Best Practice Report

Enhancing The CSO/CFO Relationship

January 1st, 2018


In most B2B organizations, the chief sales officer (CSO) and chief financial officer (CFO) have different perspectives that, if better understood and fully appreciated by the other party, can lead to a highly productive relationship. Because the CFO plays a key role in helping the organization achieve critical revenue goals, the CSO should recognize the importance of building strong alignment with this executive. In this report, we discuss five areas of alignment between the CSO and the CFO that, when optimized, can accelerate revenue growth and leverage customer insights.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.