At Cloud.IQ, he worked as Chief Revenue Officer between 2013 and 2018 in London before moving to San Jose in California for another two years. There, he oversaw business growth that led to the company scaling to 150 people before securing an investment from PayPal. In 2020, he moved to take up a CRO position with Banked, a business that would later become a market leader with investment from the aforementioned banks including Citi and Bank of America. “The Chief Revenue Officer role was once one of those ‘made up’ roles from Silicon Valley, but it is becoming more established,” he says, noting that this was the original role he landed at BCB Group, before becoming Deputy CEO promptly after that. “It is about looking holistically at a business, across product, customer experience and marketing and spotting what needs to happen to help achieve the customer objective.” Listening and understanding When asked how he intends to use his experience to affect change at the business, he is keen to underscore that success comes only from gathering information when beginning any new role. “The first thing I do is shut up and I listen,” he says. “To identify any opportunities or inefficiencies, you need to watch first. Only once you’ve done that, you can act. It’s important to look for areas where you can make fast wins and streamline some of the processes. “There are several levers you can pull to optimise growth. It is all about taking the vision of the CEO from the boardroom and making it happen,” he adds. The prospect of Paris Blockchain Week holds real appeal to Renew who describes the community at the event as “valuable” noting that having decision makers in one room across multiple sectors is the perfect platform to begin new commercial relationships. “It is invaluable to have that level of knowledge in one place, at one time,” he says. “Realistically, business gets done when people talk to people. “I’ve done a huge number of shows in my time. I try to do something in each geographical region because if you do the same events, in the same region, you only get the same people. “If you want to meet bankers, there is no better place than SIBOS. If you want to meet fintechs, you go to Money 20/20. Paris Blockchain Week has a mixture of everybody.” Renew explains that events like this are key to BCB understanding its target markets more deeply by establishing stronger relationships. “If we are going to get the growth… you have to understand who to sell to, why we sell to them and what the ROI is versus someone else. BCB is in a great position. It doesn’t have to do anything different, we just need to do it better. “The cherry on top, of course, is going into the crypto adjacent industries such as fintech, gaming and marketplaces.” Renew is hoping to make the most BCB’s in-house analytical capabilities too, to measure whether new commercial approaches are succeeding. “We need to get the analysis, the data, and run specific campaigns around when products are being released
If we are going to get the growth… you have to understand who to sell to, why we sell to them and what the ROI is versus someone else. BCB is in a great position. It doesn’t have to do anything different, we just need to do it better.
Tim Renew
and when events are happening,” he says. “Only then can we understand how we are going to pursue a segment. “I believe you should have a continuous feedback loop. Compliance is a big one for the industry we are in. So we need to be certain that we can onboard clients and know how quickly we can do that. “Having done so, we need to be able to capture all those different touch points and then analyse the data. There is a division of BCB called revenue operations. It has an extraordinary ability to soak up this information and come out with new suggestions. That’s really useful.” ◆
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