The Rise of The Chief Revenue Officer and Chief Commercial Officer

For our latest interview, Melanie sat down with Cullen Onstott, Managing Director at The Onstott Group. The Onstott Group is a leading retained executive search firm located in the greater Boston area, specializing in technology, healthcare, industrial, consumer and business services.

Cullen provides insight into the popularity of the Chief Revenue Officer role, what types of companies could benefit from this role and where the CRO fits in with the C-suite.

Check out the whole video or jump to the questions you're most interested in!
- Introduce us to the Onstott Group. (2:54)
- Tell us about the rise in the Chief Revenue Officer role. What do you think is driving this? (5:28)
- How do the CRO and CCO differ? (8:20)
- When is it appropriate to have both roles? (10:40)
- Is the CRO just for a tech company? (11:33)
- When do you suggest a company add this type of person to their team? (13:48)
- Does the rise of these roles create a top-heavy C-suite? (16:20)
- Where does the CRO sit in terms of the “pecking order”? (18:47)
- What are the types of dilemmas or trade-offs that these roles face? (20:32)
- What are the types of attributes that are unique to that role? (22:41)
- Any ”war stories” you can share with us about placements gone wrong? (27:07)
- What advice would you have for a Director of Sales or VP of Marketing that aspires to become a CRO? (30:17)

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LINKS
Cullen Onstott LinkedIn:   / cullen-onstott  
The Onstott Group LinkedIn:   / the-onstott-group  
Website: http://www.onstott.com/