Fractional Leadership

Every board deck with flat growth says the same thing: "we need a CRO." Half the time, it's the wrong hire. I say this as someone who has carried the CRO title. The CRO is one of the most misdiagnosed seats in PE-backed healthcare. Boards reach for it whenever revenue disappoints, regardless of what's actually broken. CRO vs. CGO: different jobs A Chief Revenue Officer runs the revenue engine: pipeline discipline, forecast accuracy, sales leadership, pricing execution. You hi

A full-time CRO hire in healthcare runs well past $500K a year once you count salary, bonus, equity, and ramp time. The mis-hire risk is the number nobody budgets. Here is the honest cost math on fractional versus full-time revenue leadership, and when each one is right.

Somewhere between $5M and $25M ARR, every board asks the CRO question. Hire full-time, go fractional, or wait? A practical framework for healthcare founders.

Healthcare companies with lumpy revenue rarely have an effort problem. They have a structure problem. What a fractional CRO actually does, and when it makes sense.

Growth slowed, and four executives give four different answers. The four questions that separate real revenue leadership from a soft-quarter explanation.