Published: 22 August 2023
CSOs are often challenged to connect their commercial needs with CFOs’ priorities. To successfully execute their commercial strategy, CSOs must foster a strong partnership with the CFO that aligns both roles’ objectives and expectations.
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CSOs and CFOs struggle to build a balanced alliance due to a lack of full strategic alignment. Even when these executives are aligned, sales and finance teams struggle to harmoniously execute commercial activities.
Limited overlap exists between the KPIs and analytics that CSOs and CFOs use to evaluate performance and drive decisions within their respective functions.
CSOs struggle to defend commercial transformation investments, triggered by unclear business case approval guidance from finance.
CSOs looking to strengthen their CFO partnership should:
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