If you run an Odoo Partner business and your revenue has plateaued, you already know the problem is not your product or your team's delivery skills. The problem is that nobody owns revenue. A fractional CRO fixes that.

The Role

A fractional CRO takes ownership of the entire commercial function: how you generate leads, how you qualify them, how you convert them, and how you retain and grow existing clients. They assess what's broken, build a strategy to fix it, and drive execution until the system runs without them.

A good fractional CRO builds to be replaceable. The goal is a revenue engine that doesn't depend on any single person.

Tony Fred

Chief Revenue Officer

A fractional chief revenue officer (CRO) is a senior revenue leader who works with your company on a part-time basis. Same strategic depth as a full-time CRO, without the full-time cost or 9-month recruiting process. 

What They Do in Practice

The work divides into three phases:

Assess

The first priority is diagnosis. Where is revenue leaking? Is the pipeline full but conversion is low? Is the problem outbound volume, or close rate, or post-sale churn? A fractional CRO maps the full revenue picture before recommending anything. Guessing at solutions without this step is expensive

Build

Once the gaps are clear, the work shifts to building: refining the ideal customer profile, redesigning demand generation, standing up outbound, aligning marketing with sales, implementing CRM discipline, and establishing the metrics that matter. This is the phase where most founders realise how much was running on gut instinct.

Optimise

Revenue systems degrade. A fractional CRO installs the routines, dashboards, and accountability structures that keep the machine calibrated as the business grows.

Why Odoo Partners Specifically Need This

Most Odoo Partners are built around delivery. The founders come from consulting, implementation, or technical backgrounds. They are excellent at the product. They are less excellent at running a commercial function.

The result is a common pattern: early growth through personal networks and Odoo referrals, then a plateau when that channel saturates. The business has good revenue but can't figure out how to scale it. Hiring a sales rep feels like the obvious solution. It almost never is.

A sales rep needs a process to work within, a pipeline to work from, and a target market that has been properly defined. Without those, you're paying someone to improvise. A fractional CRO puts those foundations in place first.

When to Bring One In

Three situations almost always point to this:

1. Revenue plateau.
2. You've grown well but the last 12-18 months have been flat. You know the ceiling is not market demand.
3. No commercial ownership.
4. Sales happen, but nobody is actively driving them. Deals close when they show up, not because of a system.
5. A failed senior hire.
6. You brought in a VP of Sales or business development manager. It didn't work. The role was too vague, the process wasn't there, the results didn't come.

In all three cases, the answer is the same: revenue leadership before revenue headcount.

The LanziCo Model

At LanziCo, the fractional CRO engagement follows a structured 12-18 month model: assess the gaps, build the strategy, execute the priority initiatives, optimise what's working, and transition the system to your team.

The starting point is always the Growth Gap Diagnostic, a structured assessment that maps your current commercial reality against what the business needs to reach its next revenue level. It takes the guesswork out of where to start.

If your Odoo Partner business has a revenue ceiling it can't break through, that's where we begin.

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Run a Growth Gap Diagnostic with LanziCo

 
Get clarity on where your revenue is leaking and what to fix first

Let's talk!

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*Lucas Lanziotti is the founder of LanziCo and a Fractional Head of Growth specialising in Odoo Partners and professional services businesses.*