Key Points in Snowflake's Growth with CRO Chris Degnan

In this episode of The Revenue Builders Podcast hosted by John
McMahon and John Kaplan, Snowflake's CRO Chris Degnan delves into
the pivotal decisions and strategies that led Snowflake to its
incredible growth. Chris shares insights into recognizing key
moments and adapting to changing market dynamics. From selling to
large enterprises to navigating the shift to the cloud, Chris
provides valuable lessons on scaling a successful business.


KEY TAKEAWAYS


[00:00:53] The pivotal moment when Capital One became a
game-changer for Snowflake's growth.
[00:02:21] Identifying an ideal customer profile and how it
reshaped Snowflake's strategy.
[00:03:06] Mechanically expanding the addressable market and
pursuing a larger customer base.
[00:06:40] Balancing the rapid expansion of the addressable
market while maintaining focus and not overextending.
[00:08:40] Adapting to changes and reorganizing the sales team to
effectively target large enterprises.
[00:10:32] The importance of adaptability, coachability, and a
willingness to try new strategies.
[00:12:40] The significance of understanding your company's
culture and capabilities before making major changes.


HIGHLIGHT QUOTES


[00:01:19] "We got something, and it was a lot of work because
they wanted us to do more engineering work than we originally
planned."
[00:04:43] "You can't build a business on just the large
enterprise. Getting new logos matters."
[00:05:53] "The competition can't help them vacate the data
center; Snowflake can."
[00:07:28] "You can't sell to the large enterprise the same way
you're selling to small and medium businesses."
[00:09:24] "What worked before doesn't mean it's going to work
forever."
[00:10:50] "You gotta figure out, is this game-changing? How do
you balance it and understand what you have in the kitchen before
bringing something new?"
[00:12:40] "Before you decide to remodel, figure out what's in
the kitchen first."


Listen to the full episode with Chris Degnan in
this link:
https://revenue-builders.simplecast.com/episodes/scaling-and-growth-with-chris-degnan


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/