On this week’s episode of ‘The Road to Revenue,' we are joined by Josh Allen, who was recently appointed Chief Revenue Officer at Quickbase. As a seasoned CRO, Josh is an expert in scaling businesses and driving revenue. Host Natalie Furness sits down with him to discuss what is needed for success in the CRO role—fast.

With less than 60 days in his current CRO role, Josh shares his take on how CROs and revenue leaders can set themselves up to make an impact in the crucial early days.

The conversation covers everything from acquiring talent to suit today’s business climate to evaluating true readiness to scale. They discuss the value of partnerships and how to integrate those relationships into the sales process. He and Natalie go on to emphasise the importance of having robust data infrastructure in place to properly measure key metrics like customer lifetime value and the cost of customer acquisition. This, and plenty more actionable advice, make it a must-listen for revenue leaders looking to deliver tangible results.

The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.

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[1:30] Josh starts off by discussing his previous experience scaling businesses and then goes on to talk about joining Quickbase as CRO.

[3:24] Natalie asks Josh to dig into the topic of scaling and explain the difference between growth and scale.

[5:50] Josh walks through some of the metrics for judging if a company is in a position to scale responsibly and sustainably.

[7:14] Natalie talks about the challenges that arise when you have a lack of visibility in your revenue chain and the issues of poor data visibility.

[8:01] Josh highlights the current difficult macro environment that makes attention to detail and sales discipline essential to success in 2024.

[9:56] Josh outlines the characteristics he looks for when hiring that indicate the candidate will be successful.

[12:00] Josh discusses the motions or approaches that have the greatest impact in today’s market.

[14:30] Natalie and Josh look at the topic of partnerships and using data to measure their success.

[16:25] Natalie asks Josh, from his experience in multiple CRO positions, how a CRO can set themselves up for success.

[20:28] Natalie asks where listeners can keep up to date with what Josh is up to at Quickbase.