Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]

You closed the deal. Now who owns the customer?Most revenue organisations are built to win new business. Far fewer are built to keep it and grow it. Mark Reich, CRO of Lawpilots, has spent the last two years rebuilding exactly that: a full revenue engine where sales and customer success aren't siloed functions but two sides of the same customer relationship.In this episode:✌️ Win #1 — The hunter-farmer split that changed the game: how Mark restructured lawpilots' revenue org with specialised roles, separate incentive structures, and a clear handoff model and why that focus fixed both the new business and post-sales motion.✌️ Win #2 — From product-led to service-led CS: how shifting to a project management mindset, in-person workshops, and proactive adoption tracking drove a 10% NRR improvement in year one.🌱 Fail — The inbound-led outbound machine that nobody could operate: Mark's team built a sophisticated, intent-driven outbound system with enrichment flows, ABM triggers, and multi-stakeholder sequencing. It took four months to set up. The sales team couldn't use it.If you're a CRO, VP Sales, or CS leader trying to connect the full revenue arc — from pipeline to retention — this episode gives you a grounded, honest look at what actually moves the needle.Connect with Mark:🔗 LinkedIn: https://www.linkedin.com/in/mark-reich/🔗 Lawpilots: https://lawpilots.com🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode Timestamps00:00 — Intro & Mark's background01:17 — How Mark defines the CRO role at lawpilots02:59 — How the CRO role has changed in five years05:22 — Sales vs CS: the biggest source of friction07:42 — CRO best practices that do more harm than good (OKRs)11:38 — Win #1: The hunter-farmer split and role specialisation13:40 — Win #2: Moving CS from product-led to service-led16:47 — The result: 10% NRR improvement in year one17:25 — The fail: the outbound machine nobody could run20:18 — Key takeaways23:01 — Where to find Mark

Sales and marketing say they're aligned. The data tells a different story.Ylva Eriksson, CMO at Winningtemp and B2B marketing leader with experience scaling across multiple markets, joins Michael Jäger to get practical about what sales and marketing alignment actually requires, beyond the manager relationship and the good intentions.In this episode:✌️ Win #1 — Aligning the systems: how implementing an account-based marketing platform (N.Rich) gave sales and marketing a shared view of every touchpoint and finally made it possible to show sales the real value of marketing activity.✌️ Win #2 — Building events and webinars as a joint effort: how co-creating content with sales input leads to more relevant programmes, more engaged reps, and, as one top-performing AE put it, a reason to stay in touch with every target account.🌱 Fail — The cold outreach agency that didn't deliver: why bringing in an agency for quick results in an unknown market almost never works, what Ylva's team got wrong, and the one condition under which agencies actually do perform.If you lead marketing, run a sales team, or sit anywhere along the GTM motion, this episode gives you three concrete moves for turning "we're aligned" from a talking point into something you can see in the data.Connect with Ylva:🔗 LinkedIn: https://www.linkedin.com/in/ACoAAAPZSd8BqpYQgCwYGQy4rej6v03FcD0iwGc/🔗 Winningtemp: https://www.winningtemp.com🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode timestamps00:00 — Intro & Ylva's background01:17 — What the CMO role at Winningtemp actually involves02:26 — The biggest misalignment when companies scale internationally04:05 — The most common myth about sales and marketing alignment05:13 — How to know alignment is broken even when everyone says it's fine05:57 — Where to start when aligning sales and marketing in a new market06:39 — Win #1: Aligning the systems with ABM (N.Rich)08:34 — Win #2: Events and webinars built together with sales10:03 — Fail: The cold outreach agency that didn't deliver13:51 — Key takeaways

Most enterprise deals don't die because of the product. They die because of internal alignment debt, over-engineered selling teams, and a champion with no budget.Thomas Cser, Head of DACH Revenue & Growth at Stripe — and former enterprise leader at SAP, Salesforce, and ServiceNow — joins Michael Jäger to unpack what it actually takes to move complex, multi-stakeholder deals from interest to decision in 2026.In this episode:✌️ Win #1 — Go vertical or go generic: how building real industry depth — the right talent, the right language, the right use cases — accelerates trust, shortens cycles, and shifts conversations from "software features" to business impact.✌️ Win #2 — Focus beats motion: why ruthless ICP discipline and geographic focus outperform opportunistic deal-chasing — and how long it actually takes for the compounding effect to show🌱 Fail — The over-orchestrated deal: what happens when too many people get involved too early and why a small, sharp team with a strong AE beats a swarm every time.Whether you're running enterprise sales or trying to scale a complex GTM motion, this episode gives you a sharp lens on what separates precision deal-making from hope-based chaos.Connect with Thomas:🔗 LinkedIn: https://www.linkedin.com/in/thomascser/🔗 Stripe: https://stripe.com🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode timestamps00:00 — Intro & Thomas's background01:53 — How enterprise selling has fundamentally changed in 20 years04:55 — The real source of complexity most teams underestimate06:33 — Early warning signs a deal is drifting09:07 — What separates orchestrated from chaotic deals09:57 — Win #1: Going vertical to win enterprise trust13:27 — Win #2: Focus, focus, focus — ruthless ICP discipline17:31 — Fail: Over-orchestrating deals with too many people too early19:56 — Episode recap & key takeaways

AI is everywhere in revenue teams right now. But is it actually moving the needle or just automating the mess that was already there?Oisin Connell, sales leader with 15+ years of B2B tech experience across SaaS and enterprise, joins Michael Jäger to get specific about what AI in revenue teams actually looks like when it works and when it doesn't.In this episode:✌️ Win #1 — The AI health score: how Oisin's team replaced backward-looking MBR post-mortems with a daily weighted KPI feed that surfaces coaching opportunities in real time.✌️ Win #2 — The crystal ball: an account and persona research agent that delivers intent signals, email structures, and call scripts from a single URL input, cutting hours of manual prep per rep.🌱 Fail — AI without guardrails: what happened when reps built their own AI messaging without structure: brand drift, inconsistent output, and a full reset...The through-line: AI scales process, not intuition. If your GTM fundamentals aren't solid, you're not gaining efficiency, you're accelerating a mess.Connect with Oisin:🔗 LinkedIn: https://www.linkedin.com/in/oisinconnell1/🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode timestamps00:00 — Intro & Oisin's background04:09 — The biggest AI myth in revenue teams05:42 — What AI kills forever in sales ops07:37 — Win #1: The AI health score11:22 — Win #2: The crystal ball research agent14:19 — Quality over quantity — why training still matters14:41 — The fail: AI rollout without guardrails19:49 — Key takeaways & the human element21:17 — Where to find Oisin

Most partnership programmes sign agreements and call it a day. The ones that actually move revenue are built on activation, trust, and a ruthlessly structured network.George Alifragis is SVP and Head of Operating Network & Ecosystem at Metropolitan Partners Group, a Forbes Business Council member, and a 20-year revenue leader with a track record of building partnership ecosystems that drive compounding growth. He joins Michael Jäger to make the case that partnerships aren't a support function: they're a core pillar of modern revenue architecture.In this episode:✌️ Win #1 — Network as a proprietary deal flow channel: how George reframed the operating network from a post-close resource into a front-end sourcing engine using structured swim lanes, a Unique Partner Proposition, and an Ideal Partner Profile✌️ Win #2 — Segmentation and scoring: how building a rigorous model across engagement level, relationship quality, and activation history revealed that the highest-value contacts were the least activated and how fixing that changed the entire partnership motion.🌱 Fail — Over-indexing on the referral agreement: why a creative, well-structured referral agreement still produced almost nothing and the hard lesson about the gap between signing and activating.Whether you lead partnerships, build GTM strategy, or are trying to turn your network into a revenue channel: this episode gives you a practical framework for making partnerships perform.Connect with George:🔗 LinkedIn: https://www.linkedin.com/in/galifragis/🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode timestamps00:00 — Intro & George's background03:37 — What shaped George's thinking on partnerships as a revenue lever06:06 — The biggest misconception leaders have about partnerships08:10 — Where partnerships go most wrong09:09 — Win #1: Network as a proprietary deal flow channel12:14 — How to know it's working (270% growth)14:34 — Win #2: Segmentation and scoring your network18:10 — The fail: over-indexing on the referral agreement21:03 — How the fail led to building an AI triage agent24:39 — Key takeaways25:50 — Where to find George

Most SaaS companies get pricing wrong: not because they charge the wrong number, but because they're asking the wrong question entirely.Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at Willingness2Pay, joins Michael Jäger to make the case that pricing isn't a finance decision: it's a GTM decision. And how you charge matters far more than how much you charge.In this episode:✌️ Win #1 — Package around value, not features: why structuring your pricing around the customer's job to be done (instead of good-better-best feature tiers) accelerates sales velocity, simplifies renewals, and makes your value proposition impossible to ignore.✌️ Win #2 — GTM as a system: how applying systems thinking to your go-to-market motion (from demand gen to customer success) removes silos, improves efficiency, and aligns every team around one shared output: revenue.🌱 Fail — Price increases in isolation: why raising prices without adding value almost always backfires, and what to do instead to make pricing changes stick.Whether you're a founder, a revenue leader, or running GTM at a SaaS scale-up, this episode gives you a practical framework for turning pricing into a growth lever, not just a number on a page.Connect with Roee:🔗 LinkedIn: https://www.linkedin.com/in/roeehartuv/🔗 Willingness2Pay: https://willingness2pay.com/🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode timestamps00:00 — Intro & Roee's background01:22 — The biggest pricing mistake companies make01:49 — What your pricing signals to the market without you knowing02:38 — The biggest shift happening in SaaS pricing right now04:12 — Win #1: Package around value, not features08:07 — Win #2: GTM as a system — input, process, output10:57 — The fail: price increases that backfire13:00 — Key takeaways14:56 — Where to find Roee

Cold outreach is broken. Inbound alone won't scale you upstream. So what actually works in B2B sales right now?Sara Storm, Sales Director EMEA at N.Rich, founder of Break the Box and GTM strategist with 20+ years in B2B SaaS joins Michael Jäger to break down the MIXBOUND motion: how to blend account-based marketing and account-based sales into a single, signal-led system that builds trust before it asks for a meeting.In this episode:✌️ Win #1 — ABM + ABS in tandem: how Sara's team uses first- and third-party intent signals to trigger coordinated outreach across BDR and AE .✌️ Win #2 — The 20-minute account analysis: a low-effort, high-impact tactic that increased meeting booking rates by 29% by delivering value before making any ask.🌱 Fail — The online community that didn't land: why a well-intentioned sales council fell flat.Whether you're leading sales or scaling a GTM motion, this episode gives you a concrete playbook for moving from spray-and-pray outbound to a focused, trust-first MIXBOUND approach.Connect with Sara:🔗 LinkedIn: https://www.linkedin.com/in/saralstorm/🔗 Nrich: https://nrich.io/📩 Newsletter (SaaS & Revenue): https://stormysarascorner.beehiiv.com/🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode's timestamps00:00 — Intro & Sara's background04:20 — What "moving upstream" really means05:38 — GTM challenges: Nordics vs UKI08:07 — The GTM assumption that AI broke09:15 — Clear signals your inbound/outbound are misaligned15:49 — Win #1: ABM + ABS in tandem (+ the Stockholm dinner)21:14 — Win #2: The 20-minute account analysis (+29% meeting rate)23:33 — The fail: online community that didn't land27:43 — Key takeaways29:07 — Where to find Sara

Many companies have bold growth strategies.Few manage to operationalize them.In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger sits down with Kim Aberfeld (CRO at Scalara) to explore how go-to-market strategies become scalable execution engines.Together, they unpack:✔ How to translate top-down strategy into bottom-up ownership✔ Why governance frameworks are essential for predictable growth✔ How to align marketing, sales, and customer success✔ Why enablement is a core growth lever✔ The balance between structure and agility in scaling organizations✔ The human side of operational excellenceKim shares lessons from scaling revenue teams across seven international markets and building structured revenue systems in both enterprise and startup environments.💡 Key insight: Processes and data enable scale. But people create momentum.If you’re building or restructuring your GTM engine, this conversation will help you rethink how strategy turns into execution.👉 Subscribe for more conversations with revenue leaders.

Growth doesn’t fail because of ambition.It fails because of structure.In this episode, Michael Jäger speaks with commercial operations leader Nadja Ristig about what truly enables scalable B2B growth: operational excellence.With experience spanning enterprise, SaaS, IoT, and post-merger integrations, Nadja shares how commercial architecture determines whether sales organizations thrive or stall.In this conversation, you’ll learn:The 3 structural levers of strong commercial operationsWhy customer journey clarity is the foundation of scaleHow governance can guide without slowing down salesWhat goes wrong in CRM integrations after M&AWhy playbooks are living systemsWhy enablement is the most underestimated growth leverWhy culture matters more than toolsIf you’re building, restructuring, or scaling a B2B revenue organization, this episode offers practical insights into the architecture behind sustainable growth.Because growth is not accidental.It’s engineered.

Marketing creativity is important but without measurement, it’s just guesswork.In this episode of Beyond Revenue, Michael Jäger speaks with Stephanie Pilon, CMO at Singular, about how modern marketing leaders turn data into real growth strategy.Stephanie shares how marketing can evolve from a lead-generation function to a true revenue engine by connecting campaigns, pipeline, and business outcomes. Drawing on her experience across SaaS, adtech, and digital transformation, she explains why measurable marketing requires more than performance metrics: it requires understanding the entire growth system.They explore how marketing teams can combine analytics, creativity, and cross-functional alignment to drive pipeline, retention, and ARR.You’ll learn:Why measurable marketing goes beyond performance marketingHow to connect marketing activities to real revenue outcomesThe importance of shared goals across marketing, sales, and customer successHow CMOs can build data-driven growth infrastructuresWhy creativity will become even more important in the AI eraStephanie also shares how marketers can build systems that measure every touchpoint while still leaving space for experimentation and creative storytelling.🎧 If you care about marketing that actually drives revenue, this episode is for you.

What is the difference between a VP of Sales and a modern CCO? In this conversation, Wolfgang Richter (CCO at Solvares Group) explains why today’s revenue leaders must trade their spreadsheets for blueprints. We dive into the "Trinity of Growth"—customer behavior, product structures, and data—and discuss how to lead a high-performance team in a Private Equity environment.Key takeaways from this episode:The Revenue Architect: Why holistic planning and "SOPs" are the new secret weapons of commercial leaders.The "One Team, One Dream" Mindset: Breaking down silos between Sales, Marketing, and Customer Success to ensure a seamless customer journey.Leading with Clarity: Why hiring specialists better than yourself is the only way to scale a "kingdom" effectively.The Quadrature of the Circle: Balancing short-term quarterly delivery with long-term strategic investments.Listen now to learn how to transition from a "striker" role to a strategic "game maker."

In this episode, Michael Jäger sits down with Christin Wehrstedt, a seasoned leader in sales and strategic partnerships, to explore how DeviceNow is revolutionizing the workplace in over 190 countries. Moving beyond traditional "leasing" models, Christin explains how a true subscription-based Device-as-a-Service (DaaS) model helps enterprise companies shift from CapEx to OpEx while maintaining a seamless global footprint.Key topics covered in this episode:The 4 Pillars of Partnership: How to align manufacturers, distributors, sales-enablement partners, and thought leaders.Global vs. Local Strategy: Navigating cultural differences and market-specific regulations when scaling outside of Europe.Trust Through Data: Why DeviceNow invested in a "Total Economic Impact" study to provide evidence-based value to prospects.Specialization over Generalization: Why the future of the tech ecosystem relies on specialized partners working together rather than one company trying to do "everything."Perfect for: Revenue leaders, partnership managers, and tech entrepreneurs looking to scale international operations and transition to service-based business models.

How do you actually prove that brand drives revenue, without overcomplicating attribution or falling back on “it’s long term, trust us”?In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger sits down with Guta Tolmasquim, Founder & CEO of Purple Metrics, a machine learning platform that connects brand, media, and organic signals directly to revenue outcomes.In this conversation, we talk about:Why brand is so notoriously hard to connect to revenueThe most common mistakes companies make when trying to “measure brand”How Purple Metrics uses machine learning to connect podcasts, billboards, TV, YouTube, performance marketing and more into one simple viewReal examples of how shifting spend and timing transformed resultsWhy RevOps should treat brand as a core part of their toolkitThe shift from an engineering mindset (“we know the machine”) to a scientific mindset (“we test, learn, and adapt”) in marketingWhat the future of marketing measurement looks like in a world of AI, fragmented media, and audience-of-one experiencesIf you’re a RevOps, marketing, or revenue leader trying to bridge the gap between brand and pipeline, this episode will give you a more practical, measurable way to think about brand’s role in revenue.🔔 Follow Beyond Revenue to never miss an episode.⭐ If you enjoyed this conversation, please rate the show and leave a review – it helps more GTM leaders discover it.

In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger talks with Emelie Linheden, VP of Marketing at Younium and former first marketing hire, about what it really takes to scale SaaS marketing from a single market to a global footprint.You’ll hear about:Why SaaS marketing is much more than lead generationHow to build a scalable, global marketing foundation with local executionTurning marketing into a true growth partner from day oneDriving expansion, retention and advocacy in complex, higher-ACV dealsLeading a remote, multicultural marketing team across regionsHow Younium thinks about hybrid growth, PLG elements and partnersEmelie also shares her core principle for SaaS growth: deep respect for your ICP and long-term relationship building across the whole customer lifecycle.Perfect for B2B SaaS founders, revenue leaders and marketing leaders heading towards or beyond €10M ARR.🔔 Follow Beyond Revenue to never miss an episode. ⭐ If you enjoyed this conversation, please rate the show and leave a review. It helps more SaaS leaders discover it.

What really happens when you put sales and marketing under one roof?In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger sits down with Laura Keddi, VP Sales & Marketing at egroup.io / ebuero AG, to talk about the realities behind “The Power of One”: one commercial organization, one set of goals, one customer journey.Laura shares how she:Broke down long-standing silos between sales and marketingMoved both teams from channel/KPI thinking to shared revenue ownershipReduced customer acquisition costs while improving conversion and customer experienceKeeps balance as a marketing-native now leading the whole commercial engineYou’ll hear concrete tactics like:Monthly business reviews that forced both teams to speak the same languageMoving away from separate sales vs. marketing targets towards joint, high-level revenue goalsHow they unlocked growth once they stopped treating “lead quality” as a blame gameWhy patience, transparency and “prayer-like repetition” are non-negotiable when changing how people workAbout LauraLaura Keddi is VP Sales & Marketing at egroup.io / ebuero AG, Europe’s leading provider of smart office solutions and telecommunication services for small and medium-sized businesses.

In this episode of Beyond Revenue, host Michael Jäger sits down with Methodios Chousmekiaris, CRO at MMD Smart, to explore one of the biggest challenges in SaaS growth: the internationalization of revenue teams.Together, they discuss how to successfully expand go-to-market operations across regions, balance enterprise and startup sales motions, and navigate cultural differences that shape commercial success.Packed with hands-on insights and practical frameworks, this episode is a must-listen for revenue leaders looking to build and scale truly global GTM organizations.

In this episode of Beyond Revenue, host Michael Jäger sits down with Anoop Vasisht, a global go-to-market leader who scaled a SaaS company from $1M to $100M ARR.Together, they unpack the six key pillars of scaling B2B SaaS — from strategy and structure to process, culture, and leadership. Drawing on Anoop's experience across continents and functions, the conversation dives deep into what truly drives sustainable hypergrowth and operational maturity.Tune in for actionable insights on how to build, scale, and align your revenue organization for long-term success.

In this episode of Beyond Revenue – Narratives of Revenue Leaders, host Michael Jäger sits down with Jimena Mondragón, a digital strategist, entrepreneur, and growth leader whose career spans startups, her own ventures, scale-ups, and global enterprises.Jimena shares her unique perspective on building and transforming go-to-market strategies, scaling from chaos to clarity, and what it really takes to evolve from a hypergrowth startup to a sustainably operating organization.From her experience leading marketing, communications, and partnerships at WorkMotion, to driving strategic partner ecosystems, Jimena unpacks the truths and trade-offs of growth, organizational alignment, and operational maturity.🎙️ Listen in to uncover what defines growth that lasts — and how leaders can shape scalable GTM models that truly work.

In this episode of Beyond Revenue, host Michael Jäger talks with Ferdinand Leon Meister, Chief Revenue Officer at Datashake, about what it really takes to scale a SaaS business across borders.From navigating cultural complexity to finding product-market fit in new regions, Ferdinand shares firsthand insights from his international expansion experience, with a special focus on Latin America as a high-potential yet challenging market for B2B SaaS growth.Tune in to learn how data, go-to-market structure, and leadership mindset shape global scaling success.

In this episode of Beyond Revenue: Narratives of Revenue Leaders, host Michael Jäger speaks with Mitch Goovaerts, VP Revenue at checkhub.io. With over 15 years of experience in SaaS, industrial tech, and international go-to-market leadership, Mitch shares how to balance organic growth and strategic partnerships while expanding into global markets.We dive into the challenges of internationalization, building scalable frameworks, and the mindset shift required when moving from sales to revenue leadership. A must-listen for anyone navigating growth across borders.

Catia Franco (Global Director, Customer Strategy & RevOps, Fujitsu) unpacks how to turn “customer centricity” from a slogan into an operating system. Together with Michael they dive into launching a global marketing hub, tripling B2B display sales in one year, and making RevOps a strategic partner (not a reporting team) across regions and time zones.You’ll learn:How to link NPS, churn, and sentiment to renewals, margins, and growthThe playbook: data → shared ownership → cross-functional alignmentStandardize the core, localize the edge: non-negotiables vs. market flexibilityRevOps as the connective tissue (process, enablement, systems, data) and why tools come lastLeading global change: culture, trust, and communication (Erin Meyer’s Culture Map in action)Execution that sticks: toolkits, aligned metrics, tight feedback loops, quick winsBuilding high-performing teams: “circle of safety”, ownership over outcomes, and Innovation DaysCareer advice for emerging leaders: learn to speak sales, marketing, ops, and finance🎧 If you care about CX, RevOps, and scaling globally without losing customer reality, this one’s for you.Guest: Catia Franco (Global Director, Customer Strategy & RevOps, Fujitsu)

Markus Kieslich joins Michael to unpack how to drive go-to-market strategies from classic “new logo” obsession to a lifecycle, system-first revenue architecture. Together they cover moving from hero sellers to repeatable systems, why Customer Success must be proactive (not reactive), and how RevOps + OKRs create the backbone for sustainable ARR.You’ll learn:The shift from funnel thinking to recurring impact across the customer lifecycleBuilding a system over superstars: clear entry/exit criteria, handoffs, and shared ownershipThe KPIs that align everyone: generated pipeline value (vs. MQL vanity), expansion vs. new logo mixStanding up proactive Customer Success and fixing incentives & comp to match LTV goalsHow to run cross-functional campaigns (AE + SDR + CS + Marketing + Product) with real ownershipUsing OKRs to replace siloed, short-term targets and drive outcomes, not activitiesWhere AI helps GTM today (content, data prep, automation) and where humans are indispensableWhy RevOps is the prerequisite for AI and scale: data quality, governance, and processGuest: Markus Kieslich, CRO

Christos Golias joins Michael to unpack two decades of scaling at TAROX AG and how German Mittelstand roots can be a superpower in global competition. We dive into building autonomous business units, creating five clear sales career tracks, staying obsessively close to customers, and turning cloud & security into growth engines.You’ll learn:How “company-in-a-company” business units drive speed, ownership, and profitThe five-layer sales model (from junior support to solution consultants)Using an executive cockpit and monthly/weekly cadences to stay aligned during hypergrowthWhy cloud services became a ~€50M pillar and how to staff its backendDifferentiation in a crowded market: German-language service, reliability, and Mittelstand focusGermany’s real location advantages (infrastructure, safety net) vs. bureaucracy & unfair import dynamicsWhat’s next: internationalization, IT security, video security, and practical AI enablementGuest: Christos Golias, CSO / Managing Director, TAROX AG

In this episode of Beyond Revenue, I sit down with Stefan Bader, CEO of Cello, to explore the future of go-to-market strategies in the age of AI.We discuss how companies need to rethink their GTM playbook: shifting from simply increasing budgets to choosing the right channels and orchestrating them with data-driven precision.Stefan shares his perspective as a founder and CEO on the role of AI, the opportunities and risks for B2B organizations, and why channel strategy is key to building sustainable growth.A conversation about smart decisions, sustainable scaling, and the GTM world of tomorrow.

In this episode, I am joined by Julian Weitz, Chief Revenue Officer at Makersite, to explore how the role of the CRO is evolving in complex B2B industries. Sitting at the crossroads of sales, strategy, and sustainability, Julian shares how he drives growth while aligning with the long-term value demands of industrial tech and sustainable manufacturing.Together, we unpack what it means to scale revenue in a market that is not only highly technical but also under pressure to meet sustainability goals. From balancing short-term targets with long-term partnerships, to orchestrating collaboration across functions, this conversation sheds light on the modern CRO’s playbook for building growth that lasts.

What do you do when the market feels saturated but growth expectations keep rising?In this episode, Katharina Huke shares her experience, where her team had to find creative ways to drive growth in one of the most competitive food delivery markets. From doubling down on field sales to building the strongest restaurant network, Katharina shows how persistence and personal relationships can turn “impossible” goals into reality.Tune in for insights on scaling in tough environments, the power of execution, and why growth doesn’t stop when the obvious opportunities are gone.

In dieser Folge von Beyond Revenue spricht Michael Jäger mit Henriette Schinn über die spannende Schnittstelle zwischen Customer Success und Sales Leadership. Gemeinsam beleuchten sie, warum die Kundenreise nicht mit dem Vertragsabschluss endet, sondern dort erst richtig beginnt. Henriette teilt ihre Erfahrungen aus der SaaS-Welt und erklärt, wie CS-Denken den Verkaufsprozess struktureller, nachhaltiger und kundenzentrierter macht. Es geht um echte Zusammenarbeit statt Silo-Denken, um aktive Zuhörkompetenz, Expansion als strategisches Ziel und warum ein enger Schulterschluss zwischen Sales, CS und Produkt entscheidend für langfristigen Erfolg ist. 👉 Ein Muss für alle, die Go-To-Market neu denken wollen.

In this episode of Beyond Revenue, Michael Jäger sits down with Mike Groeneveld, VP Global Sales at Everstage, to explore a challenge nearly every revenue leader faces: broken sales forecasts.Together they dive into:Why activity ≠ accuracy and how quality signals make all the differenceHow to spot "ghost deals" and build trust at the C-levelThe role of RevOps and data in a structured forecasting processWhy strong forecasts are built on strong deal execution, not just pipeline mathThe evolving role of AI in forecasting and sales leadershipWhether you’re a CRO, VP Sales, or RevOps leader, this episode offers practical advice on how to rebuild your forecasting model from the ground up.

🎙️ In dieser Folge von Beyond Revenue spricht Host Michael Jäger mit Artur Gutjahr von PlanCraft darüber, wie Revenue Operations (RevOps) als strategisches Bindeglied zwischen Vertrieb, Marketing und Customer Success agiert und welche Wirkung das auf nachhaltiges Wachstum hat.Artur gibt spannende Einblicke in seine eigene Reise vom Ingenieur zum Head of RevOps, warum er sich bewusst für RevOps entschieden hat und wie datengetriebene Prozesse, klare Verantwortlichkeiten und systematische Team-Kommunikation echte Mehrwerte schaffen können.💡 Themen dieser Folge:Warum RevOps mehr ist als nur SystempflegeWie Lead Scoring mit echten Daten den Vertrieb pushtMQL, SQL, NRR & Co: Die wichtigsten KPIs für Go-to-Market-TeamsWie PlanCraft Silos zwischen Sales, Marketing & CS aufbrichtWelche Rolle Tech-Stack, Tools und Integrationen spielenWarum RevOps in Zukunft noch technischer und strategischer wird📌 Ideal für alle, die Go-to-Market-Strukturen zukunftssicher aufstellen und Revenue-Prozesse messbar verbessern wollen.

🎙️ Beyond Revenue welcomes Frederick Crosby, a four-time Chief Revenue Officer, to explore the evolving role of the CRO in today’s fast-paced, AI-powered business landscape. Hosted by Michael Jäger, this candid conversation dives deep into:🚀 Wild growth stories from PayPal, Western Union, Veem, and Trustly📊 Why CROs must master data, interdependencies, and operational strategy🤖 The real impact of AI on GTM teams and why laziness is the biggest risk🧩 The power of RevOps, full-funnel metrics, and aligning sales, marketing & CS🧠 What it really takes to be a next-generation CRO in a complex marketWhether you’re a seasoned revenue leader or aspiring to step into the CRO seat, this episode delivers insights, frameworks, and battle-tested lessons you won’t want to miss.🎧 Listen now and level up your go-to-market leadership.

In dieser Folge von Beyond Revenue sprechen wir mit Benedikt Sauter (Gründer von xentral ERP Software) und Moritz Lukas (VP Commercial) über den Aufbau und die Skalierung von xentral: einer modernen ERP-Lösung für wachstumsstarke KMU und Onlinehändler.🔍 Darum geht’s:- Wie xentral vom Eigenbau zur skalierbaren SaaS-Plattform wurde- Warum Category Building nachhaltiger ist als Copycat-Strategien- Die Go-to-Market-Strategie für KMU-Software im E-Commerce- Revenue Architecture: wie Marketing, Sales & Success richtig zusammenspielen- Herausforderungen auf dem Weg zur €100 Mio Umsatzmarke💡 Für SaaS-Gründer:innen, Commercial Leads & alle, die Go-to-Market strategisch denken wollen.

Mit sechs Jahren verkaufte sie Eis im elterlichen Geschäft. Heute führt sie als VP Sales bei zolar ein Vertriebsteam durch einen radikalen Wandel vom B2C- ins B2B-Modell: Janine Will bringt Vertrieb, Leadership und Veränderungsmanagement auf den Punkt.In dieser Folge sprechen wir über:🍦 Warum gute Verkäufer*innen schon früh beginnen📦 Wie man Vertriebsstrukturen neu denkt – von Squad-Organisation bis Go-to-Market🛠️ Den Dreiklang aus Menschen, Prozessen & Tools💬 Kommunikation & Enablement als Erfolgsfaktoren im Change🤖 Was KI im Vertrieb (noch) nicht leisten kann und wo ihr wahres Potenzial liegt

In dieser Episode von Beyond Revenue spricht Katharina Lüth, Chief Client Officer bei Raisin, mit Michael J. Jäger über ihre spannende Karriere, von McKinsey über den Aufbau internationaler Märkte bis hin zur Verantwortung für Kundenservice und Operations. Sie teilt ihre Key Learnings zur Skalierung, den Wert von Resilienz im B2B-Sales, und warum Kundenservice ein entscheidender Erfolgsfaktor für nachhaltiges Wachstum ist.💡 Wie bleibt man zehn Jahre in einem Unternehmen motiviert?💡 Warum sind strukturiertes Feedback & bereichsübergreifende Zusammenarbeit essenziell?💡 Wie hat Raisin den Schritt zur Profitabilität geschafft?Eine inspirierende Folge für alle Revenue- und Fintech-Enthusiasten!

🇩🇪 In dieser Folge sprechen wir mit Veronika Wax von Demodesk, einem innovativen Sales-Software-Unternehmen, das den Vertriebsprozess mit KI und Automatisierung revolutioniert. Veronika teilt spannende Einblicke in die Entwicklung von Demodesk, die Herausforderungen im B2B-Sales und wie KI als persönlicher Vertriebsassistent genutzt werden kann.Wir diskutieren, wie Sales-Teams durch Automatisierung entlastet werden, um sich stärker auf strategische Entscheidungen und Kundenbeziehungen zu konzentrieren. Veronika erklärt, warum eine proaktive KI-gestützte Software die Zukunft ist und welche Rolle Sales-Enablement, Coaching und Revenue Operations dabei spielen.Außerdem sprechen wir über die Herausforderungen für europäische Sales-Software-Unternehmen im Vergleich zur US-Konkurrenz und warum der Markt für KI-gestützte Tools gerade jetzt enormes Wachstumspotenzial hat.Ich hoffe, ihr habt genauso viel Freude beim Anhören dieser Episode, wie ich beim Gespräch mit Veronika hatte. Bis bald!

In dieser Folge des Beyond Revenue Podcasts hatte ich das Vergnügen, mit Armin Neumaier zu sprechen. Mit über 20 Jahren Erfahrung im Vertrieb teilt er spannende Einblicke und praxisnahe Learnings auf seinem Weg zum CRO.Meine Top 3 Learnings aus dem Gespräch:Vertrieb im Wandel: Change Management ist der Schlüssel, um Vertriebsteams fit für die Zukunft zu machen.Find your Mentor: Erfolg ist kein Solo-Projekt. Die richtigen Mentoren können den entscheidenden Unterschied machen.Dashboards sind passé – Decision Boards sind die Zukunft: Zahlen sollten Entscheidungen fördern, nicht nur analysiert werden.

In dieser Episode gibt ⁠Christian Reichert⁠, CRO von Shiftmove, Einblicke in den Werdegang zum CRO und die Wichtigkeit einer holistischen Betrachtung der gesamten Customer Journey. Zudem sprechen wir über verschiedenen Wachstumsstrategien und warum ein mangelnder Fokus der größte Fehler ist den viele Unternehmen machen.

In unserer neuesten Folge haben wir Chris Register, Chief Customer Officer bei PlanHat, zu Gast. 🎙️ Chris teilt wertvolle Einblicke darüber, warum Customer Success (CS) nicht nur ein Support- oder After-Sales-Thema sein sollte, sondern als integraler Bestandteil der Unternehmensstrategie verstanden werden muss. 👉 Key Takeaways:  1️⃣ Proaktive Kundenbetreuung: CS sollte unternehmerisch denken – Kundenverständnis, Produktkenntnis und Geschäftssinn sind entscheidend.  2️⃣ Daten und Prozesse im Griff haben: Eine solide Datenstruktur und gut abgestimmte Prozesse sind der Schlüssel, um effizient zu skalieren.  3️⃣ Führungskräfte einbinden: Programme wie "Executive Sponsor" helfen, die Führungsebene näher an den Kunden zu bringen und eine kundenzentrierte Kultur zu fördern. 4️⃣ Herausforderungen des schnellen Wachstums: Eine rasche Expansion kann zu einer Diskrepanz zwischen Produktentwicklung und kommerziellen Prozessen führen.  5️⃣ Rat für neue CS-Leader: Zeigt den Mehrwert auf, den CS für den Umsatz bringt – und bezieht den CFO frühzeitig in Kundeninteraktionen ein. 🎧 Hört rein in die spannende Diskussion und lasst uns wissen, was ihr davon haltet! #BeyondRevenue #CustomerSuccess #GrowthStrategy #Leadership #CremanskiPodcast

In unserer neuesten Folge von Beyond Revenue - Narratives of Revenue Leaders tauchen wir tief in die Welt der Internationalisierung und des modernen Revenue Leaderships ein. 🚀 Michael Jäger spricht mit Paul von Framen darüber, wie Unternehmen heute erfolgreich wachsen und sich in Krisenzeiten behaupten können. Hier sind einige Highlights der Folge: 💡 Krisenfest durch Internationalisierung: Framen hat in den letzten Jahren mehrere Krisen durchgestanden, darunter die Pandemie und geopolitische Spannungen. Paul teilt, wie das Unternehmen durch schnelle Anpassung und internationale Expansion krisensicherer wurde. 🌐 Effiziente Expansion: Statt direkt teure Niederlassungen zu eröffnen, testet Framen neue Märkte zunächst durch lokale Country-Heads und gezielte Budgetnutzung. Diese agile Vorgehensweise hilft, Risiken zu minimieren und Wachstum nachhaltig zu gestalten. 🤝 Vertrauen durch lokale Präsenz: Paul betont, wie wichtig persönlicher Kontakt in der Vertriebsarbeit ist. Lokale Teams und direkte Meetings sind oft der Schlüssel, um größere Verträge abzuschließen und langfristige Kundenbeziehungen zu stärken. 🎯 Neues Produkt-Highlight: Framen hat kürzlich ein Creator-Programm gestartet, das Influencern ermöglicht, Digital-Out-of-Home-Medien ähnlich wie Social Media zu nutzen. Ein spannender Schritt, um die Welt der Werbung noch innovativer zu gestalten! Neugierig geworden? Dann hört in die aktuelle Folge rein und erfahrt mehr über die Herausforderungen und Erfolge auf dem Weg zum internationalen Wachstum. 🌍✨ #BeyondRevenue #Podcast #Internationalisierung #Wachstum #Vertrieb #RevenueLeadership #Framen #Innovation

🇩🇪: In dieser Episode betont Mickael Jordan der CRO von AGICAP die Bedeutung von starkem, effizientem Umsatzwachstum und Kosteneffizienz in einem wettbewerbsintensiven Umfeld. Mickael diskutiert auch die Implementierung von Strategien zur Effizienzsteigerung, Marktexpansion und den Einsatz von Technologie zur Optimierung von Geschäftsprozessen. 🇬🇧: In this episode, Mickael Jordan the CRO from AGICAP emphasizes the importance of strong, efficient revenue growth and cost efficiency in a competitive environment. Mickael also discusses the implementation of strategies to enhance efficiency, market expansion, and the use of technology to optimize business processes.

🇩🇪: In dieser Episode gibt Dr. Heiko Kroll, CEO von coffee perfect, tiefe Einblicke in die Rettung des Unternehmens vor dem finanziellen Zusammenbruch und den Aufbau einer entscheidenden Partnerschaft mit Starbucks. Erfahre, wie seine innovativen Strategien und sein Engagement für klare Kommunikation coffeeperfect auf einen nachhaltigen Wachstumskurs brachten. Heiko teilt wertvolle Erfahrungen über die Wichtigkeit von Transparenz und Klarheit in der Führung. Lass dich von einer Erfolgsgeschichte inspirieren, die durch Mut und unternehmerisches Geschick geprägt ist. Entdecke, wie entschlossene Entscheidungen und ein transparenter Führungsstil das Unternehmen aus tiefgreifenden Krisen zu beeindruckendem Erfolg führten. 🇬🇧: In this episode, Dr. Heiko Kroll, CEO of coffeeperfect, offers deep insights into saving the company from financial collapse and establishing a crucial partnership with Starbucks. Learn how his innovative strategies and commitment to clear communication set coffeeperfect on a path of sustainable growth. Heiko shares valuable experiences about the importance of transparency and clarity in leadership. Be inspired by a success story shaped by courage and entrepreneurial skill. Discover how decisive actions and a transparent leadership style transformed the company from deep crises to remarkable success.

🇩🇪: In dieser packenden zweiundzwanzigsten Folge von Beyond Revenue gibt Thomas Gros, CEO & Co-Founder von Circulee, spannende Einblicke in seine Organisation und bspw. in die Rolle von biweekly Allhands Meetings zur Zielsausrichtung bei Großkunden. Obwohl oft unterschätzt, sind sie ein Schlüsselelement, um die Revenue Organisation effektiv auf Großkunden auszurichten. Entdecke, wie Circulee durch Teamarbeit, datengetriebene Strategie und technologische Innovation die Grenzen der nachhaltigen IT neu definiert. Erfahrt, wie das Unternehmen mit Flexibilität und Kundenfeedback Marktchallenges meistert und nachhaltiges Wachstum vorantreibt. Diese Episode ist ein Muss für alle, die in die Erfolgsgeschichte hinter Circulee eintauchen möchten und ich sich für Revenue Leadership interessieren. 🇬🇧: In this engaging twenty-second episode of Beyond Revenue, Thomas Gros, CEO & Co-Founder of Circulee, provides fascinating insights into his organization, including the role of biweekly Allhands Meetings in focusing on large customer accounts. Often overlooked, these meetings are crucial for aligning the revenue organization with the needs of major clients. Explore how Circulee, through teamwork, data-driven strategy, and technological innovation, is pushing the boundaries of sustainable IT. Learn how the company navigates market challenges with agility and customer feedback to foster sustainable growth. This episode is essential listening for anyone interested in delving into Circulee's success story and understanding revenue leadership.

🇬🇧: In this episode, Damien Perillat, CRO at Billie, joins me as a guest with a deep dive into the evolving landscape of revenue leadership. We explore the transition from traditional roles like CMO and CSO to more dynamic positions such as CRO and CCO, stressing the critical mistake of mistaking these for glorified sales heads. Damien illustrates the multi-faceted nature of these roles, emphasizing their pivotal position at the intersection of product, finance, and customer engagement. Highlighting the role's unique capacity to integrate market feedback into corporate strategy, he sheds light on how these positions are fundamental in steering companies towards profitability and growth by aligning internal objectives with external realities. Additionally, we talk about his challenges as a Revenue Leader and Damiens biggest learnings in this position, in the twenty-first episode of Beyond Revenue - Narratives of Revenue Leaders. 🇩🇪: In dieser Folge taucht Damien Perillat, CRO bei Billie, mit mir in die sich wandelnde Landschaft der Revenue Leadership ein. Wir untersuchen den Übergang von traditionellen Rollen wie CMO und CSO zu dynamischeren wie CRO und CCO, wobei wir den kritischen Fehler hervorheben, diese lediglich als aufgewertete Vertriebsleiter zu betrachten. Damien beleuchtet die vielseitige Natur dieser Positionen und betont ihre Schlüsselrolle an der Schnittstelle von Produkt, Finanzen und Kundeninteraktion. Er zeigt auf, wie essenziell diese Rollen sind, um Firmen durch die Anpassung interner Ziele an die Marktrealitäten zu Profitabilität und Wachstum zu führen. Zusätzlich sprechen wir über seine Herausforderungen als Revenue Leader und Damians wichtigste Erkenntnisse in dieser Position, in der einundzwanzigsten Episode von Beyond Revenue - Narratives of Revenue Leaders.

🇩🇪: In dieser Folge ist Katharina Jessa, CRO bei Wandelbots, zu Gast und teilt mit uns ihre Insights zur Rolle der Technologie in der Revenue Architektur. Sie betont, wie entscheidend ein tiefes Verständnis des Teams bzgl. der Marktaktionen und betrieblichen Abläufe vor der Einführung neuer Technologien ist. Katharina unterstreicht, dass ohne das Bewusstsein und die Schulung des Teams selbst die fortschrittlichsten Plattformen und Prozesse ihr Potenzial nicht entfalten können. Hör' rein und finder heraus, warum das Verständnis und die Einbindung des Teams der Schlüssel zum Erfolg in jedem Unternehmen ist! Zusätzlich reden wir über Challenges als Revenue Leader und Katharinas größte Learnings in dieser Position, in der zwanzigsten Folge von Beyond Revenue - Narratives of Revenue Leaders. 🇬🇧: In this episode, Katharina Jessa, CRO at Wandelbots, joins me as a guest and shares her insights on the role of technology in building a revenue architecture. She emphasizes how crucial a deep understanding of market actions and operational processes by the team is before the introduction of new technologies. Katharina highlights that without the team's awareness and training, even the most advanced platforms and processes cannot realize their potential. Tune in and find out why understanding and involving the team is the key to success in any company! Additionally, we talk about challenges as a Revenue Leader and Katharina's biggest learnings in this position, in the twentieth episode of Beyond Revenue - Narratives of Revenue Leaders.

🇩🇪: In dieser Folge teilt Frank Piotraschke - CRO bei SoSafe, seine Erkenntnisse über die Entwicklung und den Einfluss von Technologie in Sales- und Revenue Operations. Von Microsoft Dynamics bis Salesforce diskutiert Frank die Herausforderungen und Notwendigkeiten verschiedener Systeme, darunter DataHack für Prognosen und Catalyst für Kundenmanagement. Er betont die Wichtigkeit, informations- und aktionsorientierte Tools auszugleichen und die Rolle von Salesforce als zentrale Schnittstelle. Frank unterstreicht die Bedeutung kundenorientierter Technologieentscheidungen zur Verbesserung der Revenue Architektur. Die 19. Episode von Beyond Revenue bietet tiefe Einblicke in die Integration von Technologie in Sales und Customer Success. 🇬🇧: In this episode, Frank Piotraschke - CRO at SoSafe, explores the evolution and impact of technology in sales and revenue operations. From Microsoft Dynamics to Salesforce, Frank discusses the challenges and necessities of various systems, including DataHack for forecasting and Catalyst for customer management. He emphasizes the importance of balancing informational and action-oriented tools, and the role of Salesforce as a central hub. Frank concludes by stressing the importance of customer-centric technology decisions in enhancing revenue architecture. The 19th episode of Beyond Revenue offers deep insights into the integration of technology in sales and customer success.

🇬🇧: In this episode, Guy Rubin, Founder & CEO of Ebsta, discusses the crucial role of a Chief Revenue Officer in overseeing marketing, sales, and customer success. He explains how a CRO can drive efficient, data-driven growth and align teams more effectively than a CEO managing these functions directly. Rubin emphasizes the importance of quality data insights in company growth phases, highlighting how analyzing past successful deals can inform risk management in current operations. This episode offers valuable insights into optimizing organizational structure and enhancing revenue operations through strategic leadership and data analysis. Be prepared for a turbocharged eighteenth episode of Beyond Revenue - Narratives of Revenue Leaders hosted by me, Michael Jäger. 🇩🇪: In dieser Folge diskutiert Guy Rubin, Gründer und CEO von Ebsta, die entscheidende Rolle eines Chief Revenue Officer bei der Überwachung von Marketing, Vertrieb und Customer Success. Er erklärt, wie ein CRO effizientes, datengesteuertes Wachstum vorantreiben und Teams effektiver ausrichten kann als ein CEO, der diese Funktionen direkt verwaltet. Rubin unterstreicht die Bedeutung hochwertiger Dateneinblicke in Unternehmenswachstumsphasen und zeigt auf, wie die Analyse vergangener erfolgreicher Geschäftsabschlüsse das Risikomanagement im laufenden Betrieb beeinflussen kann. Diese Folge bietet wertvolle Einblicke in die Optimierung der Organisationsstruktur und die Verbesserung der Revenue Operations durch strategische Führung und Datenanalyse. Mach dich bereit für eine energiegeladene achtzehnte Folge von Beyond Revenue - Narratives of Revenue Leaders, moderiert von mir, Michael Jäger.

🇬🇧: In this episode I have Christopher Simmons, Head of Revenue Operations at ultimate.ai, with me for a valuable discussion about Revenue Leadership. Chris stresses the importance of setting clear company goals and targets across sales, marketing, and customer success teams, fostering a shared understanding of individual contributions to overarching objectives. Chris builds on clear goals and KPIs that will increase your and your teams understanding of essential metrics, making it easier to work towards specific targets and therefore fostering accountability. Key metrics highlighted by Chris include accelerating initial meetings with prospects, measuring conversions, evaluating win rates, assessing customer satisfaction and NPS, and monitoring customer retention and its financial impact. Learn more about why Chris values these KPIs so much and what is actually important when being a Revenue Leader in the seventeenth episode of Beyond Revenue - Narratives of Revenue Leaders hosted by me, Michael Jäger. 🇩🇪: In dieser Folge habe ich Christopher Simmons, Head of Revenue Operations bei ultimate.ai, für eine wertvolle Diskussionsrunde über Revenue Leadership Themen zu Gast. Chris betont, wie wichtig es ist, klare Unternehmens- und Zielvorgaben für die Teams in den Bereichen Vertrieb, Marketing und Customer Success festzulegen. Chris baut hierbei auf klaren Zielen und KPIs auf, die dir und deinen Teams ein besseres Verständnis für die wichtigsten Kennzahlen vermitteln werden. Dies macht es einfacher für dich, auf spezifische Ziele hinzuarbeiten und somit das Thema Ownership zu fördern. Zu den wichtigsten Kennzahlen, die Chris hervorhebt, gehören die Beschleunigung von Erstgesprächen mit potenziellen Kunden, die Messung von Conversion Rates, die Auswertung von Win Rates, die Bewertung der Kundenzufriedenheit und des NPS sowie die Überwachung der Kundenbindung und ihre finanziellen Auswirkungen. Erfahre mehr darüber warum Chris diese KPIs so sehr schätzt und worauf es tatsächlich als Revenue Leader ankommt, in der siebzehnten Folge von Beyond Revenue - Narratives of Revenue Leaders, moderiert von mir, Michael Jäger.

🇩🇪: In dieser Folge übernimmt Tibor Stefán, CRO bei Zeotap, das Steuer und erläutert die Rolle von Chief Revenue Officern bei der Optimierung von revenue-related Themen in Unternehmen. Er betont die Bedeutung einer effektiven Zusammenarbeit zwischen den Teams, von der Lead-Generierung bis zum Customer Success, um den Kunden einen maximalen Mehrwert zu bieten. Tibor hebt hervor, wie CROs die Lücke zwischen Marketing- und Revenue-Funktionen schließen, Friktionen in den jeweiligen Teams reduzieren und dazu auch noch deren Koordination verbessern. Ich bin sehr froh, dass ich Tibor in dieser Folge dabei habe, um das transformative Potenzial der CRO-Rolle bei der Sicherstellung des langfristigen Kundenerfolgs zu entdecken. All dies und mehr über Tibors unglaubliche Learnings als Revenue Leader in der sechzehnten Folge von Beyond Revenue - Narratives of Revenue Leaders, moderiert von mir, Michael Jäger. 🇬🇧: In this episode, Tibor Stefán CRO at Zeotap, discusses the role of Chief Revenue Officers in optimizing revenue-related activities within organizations. He emphasizes the importance of effective collaboration across teams, from lead generation to customer success, to deliver maximum value to customers. Tibor highlights how CROs bridge the gap between marketing and revenue functions, reducing friction and improving coordination. I feel incredibly blessed to have Tibor with me in this episode to discover the transformative potential of the CRO role in ensuring long-term customer success. All of this and more about Tibors incredible learnings as a Revenue Leader in the sixteenth episode of Beyond Revenue - Narratives of Revenue Leaders hosted by me, Michael Jäger.

🇩🇪: Daniela Bojahr, CRO bei ecommerceDB, teilt ihre unschätzbaren Insights und Learnings über persönliches Wachstum und den Aufbau eines robusten Revenue Leaderships. Daniela reflektiert dabei über einen entscheidenden Moment zu Beginn ihrer Karriere als Vertriebsleiterin, als sie sich noch bei der Entscheidungsfindung stark auf Dashboards und Excel-Tabellen stützte. Es ist super spannend zu verstehen wie und warum sich das bei ihr geändert hat! Sie spricht offen über die Nachteile der Fixierung auf kurzfristige Metriken und Taktiken, wie z. B. Pipeline-Zahlen und Funnel-Metriken und sie vertritt die Meinung, dass der Vertrieb im Wesentlichen ein Geschäft mit Menschen ist, und dass eine effektive Führung die Zusammenarbeit verschiedener Teams erfordert, darunter Account Manager, SDRs, Marketing- und Produktteams. Erfahre mehr über Danielas spannende Erfahrungen als Revenue Leader in der fünfzehnten Folge von Beyond Revenue - Narratives of Revenue Leaders, moderiert von mir, Michael Jäger. 🇬🇧: Daniela Bojahr, CRO at ecommerceDB, shares her invaluable insights and learnings into personal growth and building a robust Revenue Leadership. Daniela reflects on a pivotal moment early in her career as a sales executive, where she leaned heavily on dashboards and Excel tables for decision-making. She candidly discusses the downsides of fixating on short-term metrics and tactics, such as pipeline numbers and funnel metrics, at the expense of a broader and more strategic perspective. Young leaders, take note! Daniela's advice centers on the importance of interaction and communication with teams and customers. Sales, she asserts, is fundamentally a people business, and effective leadership requires collaboration across various teams, including account managers, SDRs, marketing, and product teams. Learn more about Danielas incredible learnings as a Revenue Leader in the fifteenth episode of Beyond Revenue - Narratives of Revenue Leaders hosted by me, Michael Jäger.

🇬🇧: Charles Pembroke-Birss is the CRO of Optio Incentives and in this short episode we delve into the world of technology implementation for revenue operations and Revenue Leadership. He shares valuable strategies and considerations for selecting technology that stands the test of time, emphasizing the importance of long-term effectiveness over short-term gains. Charles advocates for a metrics-driven approach, where technology choices are aligned with the specific requirements of the customer journey. He also highlights the critical need for seamless data integration across various technology stacks, simplifying data management and establishing a robust infrastructure. Stay tuned for all of this and more in the fourteenth episode of Beyond Revenue - Narratives of Revenue Leaders hosted by me, Michael Jäger. 🇩🇪: Charles Pembroke-Birss ist der CRO von Optio Incentives und in dieser kurzen Episode tauchen wir in die Welt der Technologieimplementierung für Revenue Operations und Revenue Leadership ein. Charles verrät uns wertvolle Strategien und Tipps für die Auswahl von Technologien, wobei er die Bedeutung der langfristigen Effektivität gegenüber kurzfristigen Gewinnen hervorhebt. Charles plädiert für einen metrikgesteuerten Ansatz, bei dem die Technologieauswahl auf die spezifischen Anforderungen der Customer Journey abgestimmt wird. Er unterstreicht auch die Notwendigkeit einer nahtlosen Datenintegration über verschiedene Technologiepakete hinweg, um die Datenverwaltung zu vereinfachen und eine robuste Infrastruktur aufzubauen. Bleib' dran für all dies und mehr in der vierzehnten Folge von Beyond Revenue - Narratives of Revenue Leaders, moderiert von mir, Michael Jäger.

🇩🇪: Janis Zech, Chief Revenue Officer bei Weflow, und ich haben uns zusammengesetzt um spannende Einblicke in die Welt des Revenue Leaderships zu geben. Janis lässt dabei tief in die faszinierende Welt des modernen Revenue Leaderships blicken und räumt mit gängigen Missverständnissen rund um diesen wichtigen Bereich auf. Er gibt Einblicke in die Komplexität, die Struktur und die datengesteuerte Natur von Revenue Leadership und unterstreicht die Bedeutung eines systematischen Ansatzes. Janis ist davon überzeugt, dass die Revenue Architektur weit über den Vertrieb hinausgeht. Viele "Aha" Momente wünsche ich euch mit diesem aufschlussreichen Gespräch mit einem der erfahrensten Revenue-Experten Deutschlands in der dreizehnten Folge von Beyond Revenue - Narratives of Revenue Leaders, moderiert von mir, Michael Jäger. 🇬🇧: Join me and Janis Zech, the Chief Revenue Officer at Weflow for incredible insights in the Revenue Leadership landscape. We dive deep into the fascinating world of modern revenue leadership and debunk common misconceptions surrounding this critical field. Janis shares his insights on the intricacy, structure, and data-driven nature of revenue leadership, emphasizing the importance of a systematic approach. He explains how revenue architecture extends far beyond software sales, as we explore the evolving meta of revenue strategies. Don't miss this enlightening conversation with a seasoned revenue expert in the thirteenth episode of Beyond Revenue - Narratives of Revenue Leaders hosted by me, Michael Jäger.