How do you deliver predictable revenue growth when the market around you keeps shifting beneath your feet?

In this episode of The Emblazers Show, host Tim Riesterer talks with Mark Niemiec, Chief Revenue Officer at SAP, to dig into what it takes to lead revenue organizations through volatility. With a background in enterprise sales leadership across major technology companies, Mark brings a grounded perspective on how growth strategies are changing and what today’s environment demands from CROs.

They take a closer look at the transition from aggressive, top-line growth to a more disciplined focus on durability. Mark explains why bookings alone are no longer enough, how retention and product adoption are becoming central to revenue strategy, and why staying tightly aligned to the most important customer problems is critical. He also shares how AI and data are beginning to influence decision-making, while highlighting the gap between promise and real-world impact.

For leaders navigating uncertain markets, this episode offers a grounded perspective on how to prioritize customer needs, build more durable revenue, and rethink the evolving role of sales leadership.

Tune in to learn:

Why durable growth now outweighs net new revenue
How the CRO role is expanding across the full revenue lifecycle
Where AI and data are creating real business value

Episode highlights:

(00:00) Focus on high-priority issues

(00:21) Abby introduces Marc Niemiec

(01:56) Navigating growth in unpredictable times

(04:25) Emphasizing long-term value over short-term growth

(06:49) The evolving role of CROs

(10:31) Addressing AI's potential and risks

(13:26) Successful AI applications in business operations

(15:08) Enhancing sales with AI

(19:28) Networking and community-building opportunities

(23:34) Leveraging dashboards for CRO success

(27:03) Transitioning from subscription to outcome-based pricing

(30:31) Marc's advice for revenue leaders

Links and Resources:

Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/
Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/
Connect with Marc Niemiec: https://www.linkedin.com/in/mniemiec/

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Learn about Mark Niemiec

As Chief Revenue Officer at SAP, Mark Niemiec leads revenue strategy across the company’s customer experience and enterprise solutions business. His career spans senior leadership roles at major technology organizations, where he has driven growth, led large sales teams, and helped enterprise customers navigate complex business challenges. With experience across multiple economic cycles, Mark brings a practical perspective on the shift toward more durable, predictable growth and why solving high-impact, business-critical customer problems is essential to revenue performance today.

Learn about Tim Riesterer

As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth.

Learn about Abby Kerr

As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.