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The Revenue Leadership Podcast with Kyle Norton
JD Miller’s CRO Playbook for PE-Backed Companies
Jan 15, 2025
JD Miller, a seasoned CRO with over 20 years in private equity-backed software, shares his unique career journey from law to B2B sales. He discusses the fast-paced environment of private equity, the 'rule of 40,' and disciplined value creation. JD unveils his CRO Playbook, highlighting strategies for annual planning and aligning teams. He emphasizes the importance of communication and data-driven decision-making in driving growth and navigating market disruptions. Personal anecdotes enrich the conversation, offering valuable insights into scaling revenue teams and fostering innovation.
01:18:43
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Quick takeaways
- A clear investment thesis in private equity-backed companies guides team efforts towards specific projects, enhancing focus and execution.
- Fast-paced dynamics in private equity create a culture of urgency, driving operational improvements that differentiate firms from traditional ventures.
Deep dives
Importance of a Structured Investment Thesis
Investing in a company requires a clear investment thesis that outlines the expectations and objectives over a designated timeframe. This structured approach provides direction for team members, allowing them to rally around particular projects such as new expansions or product developments. A defined timeline is motivating and helps focus efforts on achieving the set goals, leading to effective execution across the organization. This proactive mindset encourages progression for the company towards its next buyer, emphasizing strategic planning and collaboration.
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