Rev-n-u Unplugged Adam Crandall - If You D0 80% of This, It Will Get You To Profitability
Nov 18, 2025
Adam Crandall, the Chief Revenue Officer at Adtronics, dives into the world of private equity and revenue growth strategies. He discusses the evolution from centralized to decentralized operating models, sharing insights on why adaptability is key for CROs. Adam emphasizes the importance of a one-page playbook for scalability and details how to balance varying priorities across multiple companies. He also offers advice on managing board dynamics effectively during strategic pivots, ensuring data-driven decision-making leads to profitability.
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One-Page Playbook Drives Scalable GTM
- Build a concise one-page GTM playbook that lists revenue-generating activities, roles, meetings and KPIs.
- Deploy it to operating companies and require adoption as the contract for scalable growth.
Centralized Control Breaks With Scale
- Centralized control breaks as you add more acquisitions and becomes unscalable for a CRO.
- Decentralize authority to OpCo presidents while enforcing a shared playbook and oversight.
Centralize Only When Products And Buyers Match
- Keep sales and marketing separate per OpCo when products, buyers, and ICPs differ significantly.
- Only centralize when multiple businesses sell the same product to the same buyer.