Great leadership is not just about making the right decisions; it’s about inspiring others, handling challenges, and focusing on the future. Jeff Weiss, Chief Revenue Officer at CMiC, exemplifies this type of leadership. He guided CMiC through growth and change to make the company a leading force in the construction software industry during his extensive career. The company achieved both domestic and international success through his strategic approach, which maintained effective daily operations.
Jeff began his CMiC journey in 1991 and progressively reached higher positions until becoming CRO. During this time, he gained comprehensive knowledge about both CMiC operations and its client base. Through his role as CRO, he has successfully expanded the company’s operations by leading the company into European, Middle Eastern, and Asian Pacific markets. Under his leadership, the company accomplishes two objectives: growth into new areas and development of a culture built on customer success through teamwork and innovative thinking.
Since taking charge at CMiC, Jeff has transformed the company from a small operation into a globally recognized enterprise resource planning (ERP) solutions provider serving major construction firms worldwide. His career evolution demonstrates how strategic planning combined with customer-driven operations and persistent focus on enduring business success builds organizational achievements.
Let’s understand how strong leadership and smart thinking helped Jeff take CMiC to new heights around the world!
A Leadership Mindset Anchored in Strategic Goals
Jeff often emphasizes strategic thinking and long-term planning as essential factors in his leadership approach. “I am a strong advocate and practitioner of the ‘strategic leadership philosophy,’” he shares. From Jeff’s point of view, adopting long-term thinking enables him to make decisions that remain aligned with CMiC’s comprehensive vision and objective. His leadership style integrates this strategic approach which allows the organization to anticipate market changes and meet shifting customer requirements.
This approach has paid off, especially as CMiC expanded globally. “Establishing a solid foundation for decision-making and long-term planning has led us to make more data-driven, objective decisions,” he explains. His emphasis on alignment ensures that all initiatives, both large and small, support the company’s overarching objectives. This strategic consistency has been vital for driving sustainable growth, particularly in a competitive industry like construction software.
For Jeff, leadership also means cultivating resilience, an essential trait for thriving in a world of constant change. “I champion resilience because it’s vital to adapt and thrive through change and uncertainty,” he notes. The ability to adjust to challenges, while keeping the long-term vision intact, has allowed CMiC to navigate both market fluctuations and the increasing complexity of customer demands.
Global Expansion and Achievements
During his time, Jeff demonstrated continuous growth through international market development. He began his CMiC journey as a Senior Systems Consultant before moving up to Director of International Business, then Vice President of Sales. This diverse experience enabled him to understand the construction software market as well as its operations. His experience as a software consultant, up to leading the sales teams, allowed him to develop market insights and customer understanding, which prepared him for his current position as Chief Revenue Officer.
Under Jeff’s leadership, CMiC has secured its place as a leader in the construction ERP market, with a strong presence in North America. However, one of his most significant achievements is the company’s successful expansion into international markets. He played a key role in CMiC’s entry into the Middle East, securing major clients like ALEC Engineering and AMANA Group in the UAE. “These milestones represent just a few of the ways we’ve broadened CMiC’s reach and impact across the globe,” he reflects. His strategic guidance also led to the expansion into the Asia Pacific region, where CMiC welcomed City Holdings in Australia in 2023.
These efforts are just a few examples of how his leadership and vision have led the company to successfully broaden its global footprint. “CMiC has solidified its position as a leader in the construction software industry,” he shares proudly, reflecting on the company’s market leadership and its trusted partnerships with 20% of ENR’s Top 400 General Contractors.
Inspiration Behind a Revenue-Focused Leadership Role
Jeff’s path to a leadership role in revenue generation has been one of gradual discovery, deeply rooted in his background and experience. While his initial educational journey combined both technology and business, it was his early roles at CMiC that sparked his passion for revenue generation. “What inspired me to pursue a leadership role in revenue generation has been a journey of growth and evolution,” he admits. His early involvement in customer-facing roles allowed him to experience firsthand the satisfaction of helping customers achieve success.
For Jeff, revenue generation is not just about driving sales; it’s about contributing to the company’s long-term success. “The ability to directly impact the company’s growth trajectory, making my team’s contributions essential to the long-term success of the business, is one of the most fulfilling aspects of my role,” he shares. His journey also led him to focus on shaping CMiC’s strategy and ensuring its competitive positioning. This leadership in revenue generation goes beyond immediate sales—it’s about ensuring that the company stays ahead of the curve through innovation and customer-focused solutions.
Balancing Strategic Vision with Revenue Targets
The main difficulty Jeff faces within his role of CRO involves finding equilibrium between maintaining both long-term organizational direction and short-term revenue achievement requirements. The sales leaders under him maintain direct collaboration to reach their immediate revenue targets. “I collaborate with strong sales leaders who are focused on achieving short-term revenue targets,” he explains. This collaboration ensures that while the company works toward long-term goals, it does not lose sight of the need for short-term success.
The balanced approach Jeff uses to manage short-term and long-term priorities keeps CMiC growing steadily. He collaborates with the senior leadership to guarantee all company activities support the organization’s overall strategies. “Working closely with the senior leadership team allows us to drive strategic objectives forward while also ensuring that we hit our financial goals,” he says.
Identifying New Market Opportunities
As a global leader, Jeff understands the importance of identifying new market opportunities and staying ahead of the competition. His approach combines independent research, market intelligence, and a close connection with customers to identify emerging trends and opportunities. “I conduct my own research to stay ahead of market trends,” he shares, emphasizing the importance of staying informed about shifts in both technology and customer needs.
In addition to research, Jeff places a strong emphasis on data analytics. By using data to segment audiences, he can pinpoint untapped markets that could lead to new revenue streams. “I place a high value on data analytics to identify emerging customer segments,” he adds. This proactive approach, combined with regular customer feedback, ensures that CMiC remains agile and poised to capitalize on new opportunities.
Staying Customer-Centric While Driving Revenue
For Jeff, the key to successful revenue generation lies in a customer-first approach. “We have a robust customer feedback framework, including CMUG and the ECAB, that collaborates with us on product enhancements,” he explains. These channels allow CMiC to stay closely connected with its customers, ensuring that their needs are met while driving innovation within the company.
His commitment to customer success goes beyond just product enhancements; it also involves a focus on customer retention. “Our customer success team conducts Quarterly Business Reviews to help customers optimize performance and fully realize the value of our ERP solution,” he shares. By focusing on enhancing the customer experience, CMiC is able to foster loyalty and drive long-term revenue growth.
AI and the Evolution of Revenue Strategies
Looking ahead, Jeff is particularly excited about the potential of AI to revolutionize revenue generation strategies. “Without a doubt, AI will have the most significant impact on revenue strategies,” he notes. The ability to leverage AI for process optimization, market analysis, and customer insights offers significant opportunities for CMiC and its customers.
Jeff’s team has already begun leveraging AI tools like ChatGPT and Claude AI to streamline operations and improve efficiency. “Given the rapid pace of AI’s growth, I anticipate incorporating it even more extensively into our strategies moving forward,” he says. AI’s role in enhancing operational efficiency and providing deeper insights will undoubtedly play a pivotal role in CMiC’s future growth and innovation.
Fostering a Culture of Innovation
For Jeff, a key component of success lies in fostering a culture of continuous innovation. “I equip my teams with the necessary tools, encourage a culture of testing, and invest in training and development,” he shares. This culture of empowerment and learning ensures that CMiC remains flexible and open to new ideas, which is crucial in an industry as dynamic as construction software.
Additionally, he champions lifelong learning, both for himself and his team. “By fostering continuous dialogue, I learn from my teams, ensuring that we collectively drive progress and push the needle forward,” he says. This commitment to innovation and growth ensures that CMiC remains at the forefront of industry trends and continues to deliver exceptional value to its customers.
The Future of CROs
According to Jeff, future Chief Revenue Officers will need to develop multiple advanced competencies in order to excel. “CROs should have a strong understanding of data analytics and emerging technologies like AI and machine learning,” Jeff emphasizes. These tools will become essential for CROs enabling them to detect new market trends and business prospects.
Jeff also believes that the future of the CRO role will require an agile, forward-thinking mindset. “The ability to understand individuals—and how they think, plan, and make decisions—is essential for successfully closing deals,” he adds. Going forward, Jeff envisions CROs should demonstrate flexible adaptability while focusing on business growth to manage changing market conditions successfully.
In many ways, Jeff’s leadership at CMiC exemplifies the modern CRO, where strategic vision meets customer focus with a dedication to innovation. CMiC achieved remarkable success through the execution of extended-term goals that harmonized with the company’s customer-centric approach. Jeff’s leadership plays a critical role in CMiC’s planned market expansion efforts and continued market leadership development.
