www.insightssuccess.in
Abhishek Chandak, Chief Revenue Officer (CRO) Enviiiro Wheels (Inland EV Green Services)
Accelerating India’s Journey to a Green Mobility Future with Enviiiro Wheels
CROs
to Watch in 2025
Not e E dit or’ s
CHAMPIONS OF BUSINESSʼ FUTURE
GROWTH
Intherapidlychangingcorporatelandscape,
Chief Revenue Officers areremappingstrategies forsustainablegrowth.Asmarketsare unpredictableandcompetitive,CROsarenow enteringaneworbittobecometheprincipal architectsofstrategicrevenuemodelsby incorporatingtechnology,customerinsights,and innovation.Theroledemandstherightblendofdatadrivendecision-making,visionaryleadership,but aboveall,acommitmentthatneveryields.
Theseleadersarenotonlydrivingfinancial performancebutalsotransformingthewaygrowthis perceivedwithinbusinesses.Throughthis,theyhave beenabletoaligncross-functionalteams—sales, marketing,andcustomersuccess—to create seamless customer experiences while meeting or rather exceeding operational efficiency.Thereisasmall numberofCROsin2025whoembodyallthesetraits andarenowconsideredbenchmarksfortheir respectiveindustries.
TheCROsof2025makeuseofhightechnologies suchasAI,machinelearning,andpredictive analytics,whichrefinetheirrevenuestrategiesto personalizecustomerjourneys.Theyacceptdigital
transformation;itiswhatoffersagilityintheir adaptationtotrendsinthemarketsandcustomer expectations.Inaddition,theyarechampionsof fosteringacultureofcollaborationandinnovation, empoweringteamstothinkbeyondtraditional boundaries.
TheseinfluentialCROsaretodayurgingcompanies toimplementgrowthstrategiesthatarealignedwith ethicsandsustainability.Suchafocusonvalue creationinsteadofinstantprofitsignifiescreatinga positiveimpactbothforshareholdersandsocietal capital.
Theseareleaderswhorepresentanewera-oneof adaptability,foresight,andacustomer-centric approach.Theytransformrevenuemodelsandinspire anewgenerationofleaderstothinkboldlyandact decisivelybychampioninginnovativepractices.
Inaworldthathaschangeastheonlyconstant,‘The 5MostInfluentialCROstoWatchin2025,’chosen by Insights Success India aregoingtoriseandshine, astheycontinuetodefinenewstandardsfor excellenceandpropeltheirorganizationsto unprecedentedheights.
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08 Abhishek Chandak
Accelerating India’s Journey to a Green Mobility Future with Enviiiro Wheels
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The 5 Most Influential CROs to Watch in 2025
Featuring Brief Company
AbhishekChandak, Chief RevenueOfficer andDirector
AjaySandhu, Chief RevenueOfficer
WhiteCrow Research
ArjunaVenkatesh, Chief RevenueOfficer
Shashank Parab, Chief Revenue Officer, Co-founder, and Director
VipulGulati, Chief RevenueOfficer
BodhBridgeESPL
IndexnineTechnologies
LeadingthecommercialandoperationatEnviiiroWheels, Abhishekdrivesrevenuegrowth,customersatisfaction,and marketexpansionforthecompany
Withover15yearsofexpertiseinprovidingtalentresearchand sourcingsolutionsandhelpingFortune200companieshiretop talent,Ajayspecialisesinnewbusinessgenerationandbuilding high-performanceteams,drivinggrowthatWhiteCrowResearch.
BeforebeingtheCROatBodhBridgeESPL,Arjunahadan MSinManagementStudies(HR&OB)fromIITMadras.
ShashankParabhas24+yearsofsoftwareindustry experienceaseffectivebusinessadministrator, strategicprojectandfacilitiesplanner.
Brainayan
VipulGulatiplaysapivotalroleindrivingthecompany’sgrowth andexpandingitsfootprintinthepeopleandleadershipdevelopment space.
EnviiiroWheels
Abhishek Chandak
Accelerating India’s Journey to a Green Mobility Future with Enviiiro Wheels
CoverStory
Abhishek Chandak, Chief Revenue Officer (CRO) Enviiiro Wheels (Inland EV Green Services)
Thewheeloftimekeepscycling,changingwithit thehumanworld.Circlingarounditselfandthe Sun,ourbelovedmotherEarth,too,hasbeen changingtheconstantofevolutionthathadenabledus,the ‘wise humans,’tomarchaheadincivilizationalprogress andtechnologicaladvancements.However,inourhaste,our biggestmistakeofpollutingourenvironmenttothebrinkis fastcatchingupwithustothreatentheveryexistenceof humanity
Thebiggestdanger—theglobalclimatecrisis—islong staringusintheface,gettingbiggerbytheday.Ofcourse, allthedevelopedandnearlyallthedevelopingnations(140 in total),includingIndia,pledgedtocombatthiscrisisof self-existencewiththegoalofachievingnetzeroemissions.
AsAbhishekChandakinforms,“Climate scientists warn us that a staggering 85% reduction in global carbon dioxide emissions to reach below-2000 levels by 2050 is imperative to prevent a catastrophic temperature rise of two degrees Celsius above pre-industrial levels.”
Exceedingthisthresholdwillunleashacascadeofunpredictableanddevastatingconsequencesforbothhumanity andthenaturalworld.“The urgency of drastically curtailing human-caused greenhouse gas emissions cannot be overstated,”insistsAbhishek,theChiefRevenueOfficer (CRO)of EnviiiroWheels(InlandEVGreenServices)
Headdsthattoeffectivelyreducegreenhousegas emissions,companiesmustfirstunderstandwherethese emissionsoriginate.The has GreenhouseGasProtocol establishedthreeprimaryscopestocategorizeemissions.
Scope 1 Emissions aredirectemissionsfromsources ownedorcontrolledbytheorganization.Examplesinclude emissionsfromburningfuelincompanyvehiclesoron-site operations.
Scope 2 Emissions areindirectemissionsresultingfromthe generationofpurchasedelectricity,heat,orsteam.For instance,emissionsassociatedwiththeproductionof electricityusedinacompany'sbuildingswouldfallintothis category
Scope 3 Emissions areindirectemissionsthatoccur upstreamanddownstreamoftheorganization'svaluechain. This includes emissions from suppliers, transportation, and the use of products by customers
“By measuring and assessing emissions across all three scopes, companies can identify the most significant sources
of emissions and prioritize reduction efforts,”says Abhishek.Thiscomprehensiveapproachisessentialfor achievingnet-zeroemissionsandcontributingtoa sustainablefuture.
Hefurthers,“Early on, we recognized that while many companies were addressing Scope 1 and Scope 2 emissions, Scope 3 emissions were largely overlooked. This insight led us to establish a dedicated vertical focused on reducing Scope 3 emissions, which has been instrumental in our growth and leadership within the EV logistics sector.”
OnaNobleJourneyofAchievingGlobalSustainability
Abhishek’sjourneyintologisticswasprofoundlyshapedby thementorshipof Shri Laxminarayan Ji Somani, Chairman oftheInlandGroup,whohasover45yearsof experienceintheindustry.“His practical wisdom and emphasis on understanding the business from the ground up left a lasting impression on me,”saysAbhishek.Heinstilled theimportanceofconductingacomprehensive360-degree analysisofopportunitiesandchallengeswhileremaining groundedinthecompany’sapproach.Thissolidfoundation, combinedwithagrowingawarenessoftheglobalimperativeforsustainability,inspiredAbhishektofocuson logisticsasakeyareafortransformativechange.“Recognizing the under-addressed Scope 3 emissions as a critical area, we saw an opportunity to innovate and make a substantial impact, which became the driving force behind our journey,”heshares.
Today,EnviiiroWheelsstandsoutintheEVlogistics landscapeduetoitsholisticapproachtosustainabilityand technologyintegration.Thefirm’suniquesellingpropositions(USPs)includeastrongfocuson
Ÿ Reducing Scope 3 emissions,
Ÿ Leveraging advanced data analytics for predictive logistics, and
Ÿ Offering customized solutions tailored to the specific needs of each client
Byintegratingreal-timedatavisualization,predictive analytics,andAI-driveninsights,Abhishekandhisteam ensureoperationalefficiencywhilemaintainingalow environmentalfootprint.Thiscomprehensiveapproach positionsEviiiroWheelsasaleaderintransformingthe logisticsandsupplychainmanagementindustry,
Early on, recognizing the under-addressed Scope 3 emissions as a critical area, we saw an opportunity to innovate and make a substantial impact, which became the driving force behind our journey.
Our guiding philosophy is deeply influenced by the teachings of Shri Laxminarayan Ji Somani, who emphasized the importance of being actively engaged on the ground and gaining a thorough understanding of the core business.
makingitago-topartnerforbusinessesseekingsustainable andinnovativelogisticssolutions.
APerpetuallyPassionatePhilosophy
EnviiiroWheels’guidingphilosophyisdeeplyinfluenced bytheteachingsofShriLaxminarayanJiSomani,who emphasizedtheimportanceofbeingactivelyengagedon thegroundandgainingathoroughunderstandingofthe corebusiness.Thecompanyadherestoahands-on approach,ensuringthatitsstrategiesandoperationsare closelyalignedwithreal-worldchallengesandopportunities.“This philosophy, combined with our unwavering commitment to sustainability, has been a key driver of our success,”statesAbhishek,whoseleadershipstyleisoften recognizedasadrivingforcebehindhiscompany's achievements.
Accordingtohim,hisapproachrevolvesaroundfosteringa cultureofinclusivity,innovation,andaccountability.He believesinempoweringhisteambyprovidingthemwith theautonomytomakedecisions,encouragingcreative problem-solving,andpromotingasenseofownershipin theirwork.Abhishekemphasizescontinuouslearningand professionaldevelopment,ensuringthateveryteam memberhastheopportunitytogrowandcontribute meaningfullytotheorganization.Bynurturingacollaborativeenvironmentandleadingbyexample,hestrivesto inspirehisteamtonotonlyachievetheirindividualgoals butalsocontributetothelargervisionoftheircompanyand thenation.
CleansingEnvironmentwithGreenTech
Theessenceofgreentechnologyliesininnovation, disruptions,andenhancingtheend-userexperience.At EnviiiroWheels,saysAbhishek,theystrikeabalance betweenoperationalefficiencyandcustomersatisfactionby
integratingcutting-edgetechnologywithacustomer-centric approach.Theircloud-basedplatformandmicroservices architectureallowthemtooptimizelogisticsoperationsin realtimewhileensuringaseamlessuserexperience.They leverageadvanceddataanalyticstoanticipateandaddress potentialdisruptions,ensuringtimelyandefficientdelivery. Additionally,theircommitmenttosustainabilityresonates withtheirclients,whoincreasinglyprioritizeenvironmentallyresponsiblepartners.Abhishekadds,“By continuously innovating and adapting to customer needs, we maintain a high standard of service quality while optimizing our operations.”
Digitalizationandtechnologicaladvancementsarecrucial aspectsofthemodernindustrialecosystem.Enviiiro Wheelsintegratesdigitalizationandtechnologicaladvancementsintoitscoreoperationsbyadoptingaforwardthinkingapproachtologisticsmanagement.Thecompany’s technologystackincludescloud-basedinfrastructure,AIdrivenanalytics,andreal-timedatavisualizationtools, whichcollectivelyenhanceitsoperationalefficiencyand decision-makingcapabilities.Ithasdevelopedproprietary algorithmsforrouteoptimizationandpredictivemaintenance,whichnotonlyimproveservicedeliverybutalso contributetoreducingitsenvironmentalimpact.Bystaying attheforefrontoftechnologicalinnovation,Abhisheksays theyarenotonlyshapingthefutureoflogisticsbutalso settingnewbenchmarksfortheindustry.
ExceptionalTeamEthos
EnviiiroWheelshasachievedremarkablesuccess.Highlightingitssuccess,Abhishelshares,“One of our most transformative initiatives was the deployment of ten electric-heavy commercial vehicles (HCVs) for Hindustan Zinc Ltd.”Eachofthesetruckshascoveredanimpressive 90,000kilometres,effectivelyperformingtheworkof15 conventionalinternalcombustionengine(ICE)trucks.
“This successful project has significantly boosted our confidence and capability, demonstrating the effectiveness and efficiency of our EV fleet,”saysAbhishekwith immensepride.“It stands as a testament to our commitment to delivering innovative, sustainable solutions to our clients.”
Ardentlybelievingthattheworkforceisthecornerstoneof everysuccessfulorganization,Abhisheksaystheyat
EnviiiroWheelsprioritizethegrowthanddevelopmentof theiremployeesbyfosteringacultureofcontinuous learningandempowerment.Theyofferregulartraining programs,workshops,andaccesstoindustryresourcesto helptheteamstayaheadofthecurveinlogisticsand technology.Theyencourageopencommunicationand collaboration,allowingemployeestoshareideasandtake onleadershiprolesinprojects.Byrecognizingand rewardingcontributions,Abhishekandhisleadershipteam
One of our most transformative initiatives was the deployment of ten electric-heavy commercial vehicles (HCVs) for Hindustan Zinc Ltd.
buildamotivatedandengagedworkforcethatisaligned withthecompany’smissionandvision.“This approach ensures that our employees not only grow professionally but also feel valued and empowered to drive innovation,”he claims.
OutpacingObstacles
AsaleaderinIndia'sEVLogisticsandSupplyChain Managementsector,onesignificantchallengeEnviiiro Wheelsfacedwasduringtheinitialrolloutofitselectric fleetinregionswithlimitedcharginginfrastructure.This posedarisktoitsoperationsandservicedeliverytimelines. However,Abhishekandhisteam’sresilienceandingenuity ledtothedevelopmentofamobilechargingsolutionthat allowedtheirvehiclestobechargedonthego.Abhishek reveals,“We also partnered with local stakeholders to expedite the installation of charging stations along critical routes.”Thisproactiveapproachnotonlymitigatedthe challengebutalsostrengthenedtheiroperationalcapabilitiesanddemonstratedtheircommitmenttoovercoming obstaclesinthepursuitofsustainablelogistics.
Thetechinnovationshavereshapedindustriesglobally As aninfluentialleader,Abhishekcontributestoshapingthe futureoflogisticsandsupplychainmanagementby championingtheintegrationofcutting-edgetechnologyand sustainablepractices.Heactivelypromotestheadoptionof AI,machinelearning,anddataanalyticstodriveinnovation inlogisticsoperations.Hisfocus,insistsAbhishek,ison creatingsolutionsthatnotonlyenhanceefficiencybutalso minimizeenvironmentalimpact.Byfosteringacultureof innovationwithinEnviiiroWheelsandcollaboratingwith industrypartners,heaimstosetnewstandardsforthe logisticsindustry,ensuringthattheirinnovationsleadthe wayintransformingthesectorforamoresustainable future.
ACleanMessage
BusinessesareawayfortheIndianindustrytopaceupits economicpotentialandcapacity.Abhishek’sadviceto buddingentrepreneursistodeeplyunderstandthechallengesandopportunitieswithinthelogisticsandsupply chainsector.Prioritizesustainabilityandinnovationascore elementsofyourbusinessstrategy Theindustryisrapidly evolving,andthosewhocanadaptandleadintheseareas willhaveasignificantcompetitiveadvantage.
Additionally,itiscrucialtobuildastrongteamandfostera cultureofcollaborationandcontinuousimprovement.Stay committedtoyourvision,beresilientinthefaceof challenges,andalwaysstrivetocreatevalueforyour customersandthebroadercommunity
OfaGreenerTomorrow
Lookingahead,AbhishekdivulgestheirvisionforEnviiiro Wheels:tofurthercementtheirleadershipintheEV logisticsandsupplychainmanagementsectorbyscaling theiroperationsandexpandingitsserviceofferings.He informs,“We plan to enhance our technological capabilities, focusing on AI-driven route optimization, real-time data analytics, and expanding our eco-friendly fleet.”
AkeymilestoneforFY24-25istoachieveafleetsizeof 1,000+electricvehicles,reinforcingtheircommitmenttoa sustainableandinnovativefuture.“By continuing to push the boundaries of what’s possible in EV logistics, we aim to set new industry standards and contribute significantly to reducing India’s carbon footprint,”concludesAbhishek Chandak, the visionary CRO and an exemplary leader, who,withhisdetermination,andadeptbusinessacumen,is drivingtheIndianindustry’snoblemissionofachievingnet zeroby2050withhiscompany, . EnviiiroWheels
Ajay Sandhu, Chief Revenue Officer (CRO) WhiteCrow Research
Intoday’sfast-evolvingbusinesslandscape,identify-
ing,engaging,andsecuringtop-tiertalentremainsa formidablechallengefororganizations.Asindustries evolveandnewtechnologiesemerge,organizationsmust continuallyadapttostaycompetitive.Thisnecessitates attractingandretaininghighlyskilledprofessionalswho candriveinnovation,improveefficiency,andenhance overallperformance.
However,fiercecompetitionfortalent,coupledwith changingworkforceexpectations,hasmadetalentacquisitionacomplexandchallengingendeavour Thus,tohelp organizationsworldwide,avisionaryhasarrivedwhois drivingtransformationintalentacquisition.
Heisamaverick.Asacatalystforchange,withhis innovativeapproachanddeepunderstandingofthetalent market,heisredefiningthefutureoftalentacquisition.By leveragingcutting-edgetechnologyandstrategicpartnerships,heisempoweringorganizationstobuildhighperformingteamsandachievesustainablegrowth.Ajay Sandhu,ChiefRevenueOfficer(CRO)atWhiteCrow Research, has emerged as a pivotal figure in transforming talent acquisition strategies globally Withover15yearsof experience,hehassetbenchmarksinprovidinginnovative talentresearchandsourcingsolutions,makingWhiteCrow Researchaleaderinitsdomain.
AJourneyDefinedbyExcellence
Ajay’scareertrajectoryisnothingshortofinspirational. StartingasaTeamLeaderofOperationsatFirstsource Solutions,hiskeenacumenforbusinessoperationsandtalent managementsetthefoundationforaflourishingcareer.Over theyears,heclimbedthecorporateladder,showcasing exceptionalleadershipinroleslikeAssistantManagerof OperationsatDimensionsBPOandBusinessDevelopment ManageratColvillBanks.
Reflectingonhisjourney,Ajaystates:“Every step in my career has been a learning curve. From understanding the nuances of team dynamics to exploring global talent trends, every experience has contributed to shaping my leadership philosophy.”
LeadershipatWhiteCrowResearch
JoiningWhiteCrowResearchin2012,Ajaydemonstrated remarkableprowessinsteeringthecompany’sgrowth.Today, astheCRO,heoverseesrevenuegeneration,strategic partnerships,andteam-buildinginitiatives.Underhis leadership,WhiteCrowhaspartneredwith50oftheFortune 200companiesand90executivesearchfirmsglobally.
WhiteCrow’sCoreOfferings:
Talent Intelligence & Insights: Providingclientswith actionableanalytics,includingtalentheatmaps,gender diversitystudies,andmarketentryanalysis.
Talent Research:Aidinginternalrecruitmentteamsby buildingrobusttalentpipelinesandidentifyingtopcandidates.
Executive Solutions:Attractingthetop1%ofseniortalent throughcustomizedstrategies.
Fixed-Cost Hiring Models: Revolutionizingrecruitment costsbyofferingsubscription-basedservices,ensuring affordabilitywithoutcompromisingonquality
Ajay’sinnovativemindsethasbeeninstrumentalinshaping thesesolutions,whichcatertodiverseclientneeds.“In today’s dynamic market, organizations need more than just
candidates; they need insights, adaptability, and speed. At WhiteCrow, we aim to bridge these gaps with unparalleled precision,”hesays.
ARevenueLeaderwithaPeople-CentricApproach
WhatsetsAjayapartishisabilitytobalancenumberswith relationships.Asarevenueleader,hehasbeenpivotalin expandingWhiteCrow’sfootprint,notjustgeographically butalsointermsofserviceofferings.Hisstrategiesfocuson sustainablegrowthwhileensuringthecompany’score values—ethics,transparency,andinnovation—remain intact.
Ajayelaborates,“Revenue is not just about numbers; it’s about creating value. Our approach at WhiteCrow is to ensure that our services don’t just meet but exceed client expectations, creating long-term partnerships.”
DrivingInnovationinTalentAcquisition
Ajay’sexpertiseliesinleveragingcutting-edgetechnology andinsightstoredefinetalentacquisition.WhiteCrow’s state-of-the-artofferings,likeAutomatedSourcing AlgorithmsandTalentHeatmaps,areatestamenttohis focusonintegratingtechnologyintohumancapitalmanagement.
Hebelieves,“Technology is not a replacement for human effort but a tool to amplify it. By combining AI-driven analytics with human expertise, we can achieve unparalleled results in recruitment.”
BuildingHigh-PerformanceTeams
Astrongadvocateofteamwork,Ajayattributesmuchof WhiteCrow’ssuccesstoitstalentedworkforce.Hehasbuilt andnurturedhigh-performanceteamsthatdrivethecompany’svisionforward.Hisleadershipphilosophyemphasizes empowerment,continuouslearning,andfosteringacollaborativeenvironment.
“Leadership is about enabling others to succeed At WhiteCrow, we ensure that every team member feels valued and equipped to make impactful contributions,”Ajay emphasizes.
Intoday’sdynamicmarket, organizationsneedmorethanjust candidates;theyneedinsights, adaptability,andspeed.At WhiteCrow,weaimtobridge thesegapswithunparalleled precision.
Client-CentricSolutions
UnderAjay’sguidance,WhiteCrowhasdevelopeda reputationforitsclient-centricapproach.Thecompany’s uniquepricingmodel—unlimitedhiresatafixed cost has disrupted traditional recruitment paradigms Thismodelallowsbusinessestoscaletheirteamsaggressivelywithoutworryingaboutescalatingcosts.
Ajayasserts,“Our aim is to align our success with our clients’success. By offering scalable and cost-effective solutions, we ensure that our clients achieve their hiring goals seamlessly.”
AchievementsandImpact
• Successfullymanaged12+yearsofoperationsat WhiteCrow, expanding its global reach
• Played a key role in transforming WhiteCrow into a trusted partner for Fortune 200 companies
• Launched innovative services that have reshaped the talent acquisition landscape, including customized talent intelligence reports and executive search solutions.
• Built high-performance teams that prioritize client satisfaction and operational excellence
Ajay’seffortshavenotonlyelevatedWhiteCrow’smarket positionbutalsocontributedtosettingnewstandardsinthe recruitmentindustry.
AMentorandThoughtLeader
Beyondhisprofessionalachievements,Ajayisdeeply investedinmentoringyoungprofessionals.Hisapproachabledemeanourandwillingnesstoshareinsightsmakehim arespectedfigureintheindustry.
“Leadership is also about giving back. I believe in mentoring the next generation of leaders, helping them navigate challenges and unlock their potential,”heshares.
FutureVision
Lookingahead,Ajayiscommittedtodrivingfurther innovationatWhiteCrow.Heenvisionsexpandingthe company’scapabilitiesinpredictiveanalyticsandAI, enablingbusinessestoanticipateandaddressfuturetalent needsproactively.
“The future of recruitment lies in anticipation. By understanding trends and leveraging predictive tools, we can help businesses stay ahead in the talent game,”hepredicts.
Ajay’sjourneyfromanoperationsteamleadertotheChief RevenueOfficerofaglobalpowerhouselikeWhiteCrow Researchisatestamenttohisrelentlesspursuitofexcellence,innovation,andimpact.Hisabilitytoblendstrategic visionwithoperationalexpertisehasnotonlypropelled WhiteCrowtonewheightsbutalsotransformedhow organizationsapproachtalentacquisition.
Asoneofthe“5 Most Influential CROs to Watch in 2024,” AjaySandhu’sstoryisaninspirationforaspiringleaders. Hisresolutecommitmenttocreatingvalueforclients, empoweringteams,anddrivingtechnologicaladvancementsensuresthatheremainsaformidableforceinthe recruitmentindustryforyearstocome.
How the Bring Significant Changes in Organizations? CROs
Today,organizationshavetobeconstantlypushing
forwardiftheywanttosurvivethefastbusiness world.Pushingforwardquiteoftencallsfor strategicchanges,processadjustments,andevencultural transformation.Thosewholeadtheprocessofchangeare knownasChangeAgents.Amongthesechangeagents, CROsprovidecriticalleadershipindrivingandmanaginga transformationtowardssustainedgrowthandsuccessin operations.
Achiefrevenueofficerisgenerallyresponsiblefor managingtherevenue-generatingactivitiesofacompany. Theseactivitiesincludesales,marketing,customersuccess, andbusinessdevelopment.Inreality,theinfluenceofa CROoftenrunsmuchdeeperthanthescopeoftraditional responsibilities.Bytakingaholisticapproachto organizationalgrowth,CROsserveaschangeagents, inextricablyalteringstrategyandculturetodriveeachand everymemberofanorganizationinthesame,cohesive revenuegrowthvision.
1. AligningSalesandMarketingforRevenueGrowth
PerhapsthebiggestwayCROsmakeanimpactonan organizationisbybreakingdownthesilosthatcreate betweensalesandmarketingteams,whichoftenhave traditionallyoperatedinaveryindependentmanner,leading tomisalignmentandinefficiency,becauseaCROprovides anopportunitytolineupthesetwosinglecriticalfunctions intoasinglerevenue-focusedstrategy
Throughcollaborationwithbothteams,aCROcanpromote alignmentofthesalesandmarketingteamstowardeach
goal,whetherthisbeinnewcustomeracquisition, maximizationofexistingclients'lifetimevalue,oreven enhancementofcustomerretention.Theintegrated approachleadstomoreeffectiveleadgeneration, conversion,andnurturingprocesseswhilebringingabout greatrevenuegrowth.
2. ImplementingData-DrivenDecisions
Intoday'sdata-centricbusinessenvironment,theabilityto leveragedatatoinformdecisionsiscrucialfordriving change."CROsencourageadata-drivenculturewithinthe organizationthroughanalytics,customerinsights,and performancemetrics,therebyidentifyingemergingtrends, areasofpotentialcustomerpain,andopportunities.
Forexample,aCROmightanalyzesalesfunnelsfor bottlenecksorimprovementofpricingstrategyby understandingcustomerbehaviourandthedemandcurvein themarket.Data-baseddecisionsmadebyaCROensure thatchangestoanorganizationarenotintuition-basedbut measurableknowledge,whichresultsinfarmoreeffective strategiesandbetteroutcomes.
3. ChangeCustomerSuccess
Revenuegrowthisalsoachievednotonlythroughnew acquisitionsbutalsothroughthevalueutilizationfrom existingcustomers.CROsunderstandthatcustomer retentionandcustomeracquisitionareequalinimportance. Inlightofthis,theycollaboratewiththecustomersuccess teamtoensurethatcustomersrealizemaximumvalueout ofthecompany'sproductsorservices.
Tailoredcustomerexperiences,proactivesupport,andwellobservedupsell/cross-sellopportunitiesallowaCROto trulydrivelong-termcustomerloyaltyandenhance customerlifetimevalue.Itmarksanimportantshiftfrom merelyclosingdealstonurturingthecontinuationof relations;thisisahugechangebroughtbytheCRO.
4. DrivingOrganizationalAgilityandAdaptability
Inarapidlychangingmarketdynamic,theroleofCROs standsoutasmakingorganizationsmoreagileand responsivetonewopportunitiesaswellaschallenges.This mightincluderestructuringrevenue-generatingprocesses, adoptingnewtechnologies,anddesigningnewbusiness models.Forinstance,aCROmightleadonintroducing subscription-basedpricingmodelsorimplementingsales automationtoolstoboostefficiency
ACRO,byfacilitatingsuchchange,helpstheorganization movequicklyinresponsetoshiftsincustomerpreferences, disruptionsintheindustryorshiftscausedbycompetitors. Pivotingandadaptingisabsolutelyimportantforlong-term sustainabilityandsuccess.
ChangeAgent
5. LeadingCulturalChange
But,beyondoperationalchanges,CROsneedtoworkwith theorganization'sinternalcommunitytodevelopaculture thatissupportiveofgrowthandinnovation.Itshould championcustomer-firstorientation,cross-functional collaboration,andperformance-basedoutcomesthrough incentivestocreateahigh-performanceculturealignedwith theorganization'srevenuegoals.
Changingmindsetsatalllevelsofanorganizationisoften inevitable,astheculturalshiftisledbyaCRO.They inspireemployeestoadoptnewwaysofthinking,working, andcollaboratingthatfosteramotivatedandengaged workforcewithafocusondeliveringexceptionalvalueto customers.
Conclusion
Chiefrevenueofficersarefarmorethanguardiansoveran organization'ssalesandmarketingteams;theyaredynamic agentsofchangeplayingafundamentalpartinshaping companiestowardsuccess.Strategicalignment,datainformeddecision-making,customersuccess,adaptability enablement,andculturaltransformationleadershipallaid organizationsinfosteringsustainablerevenuegrowthwhile navigatingtoday'sbusinessenvironment.Theirabilityto bringaboutthesechangesiswhatsetsthemapartaskey leadersinthemodernbusinesslandscape.
CRO Marketing: A Conversion Rate Optimization Guide
Intheever-evolvingcorporateecosystem,leadership developmentandemployeegrowtharemorecritical thanever.Organizationsmustinvestintheirworkforce toremaincompetitiveinaswiftlychangingbusiness environment.Leadershipdevelopmentandemployee growtharenolongeroptional;theyareessentialforlongtermsuccess.Byempoweringemployeestoreachtheirfull potential,organizationscanfosterinnovation,improve employeeengagement,anddrivebusinessgrowth.By investinginleadershipdevelopmentprograms,companies cancultivateapipelineoffutureleaderswhoareequipped tonavigatecomplexchallengesandseizeopportunities.
AttheforefrontofthistransformativejourneyisVipul Gulati,ChiefRevenueOfficer(CRO)at ,an Brainayan innovativethoughtleaderinthe Learning and Development (L&D) space."We are not just in the business of training; we are in the business of transformation,"hesays.Known forhisdynamicleadershipandstrategicforesight,Vipulhas beeninstrumentalinreshapingBrainayan’sofferingsand drivingitsmissiontounlockhumanpotential. Withacareerspanningoveradecadeacrossdiverse
industries,Vipul’strajectoryisatestamenttohisadaptabilityandexpertiseinblendingstrategy,sales,andproduct innovation.Asoneofthe“5 Most Influential CROs to Watch in 2024,”hisjourneyisbothinspiringandimpactful.
Vipul’sVisionforBrainayan
JoiningBrainayaninMay2024,Vipulbroughtawealthof experienceinsales,businessdevelopment,andstrategic planning.AstheCRO,hehasbeenpivotalinexpanding Brainayan’sglobalpresenceandenhancingitsofferingsin theAPACregion.VipularticulatesBrainayan’smission succinctly:"We are passionate about helping your people realize their potential. Through customized, innovative solutions, we aim to empower organizations to elevate their leadership and people skills to unprecedented levels.”
Brainayan:ALegacyofLeadershipDevelopment
Foundedin2016byDr.NitinMore,Brainayanspecializes indeliveringimpactfulleadershipandorganizational developmentprograms.Withaportfoliothatincludesover
Vipul Gulati, Chief Revenue Officer (CRO) Brainayan
10,000+hoursofdeliveryandaclientelefeaturingFortune 100giantssuchas Google, Facebook, Netflix, and Deloitte, BrainayanhassolidifieditspositionasaleaderintheL&D domain.
Vipulhighlightsthecompany’scorephilosophy:"Our vision is to transform organizations by unleashing unrealized potential. We are committed to finding neuro-psychologically optimal ways to help individuals and teams grow continuously.”
KeyOfferingsUnderVipul’sLeadership
SinceVipul’sappointment,Brainayan’sprogramportfolio andclientbasehaveseenexponentialgrowth.Thecompany nowoffersacomprehensiverangeofsolutionstailoredto meettheuniqueneedsofitsclients:
LeadershipandManagerDevelopmentPrograms
Tailoredprogramsthatfocusonbuildingstrong,effective leadershippipelines.
“AtBrainayan,ourvisionistotransformorganizationsbyunleashingunrealizedpotential. Wearecommittedtofindingneuro-psychologicallyoptimalwaystohelpindividualsand teamsgrowcontinuously.
OrganizationalDevelopmentInterventions(ODI)
Long-terminitiativesrangingfromonemonthtothreeyears todrivesustainablegrowthandtransformation.
OffsitesandTeamBuildingActivities
Fromvisioningandplanningtoemployeeengagement, theseinitiativesaredesignedtoenhanceorganizational synergy
AI-EnabledSaaSSolutions–Mapp
TheManagerAwesomenessAppisasuiteofonlinetools thatoptimizemanagerialeffectiveness,offeringactionable insightsandfeedbackloops.
CustomizedLearningandDevelopment(L&D)Solutions
Bespokeprogramsthatalignwithorganizationalgoalsand culture,ensuringmaximumrelevanceandimpact.
VipulemphasizestheimportanceofcustomizationinL&D. "Every organization is unique, and so are its challenges.
Our focus is on tailoring solutions that resonate with the specific needs and aspirations of our clients.”
TransformingChallengesintoOpportunities
UnderVipul’sstewardship,Brainayanhasnavigated industrychallengeswithresilienceandinnovation.The globalshifttowardsremoteandhybridworkmodelshas presentedbothobstaclesandopportunities,whichVipuland histeamhaveleveragedtotheiradvantage.
"The pandemic taught us to adapt quickly At Brainayan, we shifted gears to online learning and developed innovative tools like MApp. Today, we are better equipped to serve our clients across geographies and industries,"Vipulexplains.
ExpandingBrainayan’sGlobalFootprint
OneofVipul’skeyachievementshasbeenexpanding Brainayan’soperationsintheAPACregion.Thecompany nowworkswithover100clientsacrossindustries,includingtechgiants,startups,andFortune500firms.His strategicvisionhaspositionedBrainayanasatrusted partnerfororganizationsseekingtoenhancetheirtalent advantage.
InnovatingwithTechnology
A
firmbelieverinthepoweroftechnology,Vipulhas spearheadedtheintegrationofadvancedtechsolutionsinto Brainayan’sofferings.TheMAppplatformisashining exampleofthis,enablingmanagerstoaccesstoolsand insightsthatdriveeffectivenessandengagement.
"Technology is not just a tool; it’s an enabler. At Brainayan, we use tech to complement our human-centric approach, ensuring that our solutions are both impactful and scalable,"heasserts.
CareerMilestones:BuildingtheFoundation
Vipul’sillustriouscareerbeganwithFirstViewMedia, wherehespentover11yearshoninghisskillsinbusiness developmentandstrategicplanning.Hethentransitionedto rolesthatrequiredaperfectblendofproductinnovationand salesstrategy:
AVPofGrowthatCutshort: Led initiatives that established Cutshort as India’s #1 tech hiring marketplace
Lead,GlobalSales&PartnershipsatPeopleMatters: Drove revenue growth and forged impactful global partnerships
TheseexperiencesequippedVipulwithadeepunderstandingofmarketdynamics,customerneeds,andtheimportanceofinnovation,allofwhichhenowbringsto Brainayan.
Education:TheFoundationofExcellence
Vipul’sacademicbackgroundhasplayedasignificantrole inshapinghisprofessionaloutlook.Agraduateofthe prestigiousSPJainSchoolofGlobalManagementwithan MBAinContemporaryMarketingManagement,he possessesastronggraspofmodernbusinesspractices.His undergraduatedegreeinPrintingandPackagingTechnologyfromSIESGraduateSchoolofTechnologyfurther underscoreshistechnicalacumen.
LeadershipStyle:EmpowermentandCollaboration
"Leadership is about enabling others to succeed. At Brainayan, we prioritize building a culture of trust, creativity, and continuous learning,"Vipulshares.
Vipul’sleadershipphilosophyrevolvesaroundempowering histeamandfosteringcollaboration.Hebelievesthatthe keytoorganizationalsuccessliesinnurturingtalentand creatinganenvironmentwhereinnovationthrives.Challengesarenecessaryforyourgrowth,hebelieves."Every challenge is an opportunity to innovate and excel. At Brainayan, we embrace change as a catalyst for growth.”
FutureVision:ScalingNewHeights
Lookingahead,VipulisfocusedonscalingBrainayan’s operationsandenhancingitsimpactglobally."The true measure of success lies in the impact we create, both for our clients and within our organization."Heenvisions takingtheMAppplatformtonewheightsin2025and expandingBrainayan’ssuiteofofferingstocaterto emergingneeds.
"The future of L&D lies in personalization and adaptability At Brainayan, we are committed to staying ahead of the curve and delivering solutions that empower organizations to thrive,"Vipulconcludes.
Vipul’sjourneyfromastrategicthinkeratFirstViewMedia totheCROofBrainayanexemplifieshisunwavering commitmenttoexcellence,innovation,andimpact.His leadershiphasnotonlyelevatedBrainayan’sstatureinthe L&Dindustrybuthasalsoinspiredcountlessprofessionals torealizetheirpotential.
Asoneofthe“5 Most Influential CROs to Watch in 2024,” VipulGulatiisabeaconoftransformativeleadership, drivinggrowthandcreatingvalueinarapidlychanging world.Hisstoryisapowerfulreminderoftheimpactthat vision,dedication,andapeople-centricapproachcanhave onbothbusinessesandindividuals.
How to Build a Successful B2B Business?
BuildingasuccessfulB2Bbusinessisaninvolved
yetgratifyingprocess.Whileitmaysharethesame namewiththeB2Cmodelswhichbasicallymarket aproductorservicetotheultimateindividualconsumer, B2Bbusinessesselltheirproductorservicetoother businesses.B2Bsuccessisaboutknowingyourmarket, lookingafteryourrelationshipsanddeployingtheright strategieseffectivelyinordertocreatevalue.Hereisa guidetoeverythingyouneedtoknowaboutgrowinga
A B2B Masterclass
1 IdentifyaNicheMarket
ThefirstsuccessinB2Bbusinessistherecognitionofa profitableandunderservedniche.Today,businessesare specialized,andthere’slittlevalueinofferinggeneralized productsorservices.Rather,focusonaspecificsector, industry,orbusinessneedthathasbeenunderrepresentedor underserved.
Marketresearchonthepainpointsofbusinessesinyour targetmarketisimportant.Itwillhelpyouknowabouttheir painpointsandsubsequentlydesignservicesthatareunique tothemandhelpthemsolvesuchproblems.Forinstance,a softwarecompanycanspecializeinprovidingtoolsfor managinginventoryforsmallretailers.
2 UnderstandYourCustomer'sNeeds
InB2Bsales,relationshipbuildingisquitecrucial.Unlike B2C,whereemotioncaninfluenceapurchase,thedecision inB2Bcomesdowntopurereasonableness,value,and ROI.Therefore,yourbusinesshastofocusonsolving criticalneedsforyourclientsbygoingdeepinto determiningwhatspecificallytheirproblemis.
Engagewithpotentialcustomersthroughsurveys, interviews,ordirectcommunicationtobetterunderstand theirchallenges.Onceyou’veidentifiedtheirpainpoints, tailoryourproductorservicetomeettheseneeds effectively.Offeringcustomizedsolutionscandistinguish yourbusinessfromcompetitorsandincreasecustomer loyalty
3 LeverageDigitalMarketingandSalesStrategies
DigitalmarketingisakeycomponentinamodernB2B strategy.Traditionalsalesmethodslikecoldcallingand networkingarestillinplay,buttodaybusinessesneeda strongonlinepresence.Digitalmarketingisacriticaltactic inacontemporaryB2Bapproach.Oldtechniquessuchas coldcallingandnetworkingstillexisttodayhowever,today requireanadvancedonlinepresence.Developandshare whitepapers,casestudies,andotherformsofblogcontent thatwilldemonstratetothetargetaudiencethatyouknow whatyouaredoing,andwhichwillalsoenablethetarget audiencetolearnfromyouandsolveproblems appropriately.Searchengineoptimization(SEO)isalso importantbecauseitwillplaceyourbusinesswhereitis easytobespottedonthesearchenginebyprospects.
LinkedIn,specifically,oranyothersocialnetworkbecome arichertoolforB2Bmarketing.Usethemtocreateexpert content,disseminatehelpfulinformation,andprocureleads andnewcustomers.
4 BuildStrongRelationships
Contrarytotheconventionalbusinessmodelofbusiness-tocustomer,salesinbusinesstobusinessmodelarenotsales ofanindividualproductorserviceandthereandthen;they areabouttheestablishmentofalong-termpartnership. Sustainingbuilt-uptrustandcontinuouslygivingvalue fromtheclient’sexpectationswillmaketheclientskeep comingoverformoreservicesaswellasrecommending others.Thekeyisinformationexchangethroughindividual communications,provisionofqualityservice,andcustomer interactionandfeedback.
TheotherimportantaspectgoverningtheB2Bsystemsis communicationortheabilitytobuildconnections.Goto theshows,visits,meetings,conventionsaswellasother relevanteventswithanaimofidentifyingprospectsthat canrelatewithinbusiness.Thiswillenableyoutoconnect withothercareer-relatedprofessionalsaswellasbeingup todateinthedevelopmentthatgoesinyourfield.
5. OfferExcellentCustomerSupport
Customersatisfactionisparamountforbusinessesinthe B2Bsector.Ensurethatyourcustomersupportteamis properlytrainedandquicktorespond,soyourclientswill receivethehelptheyneedpromptlyandwithefficiency A happycustomerislikelyarepeatcustomerandalsorefers otherstoyourbusiness.
6. MeasureandOptimize
Finally,measuringperformanceiscrucialtogrowth.Use parameterslikemarketsalesgrowth,customeracquisition cost,customerlifetimevalue,andrateofcustomerretention amongotherstocompareyourperformance.Workouthow effectiveyourstrategieswere,andreflectandtrialanderror toimproveonthestrategiesonaregularbasis.your approachandmakingadjustmentstoimproveyourresults regularly.
Therefore,thebottomlineofbuildingasuccessfulB2B businessisthatoneshoulddosomenicheidentification, reallyunderstandtheircustomers'needs,utilizedigitaltools asbestaspossible,hasstrongrelationships,providegreat support,andcontinuouslyoptimizetheirefforts.
Success is the progressive realization of a worthy goal or ideal.
- Earl Nightingale
