Stop reporting KPI’s and start delivering ROI. Using Agile Recruiting to Get a Seat at the Table.

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Wait, stop me if you have heard this one.

A CRO walks into a CFO’s office and says, “Last year, you gave me a $10 million budget, and with that budget, we made 10,250 phone calls, sent 35,673 emails and lowered our time to close from 65 days to 62 days. Next year, I’m going to need a bigger budget.”

No? How about this?

A CMO walks into a CFO’s office and says, “Last year, you gave me an $8 million budget, and with that budget, we ran 125 campaigns which generated 4,562 leads, of which 245 were new companies we had not previously interacted with. Next year, I’m going to need a bigger budget.”

A CTO walks into a CFO’s office and says, “Last year, you gave me a $6 million budget, and with that my team bought 27 servers and wrote 1,650,000 lines of code, which produced 22 new features and one new product. Next year, I’m going to need a bigger budget.”

I think we all know this is not how these conversations go. As a fly on the wall, they tend to go more like this:

CRO: “Last year, you gave me $10mm in budget and

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