Really like this framework - both the comparison table and the 2x2. I think i was a little confused by the distinction between a part-time CRO vs. a fractional CRO. Seems like maybe the difference is in the level of time that the CRO is devoting?
The key difference between a part-time CRO and a fractional CRO is that a part-time CRO is an operating role (i.e. owning workstreams, managing people) whereas a fractional CRO is a coaching role (i.e. diagnosing problems, providing direction).
I've done a ton of fractional CMO roles where i was owning workstreams and managing people. it was definitely a lot to take-on.
perhaps i need to be better at boundary setting 😂
I also recently heard this term "executive ride-along" - that seems closer to what you're calling fractional CRO - where the exec is deeply embedded but not owning. I've done a bunch of those as well and that's actually worked really well.
Exec ride-along is a good way to describe it. The reality is you can't be effective as a part-time manager when the people you're managing and the person you are reporting to are all working full time. It's super hard to scale beyond a couple of clients, which kinda defeats the purpose of going fractional.
Thanks for sharing Arnav - this was incredibly informative. I wish there were similar resources for "fractional" roles in other functions. In your opinion, when is the earliest that a non-GTM-experienced founding team should bring in a fractional CRO?
Thanks for the kind words Imran. Most of the startups I work with as a fractional CRO have 5+ customers and have had sales conversations with at 40+ prospects. This gives them enough data to refine their ideal customer profile and messaging, build a warm outreach strategy, improve their selling skills etc. Startups that are earlier stage (i.e. idea phase or pre-revenue) are better off taking my live course on building your GTM as its a cheaper option and they get to learn from other founders in the cohort who are slightly further along with their GTM.
Thanks for the kind words! I think the fractional CRO is viable for all companies where the founder or CEO is running sales and marketing for the first time in their career but doesn't have the budget to hire a full time CRO.
Really like this framework - both the comparison table and the 2x2. I think i was a little confused by the distinction between a part-time CRO vs. a fractional CRO. Seems like maybe the difference is in the level of time that the CRO is devoting?
The key difference between a part-time CRO and a fractional CRO is that a part-time CRO is an operating role (i.e. owning workstreams, managing people) whereas a fractional CRO is a coaching role (i.e. diagnosing problems, providing direction).
I've done a ton of fractional CMO roles where i was owning workstreams and managing people. it was definitely a lot to take-on.
perhaps i need to be better at boundary setting 😂
I also recently heard this term "executive ride-along" - that seems closer to what you're calling fractional CRO - where the exec is deeply embedded but not owning. I've done a bunch of those as well and that's actually worked really well.
Exec ride-along is a good way to describe it. The reality is you can't be effective as a part-time manager when the people you're managing and the person you are reporting to are all working full time. It's super hard to scale beyond a couple of clients, which kinda defeats the purpose of going fractional.
Thanks for sharing Arnav - this was incredibly informative. I wish there were similar resources for "fractional" roles in other functions. In your opinion, when is the earliest that a non-GTM-experienced founding team should bring in a fractional CRO?
Thanks for the kind words Imran. Most of the startups I work with as a fractional CRO have 5+ customers and have had sales conversations with at 40+ prospects. This gives them enough data to refine their ideal customer profile and messaging, build a warm outreach strategy, improve their selling skills etc. Startups that are earlier stage (i.e. idea phase or pre-revenue) are better off taking my live course on building your GTM as its a cheaper option and they get to learn from other founders in the cohort who are slightly further along with their GTM.
Bringing it an CRO when you have a customer feedback loop makes sense, thank you.
So interesting to have your vision! Thanks for sharing!
Do you think this approach of Fractional CRO might be viable outside of the US? As in France the concept is quite new
Thanks for the kind words! I think the fractional CRO is viable for all companies where the founder or CEO is running sales and marketing for the first time in their career but doesn't have the budget to hire a full time CRO.