Fractional CRO
Fractional Chief Revenue Officer for technology and SaaS businesses
You may need revenue leadership before you need a full-time Chief Revenue Officer. I work as a fractional CRO with technology and SaaS businesses, taking commercial and revenue ownership for a set number of days each month.
25+ years across technology, enterprise software, SaaS, product, pre-sales, consulting and delivery, in commercial and leadership roles. Independent, and not tied to any vendor or product.
What a Chief Revenue Officer owns
A CRO owns revenue end to end rather than one function within it: the proposition and pricing, the go-to-market, sales and pre-sales, the pipeline and the commercial process that connects them.
That whole-journey view matters. Most revenue problems are not caused where they show up. Poor conversion is often a positioning or qualification problem, not an effort problem.
Why fractional
A permanent CRO is a significant cost and a significant bet. Fractional gives you the seniority and the judgement now, sized to what the business actually needs, and lets you build the case for a permanent hire on evidence rather than hope.
Typical engagements run at two to eight days per month, or three to twelve months as an interim if you need someone in the role full-time for a defined period.
Revenue strategy, not just more activity
More outbound, more demos and more discount rarely fix a revenue problem; they just make it more expensive. Revenue strategy is deciding where the winnable revenue is, what you are genuinely better at, and how to sell that repeatedly.
The output is a plan the leadership team can act on: where to focus, what to say, how to sell it and what to stop doing.
Where revenue usually leaks
- Plenty of leads, poor conversion.
- Long deal cycles with no clear qualification standard.
- Pricing set by nerves rather than value.
- Renewals and expansion left to chance.
- Sales and pre-sales working to different definitions of a good deal.
- Forecasts nobody believes.
How a fractional CRO engagement works
It starts with a short, honest read of where the commercial operation is: proposition, pipeline, process, people and pricing. From there we agree the two or three things that will move revenue, and I work alongside your team to make them happen.
Hands-on where it counts: shaping the proposition, developing opportunities, leading bids, coaching the team and building the commercial habits that outlast the engagement.
Commercial and revenue leadership together
Some businesses want revenue ownership; others want broader commercial leadership across strategy, proposition and partnerships. I can do either, or both, at Commercial Director or CRO level.
If you are not sure which you need, that is a good conversation to have before you write a job description.
Let’s talk it through.
If revenue has become harder work than it should be, tell me what you are seeing. A short conversation will usually surface whether this is a positioning, sales or process problem, and whether a fractional CRO is the right answer.