Ask ServicePower Experts: Marc Sprecher, Chief Revenue Officer

Ask the ServicePower Experts: Marc Sprecher, Chief Revenue Officer

Our Q&A series with ServicePower leadership, where executives share insight into their teams and roles at ServicePower, continues with Marc Sprecher, ServicePower’s Chief Revenue Officer.

Marc leads the Business Development, Pre-Sales, Sales, and Customer Success teams at ServicePower, overseeing every part of the company’s revenue lifecycle.

What does your job entail and what does your role as Chief Revenue Officer mean to your customers – and future customers?

Marc: That’s a really good question. It’s funny…some people think that I lead the Finance function at ServicePower because of the word “Revenue” in my title. That’s not the case at all. As CRO, I have responsibility for ServicePower’s entire revenue lifecycle – including acquisition, preservation, and growth of our top line. From a functional perspective, our Business Development, Pre-Sales, Sales, and Customer Success teams report to me. We have a great group of people. 

From a day-to-day perspective, there are numerous aspects to the CRO role that make it important to our company’s success, and are both challenging and exciting for me personally. I have the good fortune of being able to interact with all functions within our company. For example, I collaborate closely with Marketing on go-to-market strategies and demand generation initiatives, as well as the Customer Success team to ensure our customers are receiving the most possible value from our solutions, and with the Product teams to ensure road map alignment with our customers’ needs and expectations.

From a customer perspective, my role helps ensure that ServicePower remains steadfast in our commitment to solving their challenges and providing them with solutions that improve their business results. First and foremost, we are focused on helping our current and prospective customers overcome their challenges, achieve their goals, and succeed in their markets. Only when they succeed does ServicePower succeed – so that has to be my number one focus. It’s not always easy though – customers can be very demanding. But it’s worth the effort. As CRO, there’s no better feeling than a satisfied customer.

Indeed, one of the unique aspects of the CRO role is its broad perspective, helping to align multiple teams across the organization. Bringing the marketing, sales, and customer success teams under one leader helps ServicePower achieve a customer-centric approach throughout the buyer’s journey. As CRO, Marc is able to tie all of the components together, making sure every product or service offering truly puts customer expectations front-and-center.

This singular vision is one of the reasons modern organizations are adopting the CRO role. Forbes first named the role “the CEO’s new secret weapon” more than a decade ago. Salesforce then predicted 25% of organizations would adopt the management strategy. Today, McKinsey says this strategy is paying off—with companies that have a CRO-like role showing 1.8-times higher revenue growth than their peers.

We would add that we think customers, too, benefit from cross-team perspective of the CRO role. From our value-focused marketing campaigns to the Customer Success team’s ongoing customer support, our goal is always to help customers thrive. That’s our primary mission. The customer is in the spotlight. ServicePower provides the supporting cast and crew. Together, we create narratives with happy endings.

Looking for more insights? Download the free IDC White Paper: Field Service Excellence Drives Enhanced Customer Experiences and Outcomes.