The Interview

Kluster's Take

Tom spoke with Adam Dale, CRO at SourceBreaker. He goes into detail about his philosophy of “Connecting the Dots”.

Adam’s work involves running sales, marketing, customer success and account management. He believes you shouldn't focus on only one part of the customer journey. Every touchpoint of the customer is equally important for driving revenue. He thinks that the businesses that get it right, focus on the whole customer journey.

Adam tells us that when you are a CRO there is a mindset shift, you look at things more holistically. You begin to ask questions about the quality of the business you are getting. Is it a long-term client? Does it have the right product/market fit?

He explains that as you grow, you’ve got to put structures in place that enable access to information. It’s important to become more data-driven as you move forwards. You can then think about patches and how you split markets down.

He stresses that the key to any business is to have amazing people.  If you want to know everything about each deal, you will slow the organisation down. That doesn’t mean you should relinquish all control, instead you pick your battles. He understands that if you hire the right people, you can drip feed them more responsibility.