Read more about the article CROs: When Opportunity Becomes the Enemy of Scale

CROs: When Opportunity Becomes the Enemy of Scale

Episode #263: Mark Greenaway, former Chief Revenue Officer at Crownpeak, explains why opportunity itself can become the biggest barrier to scaling revenue. He shares how spreading go-to-market teams too thin weakens execution, increases customer acquisition costs, and reduces long-term growth potential. Mark discusses how disciplined focus, cross-team alignment, and early trust-building enable CROs to scale efficiently while protecting customer retention and profitability.

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Read more about the article CROs: When Opportunity Becomes the Enemy of Scale

CROs: When Opportunity Becomes the Enemy of Scale

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Episode #263: Mark Greenaway, former Chief Revenue Officer at Crownpeak, explains why opportunity itself can become the biggest barrier to scaling revenue. He shares how spreading go-to-market teams too thin weakens execution, increases customer acquisition costs, and reduces long-term growth potential. Mark discusses how disciplined focus, cross-team alignment, and early trust-building enable CROs to scale efficiently while protecting customer retention and profitability.

Continue ReadingCROs: When Opportunity Becomes the Enemy of Scale
Read more about the article (4:34 Summary Video) “Why Content is the New ABM”

(4:34 Summary Video) “Why Content is the New ABM”

In this 4:34 summary video with Barbie Mattie, former VP Principal Analyst at Forrester and current advisor at Iron Horse, she explains why account-centric content is the new account-based marketing. "Content is the new ABM because the same diligence that was used to target high-value accounts needs to be applied to go beyond the targeting." - Barbie Mattie

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Read more about the article 2024 Report: Why Content is the New ABM

2024 Report: Why Content is the New ABM

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Barbie Mattie, former VP Principal Analyst at Forrester and current advisor at Iron Horse, discusses the findings of her recent report on B2B investments in 2024. The report reveals that high-growth companies prioritize efficiency, retention, and expansion as their most important outcomes. Content marketing emerges as a key strategy. Mattie emphasizes the importance of audience-centric content and a connected buyer journey. She also highlights the need for companies to focus on customer retention and expansion rather than solely on net new acquisition.

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Read more about the article “Why CMOs Need To Be Great Forecasters”

“Why CMOs Need To Be Great Forecasters”

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Gayle Nixon, a multiple-time B2B CMO with 20+ years of experience, shares her insights on why CMOs need to be great forecasters and how she has flipped the traditional marketing attribution model. Instead of looking at marketing results after the fact, she focuses on predicting marketing spend and ROI before implementing any tactics.

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