New Baidam CRO says the opportunity in the market is “significant”

Anita Sheridan-Roddick says her role is more than just about hitting targets.

Baidam’s new chief revenue officer Anita Sheridan-Roddick sees a “significant” opportunity in the managed services space.

Speaking to CRN Australia she said the First Nations IT provider is seeing “a clear shift” from advisory and project based work toward managed services and outcome based models.

“Clients are looking for partners who can deliver end to end solutions,” she said.

“There’s also strong demand for simplifying and integrating fragmented security environments with customers wanting to see ROI and effectiveness of current solutions.”

For Sheridan-Roddick, she noted that continuing to deliver on excellence in customer experience, together with their technical capability allows them to position as a long-term partner, “focused helping customers operate securely and resiliently at scale”.

One of the challenges, Sheridan-Roddick has noticed is as the cyber market is growing, it is bringing complexity with it.

“One of the ongoing challenges is the shortage of technical talent,” she noted.

“At the same time, the attack surface is expanding with cloud, AI, and distributed environments. At the same time businesses are under pressure to reduce spending and current world events are obviously having an effect.”

New Baidam CRO

Baidam created the new CRO role, choosing Sheridan-Roddick, who was previously the national sales director.

In this role, Sheridan-Roddick's priority is to continue to build a revenue engine that is both predictable and scalable, making sure their teams are all driving toward the same outcome, based on data-driven decisions.

“I’m also focused on strengthening the entire customer lifecycle,” she said.

“Client acquisition cannot be the only strategy for growth, it must also come from retention, expansion and delivering real value.

“A key goal of mine is to ensure we are as focused on our existing customers as acquisition. Success in this role would see achievement in both ambitious growth targets, and repeatable, sustainable business.”

Sheridan-Roddick told CRN that she is “excited” about the opportunity to engage a more holistic view of Baidam’s growth.

“Moving from singular focus on sales performance to now having the ability to bring together sales, marketing and customer success in an aligned revenue strategy,” she explained.

“This opportunity provides more than just hitting targets in isolation, rather creating a consistent quality customer experience that drives sustainable growth.”

Sheridan-Roddick is focusing firmly on Baidam’s customers.

“Understanding individual client needs, challenges, and how we can deliver meaningful outcomes over the long term,” she said.

“Baidam has grown at speed, this next phase of growth will see Baidam deliver more technical services than previously, with a more connected team delivering a experience across every interaction you have with us.”

She explained that she sees Baidam’s role as a partner in their customer's success.

“That means listening closely, adapting quickly, and ensuring that everything we do is aligned to helping our customers achieve their goals,” she said.

“The why we are in business isn’t changing. But the collective opportunity for all of us (customers and industry) that comes with this projected growth, is to continue to drive social impacts and help shift the opportunity potential for current and future First Nations People.”

Baidam recently appointed Beau Hodge as its new CEO.