Breaking the 17-Month Barrier:
Strategies for CROs to Secure Long-Term Succes

The average tenure of a Chief Revenue Officer (CRO) is just 17 months, a startlingly short timeframe for a role that’s essential to driving sustainable growth. Ever asked yourself, why is it so hard for CROs to maintain long-term success? And more importantly, how can they break through this barrier? One key issue is a lack of transparency across the entire engagement funnel, leaving CROs in the dark about what’s working and what’s not until it’s too late. To address this, CROs need a solution that offers comprehensive visibility across their go-to-market (GTM) process, enabling them to make informed, proactive decisions.

Aptivio’s platform provides exactly that—a powerful CRO desktop that delivers transparency into every aspect of the GTM process, from messaging and conversion rates to specific stages of the engagement funnel.  

But how does this help CROs achieve long-term success? Let’s explore.

The AI-Driven Shift in Revenue Operations

The amount of data available to CROs has exploded over the past decade. Venture capital investment in AI has increased 13 times in the last ten years, making data more usable and technology more accessible than ever before (McKinsey & Company). This shift has created new ways for CROs to use data to make better decisions and improve their go-to-market (GTM) strategies.

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Generative AI is playing a big role in this transformation:
  • Easier access to data: AI helps CROs quickly process and analyze large amounts of information, providing insights that used to take weeks to gather.
  • Better decision-making: With AI, CROs can find the most valuable opportunities at every stage of the customer journey, allowing them to make quicker, more informed decisions.
  • Task automation: AI handles repetitive tasks, freeing up time for CROs and their teams to focus on building relationships and closing deals.
  • Forecasting: AI tools can predict which deals are likely to close by analyzing past data, giving CROs a clearer view of where to focus their efforts.
A McKinsey study found that 90% of commercial leaders plan to use generative AI solutions regularly in the next two years. This isn’t just a passing trend—it’s becoming essential to staying competitive.

By using platforms like Aptivio, CROs can:
  • See more clearly how prospects are engaging and how deals are progressing.
  • Get real-time insights that help adjust sales strategies on the fly.
  • Speed up the sales process, leading to faster deal closures and better revenue growth.
With AI driving smarter decisions and faster results, CROs can overcome the common challenges that shorten their tenure and instead focus on long-term success.

Why First-Party Data is Key

As Aptivio CEO Guy Mounier puts it: “First-party data trumps third-party data. You need to know exactly who’s doing what and use that information, and you have to reference that level of granularity to strike up a conversation with someone.”

CROs need precise data, not just about which accounts are in their pipeline but also how each potential customer is engaging at every stage of the journey. This level of visibility, made possible by Aptivio’s platform, allows CROs to act quickly on the most relevant opportunities and close deals faster. The ability to use first-party data helps CROs tailor conversations to the specific needs of each prospect, driving better outcomes for the business.

Real-Time Insights Lead to Faster Results

One of the toughest challenges CROs face is the uncertainty surrounding deals—will they close, and how long will it take? CROs simply don’t have the luxury of waiting months to find out whether they’re on the right track or not. That’s where Aptivio’s go-to-market automation software comes in, eliminating the guesswork with real-time insights that offer immediate impact. In fact, the platform has been shown to increase Sales Qualified Leads (SQLs) by +24% in just 30 days.

Aptivio’s platform gives CROs the ability to see exactly how each stage of the engagement funnel is performing. This level of visibility allows them to:
  1. Identify bottlenecks: CROs can quickly spot where deals are getting stuck and take immediate action to keep the momentum going.
  2. Optimize strategies: With real-time data, CROs can fine-tune their approach to each prospect, adjusting messaging or timing to improve conversion rates.
  3. Shorten sales cycles: By addressing issues early and making quick adjustments, the entire process from lead to close becomes more efficient, reducing delays that typically stretch out the sales cycle.
These real-time insights provide CROs with the "quick wins" they need to prove their value faster. Instead of waiting for months to assess the impact of their strategies, CROs can show tangible results early on, extending their tenure and laying the groundwork for sustained success. Aptivio empowers CROs to take control of their pipeline and drive faster, more predictable outcomes that help them thrive beyond the usual 17-month barrier.

Start Seeing the Benefits from Day One

CROs are under constant pressure to deliver fast results, but they don’t have to do it alone. Aptivio’s platform is built to provide immediate value, starting with the very first demo. Instead of vague promises, the demo uses the CRO’s actual company data to show how Aptivio can impact their business.

What’s more, the CRO walks away with actionable leads they can pursue right away—even before they’ve officially signed on. If you’re a CRO aiming to break past the typical 17-month tenure and build lasting success, there’s no need to wait months for results. Aptivio delivers real improvements from day one, helping you make better decisions and close deals faster.
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‍Interested in more?  Download our e-book to to discover how Aptivio can help you secure your future as a CRO and drive sustained growth.
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