From the course: Selling into Industries: Technology Companies
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Key buyers in the tech world
From the course: Selling into Industries: Technology Companies
Key buyers in the tech world
- Org charts are not as simple as they used to be. Sometimes trying to decipher unfamiliar titles or reporting structures as a sales rep can be a challenge. So there are a few new titles gaining popularity in the tech world. And they're the people who are likely to be your economic buyer, the person who's writing the check. You may not be meeting with them at first or maybe not at all, but it's crucial that you understand who they are. First is the CRO. In the world of tech, this most commonly stands for the Chief Revenue Officer. Now this person is responsible for revenue generation and company growth. The people who report to the CRO are typically the VP of Sales, the VP of Customer Service, and sometimes the Chief Marketing Officer, which is another title, the CMO. Now you probably know this one. It's kind of an evergreen title. This person is responsible for marketing, and depending on the size of the organization, they have people like the VP of Digital Marketing and the Director…
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