The Revenue Leadership Podcast with Kyle Norton E16: JD Miller's CRO Playbook for PE-Backed Companies
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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.
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JD's Career Start
- JD Miller initially pursued a pre-law path but an internship changed his mind.
- He transitioned into tech sales, starting at Introspect and experiencing a successful acquisition by Vignette.
PE Focus
- Private equity often involves focusing on a company's exit strategy and rapid value creation.
- This fast-paced execution and defined timeline can be motivating for those involved.
Modus Growth Strategy
- At Modus, the focus was on scaling the sales and marketing team and expanding into new industries.
- They also launched new products, adapting to market changes like the shift to remote work during COVID.
