CRO School

January 25, 2024 - March 14, 2024 | Virtual

Thursdays from 1:00 pm - 2:30 pm ET

Designed for Executive Members

Enrollment Closed

Overview

There’s no challenge quite like being a CRO in today’s world. You’re tasked with creating predictable revenue growth in unpredictable times. You need to think about how buyers like to be sold in a digital world, ensure reps are productive, and make certain that everyone is following the same process.

This 8-week comprehensive school is designed to enhance your skills and prepare you to strategically level up. Each week, you will work with industry-leading experts to discuss and gain actionable insight into topics like building a world-class management team, developing a theory of enterprise value, forecasting and revenue modeling, and more. At the end of the 8-weeks, there are two optional bonus sessions.

2023 Deans

Kiva Kolstein, President and Chief Revenue Officer, AlphaSense

Kiva Kolstein

President and Chief Revenue Officer, AlphaSense

Founder & CEO

Information

About

In this 8-week school, you’ll learn from industry-leading experts to develop the necessary skills, perspectives, and experiences to help you make a lasting impact as Chief Revenue Officer.

Who Should Enroll

This school is designed for sales, marketing, and GTM executives looking to advance to the C-suite, executives from other functions looking to level up their careers and develop a foundational understanding of revenue generation and management, as well as current CROs looking to refine their craft and gain exposure to new ideas.

Impact

By the end of this course, you will be equipped with the knowledge and skills to:

Define a winning sales process choosing the right systems and architect for scale and predictability as well as create visibility into appropriate success metrics and KPIs
Take both a qualitative and quantitative approach to forecasting
Build and execute marketing, customer success, and partnership strategies that drive revenue and support common goals
Identify the proper time to shift into scale mode while focusing on the 3 P’s (people, process, and planning)

Why Enroll

Being a CRO today demands that you create predictable growth in an ever-changing selling landscape. This course will give you actionable insights to not only build a solid foundation for revenue success but readily pivot at any moment.

Curriculum

Session #1
The Role of the CRO

By the end of this class, you will be able to:

Use an execution framework to prioritize and allocate your time as a CRO
Set your strategy and be ready to pivot whether you are starting from scratch or stepping into an existing organization
Define a winning sales process including choosing the right systems and architect for scale as well as create visibility into appropriate success metrics and KPIs
Identify your place and responsibilities on the executive team and as a part of the board

Session #2
Building a World-Class Management Team

By the end of this class, you will be able to:

Define your own leadership principles based on who you are and how you lead
Assess current strengths, skill sets, and gaps to round out the team and structure management to allow you to be more strategic
Clearly define what each interviewer should test for and specific skills to evaluate for including situational and behavioral questions
Motivate and inspire your team by encouraging them to share their vision with their team, investing in leadership development, and providing resources to remove obstacles

Session #3
Developing a Theory of Enterprise Value

By the end of this class, you will be able to:

Use quantitative analysis as well as incorporate personal experience and preference to create a repeatable and predictable business
Focus on the order of operations to generate revenue (market size, product, marketing, and sales)
Use Unit Economics to tell the core story of your business to showcase if it was designed to drive results

Session #4
Forecasting and Financial Modeling

By the end of this class, you will be able to:

Take both a qualitative and quantitative approach to forecasting
Include leads generated from product and marketing into your forecast, as including sales capacity alone is not optimal
Separate forecasting for your new business and recurring/mature business

Session #5
Foundations of Marketing Leadership

By the end of this class, you will be able to:

Ask the right questions to evaluate the business’s health and its potential for growth, as success in sales and marketing is largely predetermined
Build a solid foundation that drives cross-functional alignment and supports the collective company goals
Build and deploy a marketing budget using data to drive decisions

Session #6
Scaling the Inside Sales Machine

By the end of this class, you will be able to:

Identify the proper time to shift into scale mode
Focus on the 3 P’s of scaling (people, process, and planning) to drive success
Predictably repeat performance to drive growth

Session #7
Foundations of Customer Success

By the end of this class, you will be able to:

Define and execute against your customer journey, creating a seamless experience
Identify and define the team’s various roles and responsibilities to create strong cross-functional relationships that deliver a better customer experience and drive more revenue
Avoid common CS pitfalls

Session #8
Storytelling with Data

By the end of this class, you will be able to:

Provide a time series for context when presenting data, since rates and ratios are always better than absolute numbers
Dig beyond surface-level metrics and vividly paint the picture for the entire executive team
Apply data-driven changes and closely monitor the impact

Optional Bonus Session
Ecosystems & Partner Strategy

By the end of this class, you will be able to:

Treat ecosystems and partner strategy as a “strategy” instead of a “tactic” to ensure program success and drive successful revenue growth
Take your time with phases 1 and 2 (discovery & foundation and strategy & planning) of building the function before executing, as many leaders want to start signing partners right away
Treat partnerships as a true partnerships, assuring both parties benefit

Optional Bonus Session
Scaling from 0 to 100M as CRO

By the end of this class, you will be able to:

Create mutual respect between teams to drive alignment
Use culture as the tie that bonds the team and company together to increase employee engagement and productivity
Apply a franchise owner mentality to the business by inverting the org chart to gain perspective

What Our Students Have To Say

"Three years ago, I was promoted to CRO at a hyper-growth startup. There wasn’t a playbook or internal resource for leveling up my skills in this new role. I learned so much by trial and error, reading, podcasts, and networking. Big ups to all the exceptional industry leaders who led the various courses and poured their knowledge into us."

Andre Riley CRO, Arcade

"One of my favorite parts about Pavilion is Pavilion University. This summer I had the opportunity to take a deep dive into what great looks like at the CRO level. Thank you to all the revenue leaders and presenters for bringing so much valuable content to this course. I look forward to applying this knowledge going forward and making a larger impact."

Jesse Bender Head of Sales and Customer Success, CloudTrucks

"To my incredible Monday cohort - I'm happy to be part of such a great network of people and looking forward to continuing our support for each other beyond [CRO School]. Our diverse experiences and perspectives helped me extract the most out of this program."

Stephen Peters Strategic Accounts, Circular Technology

"If you’re a marketing or sales leader and looking to understand how to lead the full revenue cycle, I would definitely check out Pavilion and this school. "[There are] in-depth trainings led by true SMEs as well as great content, resources, and excellent small-group discussions in our weekly cohort.'

Winston Chenery VP of Marketing, Teachstone

Frequently Asked Questions

: This course is included in the cost of a Pavilion Executive Membership.
: At this time, this course is open to Pavilion Members only. Join Pavilion to enroll.
: This school starts on January 25th, and runs through April 4th.
: Enrollment is closed.
: Live, virtual sessions occur weekly on Thursdays from 1:00 pm – 2:30 pm ET.
: Yes, there will be cohorts for this school. Cohorts meet once per week at a selected day/time during the duration of the program.

Due to the peer element of Pavilion University, we see increased engagement from students which strengthens your ability to recall and apply learnings.
: Yes, there is a final exam at the end of this school. A passing score of 80% must be attained in order to receive your certificate.
: Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience, but watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.
: After successfully meeting attendance requirements and passing the final exam, you will receive a certificate that you can add to your Licenses and Certification Section on LinkedIn.

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights