The Ten Most Prominent CCOs to Follow
Mahdi Attya CCO
TruDoc
Leadership is not about titles, positions, or owcharts. It is about one life inuencing another.
Editor’s V I E W
Agility in Leadership:
The CCO's Key to Success in Uncertain Times
TheCOVID-19pandemichasfundamentallychangedthebusiness
landscape,andorganizationsarenowlookingtotheirleaderstoguide themthroughtheseturbulenttimes.TheChiefCommercialOfficer (CCO)hasemergedasakeyplayerinthisnewera,withauniqueblendof functionalexpertiseandleadershipqualitiesthatareessentialforsuccess.
OneofthemostimportantqualitiesforaCCOinthepost-pandemicworldis agility Theabilitytoquicklyadapttochangingcircumstancesandmakedatadrivendecisionsiscrucial.AstudybyMcKinseyfoundthatdata-driven companiesare19timesmorelikelytobeprofitableand6timesmorelikelyto retaincustomers.CCOsmustbeabletoanalyzedata,identifytrends,andmake strategicdecisionsthatpositiontheirorganizationsforsuccess.
Anothercriticalqualityisempathy Thepandemichastakenatollonemployees, andCCOsmustbeabletosupportandmotivatetheirteams.AForbesarticle highlightedfiveessentialtraitsofpost-pandemicleadership,including authenticity,humility,empathy,compassion,andhumor.Bydemonstrating empathyandcompassion,CCOscanbuildtrustandfosterapositivework environmentthatenablestheirteamstothrive.
Inadditiontoagilityandempathy,CCOsmustalsopossessstrong communicationskills.Withremoteworkbecomingmorecommon,CCOsmust beabletoeffectivelycommunicatewiththeirteamsandstakeholdersthrough variousdigitalchannels.AstudybyNTTDatafoundthatcommunicationisakey skillforleadersinthepost-pandemicworkforce.
Finally,CCOsmustbedrivenbypurpose.Withalltheuncertaintiesthroughout thelast2-3years,employeemotivationplayedacriticalroleinthesuccessofan organization.CCOsmustbeabletoarticulateaclearvisionandpurposethat inspirestheirteamsandalignswiththeorganization'svalues.
Inbrief,theroleoftheCCOhasevolvedinthewakeoftheCOVID-19 pandemic.CCOsmustpossessauniqueblendoffunctionalexpertiseand leadershipqualities,includingagility,empathy,communicationskills,anda strongsenseofpurpose.Byembracingthesequalities,CCOscanguidetheir organizationstosuccessinthepost-pandemicworld.
InourlatesteditionofInsightsSuccess, The Ten Most Prominent CCOs to Follow,wecelebrateCCOswhohaveshowngreatvisionandcreativitywhile addressingthechangingworldofcommercialstrategy.ThesenotableCCOs exhibitauniquecombinationoffunctionalcompetence,strategicvision,and transformativeleadershiptraitsthatpropelorganizationsforwardintoday's competitivebusinessclimate.
Have a good read ahead!
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08. COVER STORY
Mahdi Attya
Making Healthcare a Right, Not Just a Service
ARTICLES
18.
22.
How to Transition into a CCO Role: Tips for Aspiring Leaders
Top Skills Required for Successful Chief Commercial O cers
- Roy T. Bennett
Business
Business
Digital
Marketing
Research
Circulation
Alan Cur s CCO
Chris Barney CCO
Daniel Pedroso CCO
Eigen Labs eigenlabs.org Company
Featuring Three Eight Six Group threeeightsix.me
Elias SAAB CCO
Josh Busteed CCO
Julia Timms CCO
Katherine Borge CCO
Sofrecom sofrecom.com
Descrip on
Alan Cur s is a forward-thinking innovator with a strong focus on technology and research, commi ed to advancing scien fic explora on and prac cal applica ons in the tech industry
Chris Barney is a dedicated sports enthusiast who fosters team spirit and community engagement, working relessly to enhance fan experiences and promote the values of teamwork and excellence.
Daniel Pedroso is a results-oriented professional known for his crea ve approach to marke ng and brand development, commi ed to delivering unique experiences that resonate with audiences.
Elias Saab is a strategic thinker with a passion for technology-driven solu ons, focused on enhancing opera onal efficiency and driving growth within the telecommunica ons sector
Mahdi A ya CCO
Thomas Hoare CCO
Arabian Radio Network arn.ae IFZA ifza.com
SharpMinds Consul ng Engineers sharpmindsce.com
Katherine Danneberg Ma ey CCO Boden boden.co.uk
TruDoc Healthcare trudoc.ae ONE one.app Utah Jazz utahjazz.com
Josh Busteed is a passionate communicator and media expert, dedicated to enhancing audience engagement through innova ve content strategies and a deep understanding of the radio landscape.
Julia Timms is a proac ve leader focused on opera onal excellence and customer sa sfac on, dedicated to crea ng streamlined processes that enhance service delivery and client engagement.
Katherine Borge is a collabora ve strategist who excels in engineering solu ons, fostering innova on, and driving projects that priori ze efficiency and sustainability in the consul ng sector.
Katherine Danneberg Ma ey is a crea ve problem-solver who champions sustainability and ethical prac ces, striving to impact the fashion industry posi vely through innova ve design and responsible sourcing.
Mahdi A ya is a visionary leader passionate about transforming healthcare delivery, leveraging over 20 years of experience to enhance accessibility and quality for pa ents globally
Thomas Hoare is a dynamic strategist dedicated to fostering innova on and collabora on, driving impac ul solu ons that enhance user experiences and promote growth within the digital landscape.
Mahdi
Making Healthcare a Right, Not Just a Service
Creating a culture of achievers involves aligning goals with individual strengths and motivations, regular acknowledgment of accomplishments, and open communication.
From Insurance to Innovation: Personal Insights Driving Healthcare Forward
“
Theopportunitytomake
healthcarenotjustaservice butaright,accessibleatthe swipeofafinger,wastherevolutionary visionIhadlongsoughttoactualize."
ThesewordsfromMahdiAttya underscorehispassionatepursuitof transforminghealthcaredelivery throughtechnology Withovertwo decadesofexperiencenavigatingthe dynamicinsurancesector,hehas witnessedfirsthandtheurgentneedfor innovation.
"Fromtheonset,Iwasstruckbythe uncontrolledriseofmedicalcosts directlyimpactingtheinsured,"he states."Inefficienciesplaguedevery cornerofthesystem,culminatingin skyrocketingpricesforaverage individualsjustseekingcare."
Whatbeganasprofessionaldissatisfactionsteadilycrystallizedintoanallconsumingdrivetodisruptthestatus quo.Havingcuthisteethinroles spanningunderwriting,sales,claims, andhealthcarespecialization,Mahdi’s expertiseaffordedhimanunparalleled vantagepointontheindustry'smost deep-rootedchallenges.Thepivotal careershiftcamewhenhejoined TruDocHealthcare,atelehealth pioneerpositionedattheleadingedge ofdigitalmedicine."Iinstantly recognizedTruDoc'spotentialto revolutionizehealthcareaccessibility throughtechnology,"herecalls.
AsChiefCommercialOfficer,he leverageshisinsuranceacumento spearheadTruDoc'smissionof democratizinghealthcare.The company'suser-friendlyplatform empowerspatientsbydelivering
I emphasize the importance of both high performance and empathy, fostering an environment where team members feel valued and empowered to excel. Adapting my approach over time, I've learned to tailor expectations to individual capacities, further nurturing a positive and productive workplace
qualityvirtualcaredirectlytotheir fingertips.
"We'reobliteratingthebarrierslike proximity,cost,andinconveniencethat havelongobstructedaccess,"Mahdi explains."Throughtelehealth,wecan finallytreathealthcareasthe fundamentalhumanrightitdeservesto be."
Underhisguidance,TruDochas formedstrategicpartnershipswith majorinsuranceprovidersand integratedAI-drivendiagnosticsto furtherelevateitsservicequality.
Butheviewsthisasjustthestartof healthcare'sdigitaltransformation.
"Thepandemicwasawake-upcallthat antiquatedhealthcaremodelsare destinedforextinction,"hestates. "Virtualmedicineisn'tthefuture—it's thepresentreality.Thosewhoembrace disruptionwillreshapewhat'spossible formillions."
Fromhisearlyinsurancebeginningsto hiscurrenttrailblazingrole,Mahdi's journeyunderscoresthepowerof marryingsubject-matterexpertisewith revolutionaryzeal.
Mahd i
“
Transitioning into telehealth wasn't just a career shift—it was a calling. At TruDoc Healthcare, I found the perfect nexus to leverage my insurance expertise with my enthusiasm for tech-driven healthcare solutions. The opportunity to make healthcare not just a service but a right, accessible at the swipe of a nger, was the revolutionary vision I had long sought to actualize
driveTruDoc'smission,theechoesof hisimpactwillrippleacrosstheentire healthcarelandscape.
Let us explore his journey:
TruDoc:LeadingtheChargefor AccessibleandAffordable Healthcare
Heraldedasanon-demand,one-stopcaredestination,TruDocstandsasa beaconofhopeforhealthy,acute,and chronicpatientsalike,offeringits servicesanytime,anywhere.Withan impressiverosterofover22,000 corporateandgovernmentclients,and morethan2.2millionsubscribed membersunderitscare,TruDochas
firmlyestablisheditselfasatrailblazer intherealmofhealthcare.
Bolsteredbyanunblemishedrecordof zeromalpracticeclaimsandamultinationalpresence,thecompanyvowsto provideaccessible,reliable,andquality healthcaretoeveryindividual, regardlessoftheirlocation.
Embeddedinitscoreoperations, TruDocisdrivenbyatransformative mission:toimpactthelivesof10 millionpeopleby2026whiledevelopingasustainablehealthcareecosystem thatefficientlyservesbothpatientsand payors.Thisvisionarycommitmentnot onlyshapesourdailyoperationsbut alsoguidesourlong-termstrategic planning.
TruDoc'scomprehensivespectrumof servicesisatestamenttoitsdedication toholisticpatientcare.Fromroundthe-clockaccesstodoctorconsultationsandunlimitedfollow-upcareto progressiveteleconsultationservices and24/7telemonitoring,thecompany ensuresthatitisever-presentandready tosupportitspatientsthroughevery stepofitshealthcarejourney
UnderpinningTruDoc'soperationsisa profoundsenseofpurpose:toredesign thehealthcaredeliverysystemina mannerthatpositivelyimpactsthe livesofcountlessindividuals.This purposeisdrivenbyavisionary outlook:tomakehealthandwellness accessibleandaffordabletoall,with justasinglecallaway Atthecoreof thisambitiousendeavorliesamission: toimplementethicalandunbiased care,aligningpeopleandpayersunder oneunifiedplatform.
Throughitsholisticapproach,innovativeservices,andsteadfastobligation toitsguidingprinciples,TruDochas emergedasavanguardinthe healthcareindustry,poisedtoredefine thewayhealthcareisdeliveredand experiencedbyindividualsacrossthe globe.
BridgingtheGap:Transforming HealthcareforEveryone
In2011,TruDocembarkedona pioneeringjourney,drivenbya missiontobridgethewideninggap betweentheescalatingdemandsof patientsandhealthcarepayers.Born fromthisnoblepursuitwasthe establishmentofasingularentitythat wouldreconcilethesedisparateneeds underonecohesiveroof,making qualityhealthcarenotonlyaccessible butalsoaffordableforall.
AttheheartofTruDoc'soperational excellenceliesagroundbreaking system,theCareLevelManagement DeliverySystem(CLM).Thissystem isnotmerelyaframeworkbutthevery backboneuponwhichthecompany's endeavorsarebuilt.Itsguiding principleisrootedinthepursuitof evidence-basedmedicine,transcending theprofit-drivenmotivesthatoften plaguetheindustry.Withseamless integrationacrosseverytouchpointof patientcare,theCLMsystemensuresa holisticapproachtohealthcare delivery
Thisuniquesystemispoweredbya diverseteamofmedicalprofessionals whoareallcommittedtothedaily pursuitofstrategicpatientcareand earlyintervention.Theircombined effortshaveproducedsubstantial results,andsignificantlyimproved healthoutcomeswhilecontrolling risingexpenses.
TruDoc'sadoptionoftechnologically advancedsolutionshasallowedthe companytoservenotonlythemajority ofpatientswhorequirebasicmedical servicesbutalsohigh-riskpatients whosehealthcareneedsaresignificant. AtTruDoc,managingchronicdiseases isacornerstoneofourhealthcare approach,necessitatingmeticulous attentionandsustainedintervention.
LeveragingourCareLevelManagementDeliverySystem(CLM),we providepersonalizedcareplansfor patientswithchronicconditions, continuouslyoptimizedbasedonthe latestevidence-basedpractices.Our systemsupportsproactivemanagement oftheseconditions,helpingtoprevent complications,enhancepatientquality oflife,andreducetheneedfor emergencyinterventions.Thisdual approachnotonlyimproveshealth outcomesforpatientswithchronic diseasesbutalsosignificantlymitigates healthcarecostsassociatedwithlongtermcare.
CultivatingSuccess:Buildinga CultureofInnovationandStrategic GrowthInHealthcare
Mahdi'sperspectiveoncultivatinga cultureofachieverswithinanorganizationisrootedintheprincipleof alignment—aligningcollectivegoals withtheindividualstrengthsand motivationsofteammembers.This visionaryleaderemphasizesthe importanceofregularacknowledgment andopencommunication,nurturingan environmentwhereindividualsfeel valuedandempoweredtoexcel.
Throughaprocessofcontinuous adaptation,hehaslearnedtotailor expectationstoindividualcapacities, furthernurturingapositiveand productiveworkplacethatharmonizes highperformancewithempathy.
• StrategicGrowth:Mahdi'scritical approachtobusinesshasbeen markedbyaresolute determinationtoconfrontand reshapeestablishedprocesses.At TruDoc,atri-phasedstrategyhas beenadoptedtospurgrowth,a testamenttotheleader'spassion forinnovation.
• MarketandClientInsight: Understandingandadaptingto marketdemandsandclientneeds isofparamountimportanceinthis multifacetedapproach.Mahdi championsacustomized methodology,tailoringsolutions thatgenuinelymeetthediverse needsofthecompany'sclientele.
• TechnologicalIntegration:Rooted inaprofoundbeliefintechnology asacornerstoneforaffordableand cutting-edgehealthcaresolutions, Mahdiworkshand-in-handwith thecompany’sledershipto translatemarketneedsinto actionableinsights,serviceasa vitalbridgebetweentechnology andclient-orientedstrategies.This cross-functionalcollaboration ensuresthatthecompany's servicesarebothinnovativeand practical,aligningwithindustry speedsandclientreadiness.
• CollaborativeSynergy:True innovation,inMahdi'svision,isa collaborativeeffort.AtTruDoc,an environmentiscultivatedwhere cross-departmentalcollaboration isnotmerelyencouragedbut integraltothecompany's operations.Thissynergyensures thatthesolutionsofferedare comprehensiveandthatevery stakeholderisalignedwiththe overarchingvision.
• ClientRelations:Incultivating clientrelationships,Mahdi's philosophydeviatesfromthe conventional'customerisalways right'approach.Instead,this visionaryleadervalueshonesty andtransparency,focusingon deliveringwhatclientstrulyneed, ratherthansimplyacquiescingto theirrequests.Thisapproachhas notonlyretainedclientsbuthas transformedthemintolong-term partners.Activelistening, maintainingreliability,and consistentlydeliveringon
promisesdefinetheclient engagementstrategyatthecoreof TruDoc'soperations.
FromInsightsToImpact:TruDoc AcquiresWellthyTherapeutics
Asthevanguardoftheon-demand healthcarerevolution,TruDochasonce againdemonstrateditsdevotionto transformingthelandscapeofmodern medicine.Thecompany'srecent acquisitionofWellthyTherapeutics,a pioneeringforceintherealmof chronicdiseasemanagement,standsas anexampleofitszealtodeliver futuristic,evidence-basedsolutions thattranscendtheboundariesof conventionalhealthcare.
Thisstrategicmanoeuvreextendsfar beyondamereexpansionofTruDoc's serviceportfolio;itsolidifiesthe company'spositionastheundisputed leaderinthetelehealthindustry.By amalgamatingtheexpertiseofWellthy Therapeutics,TruDochasfortifiedits arsenalwithinnovativeapproachesto combattheinsidiouschallengesposed bychronicailments,furtheramplifying itscapacitytorevolutionizetheway healthcareisdelivered.
Asthehealthcareecosystemcontinues toevolve,TruDocstandsresoluteinits pursuitofexcellence,drivenbya visionthatreimaginestheveryessence ofpatientcare.Throughthislandmark acquisition,thecompanyhas reinforceditspledgetorelentlessly pushtheboundariesofwhatis possible,ensuringthatindividuals worldwidecanaccessthehighest qualityofcare,untetheredbythe constraintsoftimeandgeography
AimingHigh:Pioneering MeaningfulHealthcareInnovation
Forthoseaspiringtoleadershiproles withinthehealthcaredomain,thesage
counseliscrystallineinitssimplicity yetprofoundinitsessence:apledgeto solvetangible,real-worldquandaries mustbethelodestar
Innovationoughtnotmerelytopursue technologicaladvancementasanend untoitself,butrather,itmustbea vehicletofundamentallyameliorate thehumancondition,curtail burdensomecosts,andaugment accessibilitytovitalservices.
Indubitably,thispathisstrewnwith formidableobstacles,yetthecapacity toengenderadeeplyimpactfuland rewardinglegacyrendersthearduous journeyaprofoundlynoblepursuit.
,, ,, Wealth consists not in havinggreatpossessions, but in having few wants.
- Epictetus
HowtoTransition into a CCO Role: Tips for Aspiring Leaders
BecomingaChiefCustomer
Officer(CCO)isacoveted careergoalformanyaspiring leadersincustomer-facingroles.Asthe demandforCCOscontinuestorise, withnearly90%oforganizationsnow havingaCCOorequivalentintheirCSuite,thepathtothispositionis becomingincreasinglycompetitive. However,withtherightskills, experience,andstrategicapproach,the transitiontoaCCOroleis achievable.Herearesomekeytipsfor aspiringleaderslookingtomakethe leaptobecomingaCCO:
DevelopaDiverseSkillSet
TobeaneffectiveCCO,youneedto haveawell-roundedskillsetthat encompassesbothtechnicaland interpersonalabilities.Focuson developingexpertiseinareassuchas:
• UnderstandingoperationalKPIs andthefinancialsideofthe business
• Navigatingcomplexcustomer relationshipsanddrivingloyalty
• Leveragingdataandanalyticsto makeinformeddecisions
• Communicatingeffectivelywith stakeholdersatalllevelsofthe organization
Seekoutopportunitiestotakeon projectsthatallowyoutohonethese skillsanddemonstrateyourvalueto thecompany.
GainCross-FunctionalExperience
WhilemanyaspiringCCOscomefrom abackgroundinprofessionalservices orcustomersuccess,it'simportantto gainexposuretootherareasofthe businessaswell.Lookforopportunitiestoworkonprojectsorinitiatives
thatinvolvecollaboratingwithteams fromdifferentfunctions,suchassales, marketing,orproductdevelopment. Thiswillgiveyouabroaderunderstandingofhowthecompanyoperates andhelpyoudeveloptheabilityto thinkstrategicallyaboutthecustomer experienceacrosstheentireorganization.
DemonstrateYourImpact
Asyouprogressinyourcareer,focus ontakingonprojectsandinitiatives thathaveameasurableimpactonthe business.Trackkeymetricssuchas customersatisfaction,retention,and revenuegrowth,andusedatato demonstratehowyoureffortshave contributedtothecompany'ssuccess. Thiswillhelpyoubuildastrongcase foryourvalueasaleaderandmake youamoreattractivecandidatefora CCOrole.
BuildRelationshipsandInfluence
EffectiveCCOsareskilledatbuilding relationshipsandinfluencingothers acrosstheorganization.Takethetime tocultivatestrongrelationshipswith keystakeholders,suchastheCEO, otherC-Suiteexecutives,andcrossfunctionalleaders.Demonstrateyour abilitytobringpeopletogetheraround asharedvisionforcustomersuccess anddrivechangethroughcollaboration andpersuasion.
StayCurrentwithIndustryTrends
TobeaneffectiveCCO,youneedto stayontopofthelatesttrendsandbest practicesincustomerexperienceand customersuccess.Readindustry publications,attendconferencesand events,andnetworkwithother professionalsinthefield.Thiswillhelp youstayaheadofthecurveandbring innovativeideastoyourorganization.
ConsiderPursuingAdditional Education
Whilenotalwaysnecessary,pursuing additionaleducationcangiveyoua competitiveedgeintheCCOjob market.Considerenrollingina leadershipdevelopmentprogramor earningacertificationincustomer experiencemanagement.Thiscanhelp youdeepenyourknowledgeandskills anddemonstrateyourcommitmentto professionaldevelopment.Inconclusion,transitioningintoaCCOrole requiresacombinationofdiverse skills,cross-functionalexperience, strategicthinking,andstrongrelationships.Byfocusingondevelopingthese attributesanddemonstratingyour impact,youcanpositionyourselfasa strongcandidateforthiscritical leadershiprole.Withtheright approachanddedication,aspiring leaderscanmaketheleaptobecoming asuccessfulCCO.
Two roads diverged in a wood, and I—I took the one less traveled by, And that has made all the difference.
- Robert Frost
for Successful Chief Commercial Officers
TheroleofaChiefCommercial
Officer(CCO)hasbecome increasinglycrucialfordriving growthandsuccess.Astheheadofa company'scommercialstrategy,aCCO isresponsibleforoverseeingsales, marketing,andbusinessdevelopment tomaximizerevenueandmarketshare.
Toexcelinthispivotalposition, aspiringCCOsmustpossessadiverse setofskillsthatenablethemto navigatethecomplexitiesofthe modernbusinesslandscape.
Oneofthemostessentialskillsfora CCOisstrategicthinking.This involvestheabilitytoanalyzemarket trends,identifyopportunities,and developinnovativestrategiesthatalign withthecompany'soverallobjectives.
AstudybyMcKinsey&Company foundthatcompanieswithstrong strategicplanningcapabilitiesare2.2 timesmorelikelytooutperformtheir peers.Byhoningtheirstrategic thinkingskills,CCOscanpositiontheir companiesforlong-termsuccess.
Leadershipandteammanagementare alsocriticalskillsforaCCO.Asthe headofthecommercialteam,aCCO mustbeabletoinspireandmotivate employees,fosteringacollaborative andhigh-performanceculture.A surveybyGallupfoundthatcompanies withhighlyengagedworkforcesare 21%moreprofitablethanthosewith lowengagement.Bydevelopingstrong leadershipskills,CCOscancreatean environmentwhereemployeesthrive andcontributetothecompany's success.
Salesandmarketingexpertisearealso essentialforaCCO.ACCOmusthave adeepunderstandingofthesales process,customerrelationship management,andeffectivemarketing strategies.Accordingtoastudybythe AberdeenGroup,companieswith strongsalesandmarketingalignment achieve20%annualgrowthrate, comparedtoa4%declineinrevenue forcompanieswithpooralignment.By masteringtheseskills,CCOscandrive revenuegrowthandenhancethe company'smarketpresence.
Financialacumenisanotherkeyskill foraCCO.AsamemberoftheCsuite,aCCOmustbeabletoanalyze financialdata,managebudgets,and makedata-drivendecisions.Astudyby theHarvardBusinessReviewfound thatcompanieswithstrongfinancial managementcapabilitiesare25%more likelytooutperformtheirpeers.By developingtheirfinancialskills,CCOs canensurethatthecompany's commercialstrategiesarealignedwith itsfinancialobjectives.
Finally,communicationand negotiationskillsarecriticalfora CCO.ACCOmustbeableto effectivelycommunicatethecompany's commercialstrategytovarious stakeholders,includingemployees, customers,andpartners.Theymust alsopossessstrongnegotiationskillsto securebeneficialdealsand
partnerships.AstudybytheHarvard LawSchoolfoundthatcompanieswith strongnegotiationskillssavean averageof23%oncontractcosts.By honingtheircommunicationand negotiationskills,CCOscanbuild strongrelationshipsanddrivethe company'scommercialsuccess.
Inconclusion,theroleofaChief CommercialOfficerrequiresadiverse setofskillsthatenablethemtodrive growthandsuccessintoday's competitivebusinessenvironment.By masteringstrategicthinking, leadership,salesandmarketing expertise,financialacumen,and communicationandnegotiationskills, aspiringCCOscanpositionthemselves forsuccessinthispivotalrole.Asthe businesslandscapecontinuesto evolve,theimportanceoftheseskills willonlycontinuetogrow,making themessentialforanyCCOwhowants toleadtheircompanytonewheights.
