CRO Connected Podcast

CRO Survival in Private Equity: Board Strategy, Sales Forecasting & AI | JD Miller, Five Arrows (Rothschild & Co)

JD Miller – CRO across 36 PE-backed companies at Five Arrows (Rothschild & Co) and five-time exit veteran – breaks down why most CROs don't last 18 months and what the ones who survive do differently. He and host Louis Fernandes dig into aligning with the investment thesis, using sales velocity metrics to build a forecast your board actually trusts, setting expectations before bad news finds you, and where AI genuinely helps revenue teams versus where it's just adding noise. JD also previews his new book, The AI Handbook for Sales Professionals. Essential listening for any PE-backed revenue leader.

Inside the Revenue Operating Model of Enterprise | David Pugsley (Salesforce)

What does it really take to drive revenue inside a large enterprise organisation? In this episode, we unpack how enterprise teams operate internally - from cadence and cross-functional alignment to clarity of ownership and disciplined execution. This is a conversation about operating rhythm, accountability, and the structure required to make revenue predictable at scale. Not individual heroics. Not quick tactics. It’s about how the system itself supports performance. For CROs and senior GTM leaders who want to understand how large organisations like Salesforce design internal mechanics that enable consistent revenue outcomes.

The Strategic Misalignment at the Heart of GTM Hiring | Jonathan Graham (Graham Executive Search)

Most Go-to-Market hiring failures aren’t talent problems - they’re strategic alignment problems. In this episode, we examine why companies hire GTM leaders for outcomes their strategy, structure, and operating model aren’t prepared to support. From unclear mandates to unrealistic expectations, we unpack why even experienced hires fail - and what those failures really reveal about leadership and systems. If you’re responsible for revenue, growth, or senior GTM hiring, this episode offers a clearer diagnosis of what’s actually breaking go-to-market teams.

The Renaissance of Brand in B2B | Sarah Aird-Mash (Future Group)

For years, growth was reduced to dashboards, attribution models, and short-term performance wins. Now, the pendulum is swinging back. In this episode, we explore the renaissance of brand - why trust, credibility, and long-term signal are becoming decisive GTM advantages again, especially as AI, automation, and noise flood the market. Drawing on experience from earlier GTM inflection points, we unpack: * Why performance-only growth is breaking down * How brand quietly compounds when tactics stop working * What seasoned GTM leaders see that others miss during periods of change * Why the next phase of growth rewards judgement, not just execution This isn’t a nostalgia play for “brand marketers.” It’s a practical conversation for CROs, CMOs, and GTM leaders navigating a market where attention is scarce, trust is fragile, and differentiation actually matters again. If you’re responsible for revenue and reputation - this episode is your reminder that brand was never optional. We just forgot.