long-sighted chats so that the feeling of “team” was vision and then breaking this down into not lost despite the remote nature of Gathering customer feedback is bite-sized, achievable goals has been a each communication. We successfully essential in sales and wider business way for me to ensure short-term goals grew and outperformed the budget in decision-making. A disciplined align with the longer strategy. each region through this period and approach is key—consistently strengthened many client relationships, collecting data, monitoring, and What advice would you give to often gaining more personal insight analyzing. After every completed client aspiring Chief Revenue Officers into their lives outside of the office. To project, we ask for feedback, we run a looking to excel in their roles and support this, designing and managing a broader annual client survey, and we contribute to organizational success? strong collaborative process was key. gather engagement across all Making people accountable for actions marketing efforts too. That gives us a Focus on supporting the success of and follow-ups and trusting them to great picture of the client and feeds others, lead with empathy, lead by perform while looking after their into our planning cycle. And I example, never stop learning and personal lives and home environment encourage my team to hone their listening, be consistent, think like a enabled us collectively to outperform listening skills too, because we need to CEO, stay hungry, and finally, be a targets through this strange and understand the issues clients are facing master of your time allocation. disturbing time. to help. Could you please let us know about What strategies do you employ to Can you share a memorable success any honors or awards you have foster collaboration between sales, story where your revenue-focused received thus far in your professional marketing, and other revenue- initiatives significantly contributed career? related departments within the to the organization's overall success? organization? I've won numerous sales and sales In late 2019, I joined a US organization management awards across my career, I believe a single-team mindset is key pushing a new practice into the UK from “Deal of the Year" to “Top 1%,” to success across sales and marketing market, to grow from £5 million to £50 “Manager of the Year,” and various CIO functions. Regular team sessions where million in revenue in 5 years. My winners circles and presidents clubs. the agenda is driven by everyone, with initial focus was on hiring and enabling a regionally dispersed team to map open and honest discussions that onto our clients across the region, encourage ideas, feedback, and an hiring across the UK, France, Benelux, opportunity to reflect on what we are 24 June, 2024 www.thecioworld.com

27. Leadership is not about being in charge, Its about taking care of those in your charge. - Simon Sinek

28. 26 June, 2024 www.thecioworld.com

29. 2024's Top Chief Revenue Officers to Follow Transforming Decades of Global Business Expertise into In a world hungry for knowledge, Matthias's visionary Impactful Solutions! leadership continues to shape the future of digital learning, empowering millions to unlock their full potential and nowledge is thought to be the key to success thrive in the digital age. because individuals who possess it are generally K more inclined in their domains. Having Below are the interview highlights: knowledge can change someone's perspective on their outlook on life. "What drives me is the transformative Could you please tell about yourself and what motivated power of learning and its ability to enrich lives worldwide," you to embark on this sector? shares Matt. In a world where knowledge is key, Matthias W. Strobel stands as a beacon of innovation and leadership With a robust career spanning three decades as a business in the realm of digital learning. As Chief Revenue Officer executive across diverse sectors, my professional journey at Netex Knowledge Factory, he integrates strategies that has been marked by significant experience in Asia, not only drive revenue but also foster profound educational showcasing both versatility and impact. From the early experiences for millions of people globally. stages of my career, I was drawn to the challenge of developing strategic and operational initiatives to foster His journey began with a passion for strategic development, business growth. honed over three decades in various executive roles across Europe and Asia. His early foray into entrepreneurship and In one of my initial leadership roles, I was tasked with consulting laid the foundation for a career marked by establishing a new business unit in China through a joint versatility and impact. Venturing into the eLearning sector, venture with a major local conglomerate. Remarkably, this Matthias witnessed firsthand the transformative potential of responsibility was entrusted to me at the age of 25. This accessible education, spurring his commitment to pivotal experience propelled my ongoing development, revolutionizing learning experiences. leading me to venture into entrepreneurship and business consulting for a period of time. This multifaceted Netex Knowledge Factory, under Matthias's guidance, has background equipped me to undertake various roles, emerged as a trailblazer in digital training solutions. With a encompassing responsibilities such as business mission to democratize learning, the company serves over 6 development, turnaround management, performance million users worldwide, spanning the corporate, improvement, and post-merger integration. My journey healthcare, and academic sectors. His visionary leadership eventually culminated in occupying senior executive roles drives Netex's commitment to providing compelling and with full P&L responsibility, spanning across Europe and effective learning experiences for all. Asia. In directing the versatile sphere of revenue generation, Recognizing the pivotal role of education in shaping lives, a Matthias emphasizes collaboration, innovation, and substantial portion of my career has been dedicated to customer-centricity. He champions integrated strategies that contributing to that, both in business and in private. align sales, marketing, and customer success efforts, Observing the transformative power of learning, fostering a culture of agility and resilience. His particularly in underserved communities, has been a driving commitment to balancing short-term targets with long-term force in my active participation in the eLearning sector. sustainability ensures Netex's continued success in an ever- Being part of an industry that strives to make education evolving market. accessible, breaking down geographical and economic barriers, is a fulfilling and humbling endeavor with a Matthias's impact extends beyond business accolades. His profound impact on enriching lives worldwide. coaching approach to leadership has nurtured high- performing teams, driving remarkable growth and earning Can you please brief us about Netex and its inception recognition, such as the 'Winner of 2020 Sensient Olympics story? Asia Pacific Group' award. Yet, for him, the true reward lies in witnessing the growth and success of his colleagues, a Netex has been a pioneer in developing training solutions testament to his unwavering dedication to fostering for over 25 years, catering to diverse sectors including excellence. corporate, healthcare, universities, business schools, and EdTech. Our overarching purpose is to enhance people's 27 June, 2024 www.thecioworld.com

30. lives through comprehensive training. This principle guides of an innovative culture. By leading by example, I every facet of our operations, from product creation to demonstrate the values expected from the team, fostering a cultivating customer relationships. At Netex, we champion work environment that reflects these principles. the democratization of learning, striving to make it accessible to all. Our unwavering commitment is to provide A commitment to continuous improvement is paramount in a compelling and effective learning experience for every this dynamic landscape. Regular evaluations of user. With a global presence, we proudly serve over 6 performance against goals, coupled with adaptability to million users, including 300+ blue-chip clients and 40,000 market changes, characterize my leadership style as agile SMEs. and responsive. This iterative process thrives on ongoing feedback, necessitating timely adjustments to strategies, What motivates and drives you in your role as a Chief ensuring sustained growth and excellence in results. Revenue Officer? How do you stay informed about industry trends and In my role as Chief Revenue Officer, I am driven by the technological advancements that could impact revenue goal of propelling organizational growth and achieving generation? unparalleled success in revenue generation. I find motivation in the challenges of crafting and executing I stay abreast of industry trends and technological strategies that significantly amplify sales performance. advancements crucial for revenue generation by actively Leading high-performing teams, fostering collaborative engaging with industry publications, participating in environments, and embracing innovation are key facets that relevant conferences, and leveraging insights from analysts inspire and invigorate my approach. and influencers. This multifaceted approach ensures that our strategies remain forward-thinking and adaptable to the The dynamic nature of aligning sales, marketing, and evolving market landscape. At Netex, we also host once a customer success efforts keeps me engaged and adaptable in year a big ´Thought Leadership' event in Madrid called 'We the face of evolving markets. I am particularly enthused by Love Learning' (www.welovelearning.com), in which we the prospect of utilizing cutting-edge technology and have leading global experts in the L&D industry speaking leveraging data-driven insights for optimization. Witnessing and sharing the newest trends to a wide audience of the tangible impact of strategic initiatives on revenue customers and other stakeholders. growth is a testament to the fulfillment of my professional journey as a Chief Revenue Officer. Can you share a memorable success story where your revenue-focused initiatives significantly contributed to I am committed to contributing to the overall success of the the organization's overall success? organization, and my passion lies in seeing the direct and positive outcomes of well-executed strategies on revenue In 2021, we identified a challenge where some product growth. issues coupled with stagnant commercial growth over the past 1–1.5 years posed a significant risk to a key customer. How do you approach building and leading high- The relationship was strained, and there was a looming performing sales and marketing teams? threat of losing this pivotal account, which would have had a substantial financial impact. Faced with this urgency, To cultivate and steer high-performing sales and marketing despite having recently undergone a post-merger teams, my approach revolves around the establishment of integration, we undertook a rapid and thorough clear objectives, the recruitment of top-tier talent, and the transformation. promotion of a collaborative work environment. This involves the implementation of effective communication Within months, we not only revamped the entire channels, leveraging cutting-edge technology and tools for commercial and technical team dedicated to this account enhanced efficiency, and harnessing the power of data but also restructured the overall framework for larger analytics to facilitate informed decision-making. enterprise customers. Although some final polishing is still ongoing, two years later, this account has experienced an Motivation and acknowledgment of team members play a impressive 30% year-on-year growth. This success pivotal role, complemented by the setting of measurable underscores the necessity, at times, to take bold steps and Key Performance Indicators (KPIs) and the encouragement essentially 'start from scratch.' The pivotal factor in this 28 June, 2024 www.thecioworld.com

31. achievement was the remarkable contribution of the skilled, professional, and dedicated individuals we brought into the fold. How do you balance the short-term goals of meeting revenue targets with the long-term strategy for sustainable growth? Balancing short-term revenue targets with long-term sustainability is vital for strategic growth. Prioritizing actions that contribute to long-term objectives ensures the business's health. Careful resource allocation, innovation investment, and customer relationship building are crucial. Achieving harmony between short-term gains and long- term sustainability drives organizational success in evolving markets. What advice would you give to aspiring Chief Revenue Officers looking to excel in their roles and contribute to organizational success? Emphasizing a holistic vision that aligns seamlessly with overarching business goals is pivotal. Staying abreast of industry trends, fostering collaborative leadership, and harnessing the power of data for decision-making underscore a commitment to informed and strategic performing teams that continue to thrive long after my choices. Adaptability stands out as a key trait, necessitating tenure, positively influencing the livelihoods of numerous the flexibility to recalibrate strategies based on valuable colleagues throughout my career. inputs from customers and shifts in market dynamics. In line with this coaching approach, a significant highlight Achieving a delicate balance between short-term targets and was in 2020, when my team in the Philippines was awarded a steadfast commitment to sustainable growth is paramount. the 'Winner of 2020 Sensient Olympics Asia Pacific Group' Effective communication, the promotion of innovation, and award. This internal sales competition among nine business maintaining a resolute, results-oriented mindset are central units across the Asia Pacific recognized the highest pipeline tenets of my leadership philosophy. By embodying these growth rates and, subsequently, the most wins. This award principles, success in the dynamic role of a Chief Revenue holds a special place for me as it reflects the dedication and Officer (CRO) becomes not only achievable but also a hard work of a team, focused on achieving outstanding substantial contributor to the overall prosperity of the results. organization. Could you please let us know about any honors or awards you have received thus far in your professional career? I perceive my role more as that of a coach than a traditional leader, and the real rewards come to me every day in the form of witnessing people learn, grow, and succeed, making a lasting impact on their lives. Consistently, I've brought together diverse talents, instilling a renewed vision, motivation, and satisfaction in the teams I lead. The true reward lies in contributing to the creation of cohesive, high- 29 June, 2024 www.thecioworld.com

32. How CROs Can Align Sales and Marketing for Maximum Impact 30 June, 2024 www.thecioworld.com

33. oday, CROs are not just tasked streams but also integrating processes with revenue generation but and strategies to ensure a cohesive T also with ensuring that the approach towards revenue generation. entire revenue process is seamless and integrated across departments. One of 1. Establishing a Unified Vision the most critical aspects of this The first step in aligning sales and integration is the alignment of sales marketing is to establish a unified and marketing teams. vision. The CRO should work with both teams to create a shared set of Historically, these two functions have goals and metrics that focus on the often operated in silos, leading to overall growth and success of the missed opportunities, company. This unified vision ensures miscommunications, and suboptimal that both teams understand their performance. Bridging this gap is not interdependence and are committed to just about enhancing collaboration; it’s working together towards a common about driving maximum impact on a objective. company’s bottom line. Here’s how CROs can effectively align sales and 2. Creating Shared Goals and marketing for transformative business Metrics results. Sales and marketing often have their own KPIs that don’t necessarily align. For instance, marketing might be Understanding the Disconnect focused on lead generation numbers, while sales are concerned with To bridge the gap, it's essential first to understand why the divide exists. Sales conversion rates and deal sizes. The and marketing teams, although CRO can help create shared goals and pursuing the same overarching goal of metrics that reflect the full customer business growth, often have different lifecycle, from lead generation to approaches and metrics of success. customer retention. Marketing focuses on generating leads, brand awareness, and long-term Shared metrics could include: strategic positioning, whereas sales are driven by closing deals and immediate • Lead Quality Score: A metric revenue. that evaluates the likelihood of a lead converting into a customer, This divergence can lead to a lack of bridging the gap between communication and collaboration, marketing’s lead generation and where marketing might hand off leads sales’ conversions. to sales without ensuring they’re • Revenue Attribution: Ensuring adequately qualified, or sales might not both sales and marketing are follow up on leads generated by credited for their roles in the marketing, deeming them unworthy. revenue process, fostering a sense The result is a disconnect that not only of shared responsibility. wastes resources but also negatively • Customer Acquisition Cost impacts the customer journey. (CAC): A shared focus on keeping this cost low can drive The Role of the CRO both teams to optimize their efforts and collaborate more A CRO’s unique position at the effectively. intersection of sales and marketing allows them to foster alignment and 3. Encouraging Open synergy between the two. The role Communication involves not just overseeing revenue 31 June, 2024 www.thecioworld.com

34. Effective communication is key to 6. Aligning Incentives and In a world where customer bridging the gap between sales and Compensation expectations are continually evolving, marketing. CROs should implement and competition is ever-intensifying, regular inter-departmental meetings Incentive structures play a significant the role of the CRO in aligning sales and establish open lines of role in driving behavior. CROs should and marketing has never been more communication to discuss ensure that compensation plans for crucial. By fostering a unified vision, performance, share insights, and align both sales and marketing teams are encouraging collaboration, and on strategies. This approach helps aligned with overall business leveraging data and technology, CROs prevent misunderstandings and ensures objectives and encourage can ensure that their organizations are that both teams are on the same page collaboration. For example, bonuses well-positioned to achieve maximum CIO regarding goals and tactics. could be tied to joint targets such as impact and sustainable growt overall revenue growth or successful 4. Implementing Integrated campaign outcomes that involve both Technologies teams. In today’s digital age, technology can 7. Utilizing Data for Continuous be a powerful tool in aligning sales and Improvement marketing efforts. CROs should advocate for and implement integrated Data-driven decision-making is CRM (Customer Relationship essential for continuous improvement Management) and marketing in aligning sales and marketing. CROs automation systems that provide a should establish systems for collecting single view of the customer. These and analyzing data from both teams to tools allow for seamless tracking and identify areas for improvement and management of customer interactions opportunities for better alignment. across the sales and marketing Regular reviews of this data can help spectrum. in adjusting strategies and ensuring An integrated system ensures that that both teams are moving in the same marketing data on lead behavior and direction. preferences is accessible to sales teams, enabling them to tailor their Conclusion approaches effectively. Conversely, sales insights can feed back into Aligning sales and marketing is not a marketing strategies to improve one-time effort but an ongoing process targeting and messaging. that requires commitment, communication, and collaboration. By 5. Fostering a Collaborative Culture bridging the gap between these two critical functions, CROs can unlock Cultural alignment is as crucial as significant growth potential, driving strategic alignment. The CRO should higher revenue and creating a more work on fostering a collaborative cohesive and efficient business culture where sales and marketing operation. The ultimate goal is to teams see themselves as partners rather create a seamless customer journey than rivals. This can be achieved that not only meets but exceeds through joint training sessions, team- customer expectations, leading to building activities, and recognition sustained business success. programs that celebrate cross- functional successes. 32 June, 2024 www.thecioworld.com

35. be our doubts of today., , The only limit to our realization of tomorrow will - Franklin D. Roosevelt

36. 2024's Top Chief Revenue Officers to Follow A Sales Journey of Leadership, Growth, and Impact in the cybersecurity is more than safeguarding data; it's about Cybersecurity Industry! ensuring the security of his clients' most precious resources and making a real difference to their businesses. rom a young age, many of us are asked the At Vectra AI, Hendrickx exhibits superior management important question: "What do you want to be when through his persistent commitment to greatness and tireless F you grow up?" While answers may differ, for some, pursuit of positive change. He has a profound the desire to be in sales is innate. understanding of growing consumer demands and a forward-thinking sales style, making him an important "I always wanted to be in Sales." Given popular perceptions enabler of innovation and creativity in the cybersecurity about sales roles, these statements frequently surprise many firm. people. However, for those who really understand the beauty of sales, it's about understanding and meeting the Below are the interview highlights: needs of individuals, building relationships, and contributing to the overall well-being and growth of both customers and businesses. These words from Willem Can you please brief us about your company and its Hendrickx, Chief Revenue Officer at Vectra AI, truly inception story? reflect his heartfelt dedication to the sales profession. Vectra AI is a cybersecurity company specializing in AI- His journey in sales began at Xerox, where he laid the driven threat detection and response solutions. Founded in foundation for his career. But it was during his tenure at 2011, Vectra AI had a vision to address the escalating PTC, where he had the privilege of learning from industry challenges posed by advanced cyber threats. The company's luminaries such as John McMahon and John Kaplan, that inception was fueled by the recognition that traditional his path took a definitive turn. After climbing the corporate security approaches were inadequate for detecting and ladder, and earning five promotions within a span of five mitigating sophisticated cyberattacks. years, he attributes his achievements to the invaluable mentorship and encouragement provided by these forward- Vectra AI's founders combined their expertise in thinking leaders. cybersecurity, machine learning, and artificial intelligence to develop a platform capable of detecting and responding His tenure at EMC, where he held multiple leadership to cyber threats in real time. Leveraging advanced AI positions and eventually led the Global Channels division, algorithms, Vectra's platform monitors network traffic, further honed his skills. Working alongside notables like identifies anomalies, and detects indicators of compromise, Tucci, Teuber, and Scannell, Hendrickx gained invaluable enabling organizations to proactively defend against cyber insights into effective leadership and business strategy. threats. Yet, it was the opportunity to join Vectra AI that truly Since its inception, Vectra AI has experienced rapid growth and has become a leading provider of AI-driven ignited his passion. Working alongside CEO Hitesh Sheth cybersecurity solutions. Our innovative approach to threat and a stellar leadership team, Hendrickx found himself detection has earned recognition from industry analysts and drawn to the company's mission in cybersecurity. To him, 34 June, 2024 www.thecioworld.com

37. 35 June, 2024 www.thecioworld.com

38. accolades from cybersecurity professionals worldwide. Today, Vectra AI continues to innovate and evolve its platform to stay ahead of emerging threats, helping organizations protect their digital assets and safeguard against cyberattacks. What motivates and drives you in your role as a Chief Revenue Officer? I am motivated by having a leadership position with strategic impact, developing my team, building a customer- centric culture, and driving strategic partnerships that, in the end, drive the right outcomes for customers and growth for Vectra. How do you approach building and leading high- performing sales and marketing teams? • I am always aiming to recruit top talent with the right skills, experience, and cultural fit. I prioritize providing the team with investments in training and development programs that continue to enhance their capabilities. • Implementing a customer-centric, or customer-first mindset, is key to driving sales and marketing success. It is important to understand customer needs, pain points, and preferences when guiding the development of tailored solutions and messaging that resonates. • It is key for me to establish clear performance metrics adjustments, and a shift in mindset. We did this collectively and accountability frameworks. This is essential for at Vectra using data-driven decision-making, leveraging our driving results. It's also important to implement partners, focusing on the right market segments, performance management systems to track key implementing robust customer retention strategies, and performance indicators (KPIs), provide regular driving upsell and cross-sell campaigns. In the end, we feedback to the team, and recognize and reward top optimized sales processes and operations for efficiency. performers. This is not always about adding reps, but driving more productivity across the organization. • Data-driven decision-making is essential to me. The implementation of systems and processes to gather What strategies do you employ to foster collaboration relevant data, analyze market trends, and measure the between sales, marketing, and other revenue-related performance of key sales and marketing initiatives departments within the organization? ensures the right outcomes. We have ensured that all revenue-related departments are Can you highlight a specific challenge you've faced in fully aligned with Vectra AI's overall strategic goals. This maximizing revenue growth, and how you successfully involves clear communication of our company objectives to navigated it? ensure that sales and marketing efforts are fully coordinated. In this climate, it is not just about growth, it is also about profitable growth. It has taken a concerted effort to shift the It's also important to build a culture of collaboration, foster focus of the sales organization from growth to profitable open communication, and always encourage teamwork to growth. This requires strategic planning, operational 36 June, 2024 www.thecioworld.com

39. ensure a cohesive approach towards achieving our revenue speed up go-to-market efforts. The "better-together" story is targets. something I fully embrace. How do you stay informed about industry trends and How do you balance the short-term goals of meeting technological advancements that could impact revenue revenue targets with the long-term strategy for generation? sustainable growth? Staying informed is an ongoing process. Building a strong We have built up a strong sales organization with the key professional network is necessary to stay up-to-date and objective of driving net new business to our company. In succeed. I am constantly leveraging people around me, both parallel, to ensure sustainable growth, we have successfully internal colleagues and external contacts, customers, and been driving multi-year contracts, building up a customer partners. I also consume the latest cybersecurity news and success organization to control churn and secure have regular discussions with analysts. upsell/cross-sell business, and we have introduced Managed Detection and Response (MDR) service offerings, In your experience, what role does customer feedback providing additional benefits to new and existing customers. play in shaping revenue strategies, and how do you incorporate it into decision-making? What advice would you give to aspiring Chief Revenue Officers looking to excel in their roles and contribute to Collecting and processing customer feedback is essential organizational success? for us. The development of our platform, and customer support functions, have resulted from interactions with our • Focus on Revenue: Follow the Process customer community. These are a few of our strategic initiatives: • Always know your customers, who they are, and what they need. Be a customer first. 1) Voice of the customer: An initiative to ensure the collection and communication of customer feedback to our • Hire the right people, starting from the top. sales, product management, and engineering departments. • Retain the right people 2) Executive Sponsorship Program: We assign executive sponsors to key customers and partners to manage and • Embrace change and think BIG. improve our relationships and ensure constant support and feedback collection. • Foster teamwork. 3) Hunt Club: A yearly community event where customers Could you please let us know about any honors or share their experiences with Vectra AI and each other. awards you have received thus far in your professional career? 4) Vectra sales events: A subset of customers and partners are invited to internal Vectra AI events, sharing their During my career, I have received numerous awards (MVP experiences with us and getting the opportunity to stay on awards, TOP 50 leaders in Edge Computing, etc.), but for top of the new Vectra AI platform and service me, awards are always related to the team. Every award I enhancements. won was because of my team. Sales is a team sport, and we should recognize everyone who contributes to an Can you share a memorable success story where your individual's success. revenue-focused initiatives significantly contributed to the organization's overall success? Throughout my career, leveraging strong partner communities has always proved to be the most successful way of scaling the business. By extending your own sales force with an ecosystem of Managed Service Providers, Resellers, and System Integrators, you will significantly 37 June, 2024 www.thecioworld.com

40. Two roads diverged in a wood, and I—I took the one less traveled by, And that has made all the difference. - Robert Frost www.thecioworld.com

42. , , Coaching is unlocking a person's potential to maximize their growth. - John Whitmore

43. Global Subscription

44. www.thecioworld.com