In this episode of Growth Driver, John welcomes AJ Gandhi, Chief Growth Officer at Marlin Equity Partners, for an in-depth exploration of the emerging role of the Chief Growth Officer (CGO) in modern B2B growth. They unpack what makes this role unique—its core responsibilities, how it compares to other C-level titles, and how CGOs drive aligned growth across diverse functions.
AJ shares insights from his experience as a CGO, shedding light on the evolving demands of go-to-market strategy. With businesses prioritizing both growth and efficiency, AJ breaks down his “DRIVER” framework, a powerful approach for scalable, cross-functional alignment:
D for Differentiation: Craft compelling, customer-centered messaging to stand out.
R for Raise Sales Talent: Prioritize skill development and continuous enablement.
I for Ideal Customer Profile Pipeline: Target ICP-based opportunities that drive true value.
V for Value Realization: Measure and communicate ROI at every customer stage.
E for Expansion of Existing Customers: Foster lifetime value through smart renewal and cross-sell tactics.
R for Revenue Team Excellence: Encourage cohesion and innovation across functions.
Tune in to understand the CGO’s role in building end-to-end growth strategies and transforming growth into a true team sport.
KEY MOMENTS IN THIS EPISODE:
0:00 – Intro
7:48 – From private equity to the company level: how the CGO role is evolving
18:20 – How the Revenue Operations function resembles the CGO role
22:28 – Where did DRIVER come from?
27:53 – D for Differentiation: how to stand out in the sea of sameness
30:40 – R for Raise Sales Talent and Effectiveness: how rigorous hiring drives revenue growth
34:10 – I for Ideal Client Profile Pipeline: pipeline that isn't ICP doesn't matter
40:24 – V for Value Measurement and Realization: can your customers explain your value when you're not in the room?
43:43 – E for Expansion of Existing Customers: how rigorous and structured is your approach to selling into the base?
46:34 – R for Revenue Team Excellence: at the end of the day, B2B growth is all about the basics
50:54 – Lessons learned in AJ's journey to CGO
Entrepreneurial general manager with expertise in B2B sales strategy, productivity and operations and proven ability to sell enterprise deals. 20+ years of experience with over 50 B2B companies covering all major geographies (NA, EMEA, APJ), customer segments (Enterprise, Commercial, SMB) and routes to market (Field, Inside, Channel, OEM Sales).
Distinctively known for: GTM acumen, team building and development, collaborative problem solving, driving change and creating a high aspiration, yet fun, winning culture. Intrinsically motivated by the opportunity to contribute and make a difference.
Active non-profit leader and proudly recognized as "Father of the Year" by Board of Supervisors of San Mateo County, CA.
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