Episode 37- Andy Champion & Wayne StarrittWelcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis and Simon give a shout out to friend of the show Helen Sutton who is publishing a “5 Best (and 5 Toughest) Things About…” LinkedIn post series, which just arrived at Revenue Operations. Needless to say, Simon is very pleased for his people to be recognised!This week we are joined by Wayne Starritt and Andy Champion to look at the CROs Who Succeed report that Wayne's firm, Bullingstone Associates has just published. Here’s the TL;DL (“Too Long; Didn’t Listen) in case you don’t have time for the whole episode:  We're going to explore what operating partners have learned from seeing dozens of revenue leaders succeed and fail across their portfolios and discuss the six traits that truly predict CRO success today.Listen on as Louis discusses with Wayne and Andy why many CROs fail and how organizations can reverse the trend. Short tenures often stem from misaligned expectations and outdated hiring practices that prioritise pedigree over adaptability. The report identifies six traits that predict success, and of course we couldn’t not mention Andy’s “Three Cs”! Ultimately, companies that hire for traits rather than titles, define roles based on context, and foster diagnostic discipline will create revenue leadership that thrives beyond the 18-month cycle.Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.

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