CRO Stories: How CROs Can Thrive in Their New Role with Warren Zenna

Welcome to the first episode of CRO Stories! This is a new segment of the RevOps Corner podcast, where we interview brilliant CROs and GTM experts to discover how revenue leaders are making massive impact in B2B SaaS. Our host, USC Marketing Manager Rachael Bueckert, sits down with Warren Zenna of The CRO Collective to talk about how CROs can thrive in their role -- and the mistakes companies make when hiring them.

Know a CRO with experience in B2B SaaS >$30M ARR and experiences to share? You can email Rachael at rachael@unionsquareconsulting.com to be considered!

00:00 Introduction to CRO Stories

00:48 Warren's Background and Journey

01:40 Challenges in Ad Tech and Sales

03:36 Misalignment in Sales, Marketing, and Customer Success

06:28 Why We Need a Chief Revenue Officer

07:10 Defining the CRO Role

07:57 CRO Readiness and Hiring Challenges

09:00 The Impact of Hiring the Right CRO

14:01 Common Mistakes in Defining the CRO Role

23:09 Advice for New CROs Before You Take the Job

29:07 Evaluating Marketing and CRO Interactions

30:01 Establishing Your Process in the Interview

30:17 Assessing Revenue Operations Maturity

32:02 Understanding the Role of a CRO

35:32 Key Competencies for Sales Leaders

39:52 Ensuring CRO Support and Resources

47:01 What Can CROs Do When They're Not Being Supported Enough

50:30 Networking and Resources for CROs

51:52 Conclusion and Where to Find More Information