From CMO to CRO: Florence Broderick on balancing growth with efficiency and the metrics that actually matter

What does it really take to make the leap from CMO to CRO and to build a revenue function that actually scales?In the final episode of Season 1, Tom is joined by Florence Broderick, CRO at General Index, to unpack what it actually takes to make the transition to CRO and what founders should know before hiring their first CRO. Florence shares candid insights from her transition to CRO, why she believes marketing leaders can make exceptional CROs, and how she’s balancing growth with capital efficiency in 2025 and beyond. If you’re a founder or GTM leader navigating growth right now, you won’t want to miss this episode.  Episode Chapters02:30 - Flo’s career journey from dreams of big corporates to CRO 08:30 - Managing imposter syndrome in a new role 14:30 - Building her CRO playbook 22:10 - What every CRO should nail in their first 90 days 27:30 - Why ‘rockstar CVs’ often fail 31:45 - The CRO skills that matter most in 2025 38:10 - AI that uses the needle & metrics that matter 46:50 - Getting more women into sales Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected]✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!