20Sales: $0-$4BN: The Databricks CRO’s Playbook to Build the Fastest GTM Engine in SaaS History | How Databricks Beat Snowflake | How To Build a Sales Org of 5,000 and Close $190M Deals with Ron Gabrisko | The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

In this episode of 20 Sales, Harry Stebbings interviews Ron Gabrisko, CRO of Databricks, about his experiences scaling the sales team and revenue from zero to billions. Ron shares insights on building the initial sales playbook, the importance of founder-led sales, and the transition from SMB to enterprise clients. He discusses hiring strategies, the significance of a consumption-based pricing model, and the value of investing in customer success. Ron also touches on international expansion, the role of AI in sales, and the cultural aspects of building a high-performing sales team, emphasizing grit, hard work, and continuous learning. He highlights the importance of partner channels and brand building, and reflects on the journey of Databricks towards becoming a trillion-dollar company.

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20Sales: $0-$4BN: The Databricks CRO’s Playbook to Build the Fastest GTM Engine in SaaS History | How Databricks Beat Snowflake | How To Build a Sales Org of 5,000 and Close $190M Deals with Ron Gabrisko

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Introduction to Ron Gabrisko and Databricks' Early Days

Building the First Playbook and Prospecting Strategies at Databricks

Pricing Strategies, Enterprise Focus, and Early Sales Team Hiring

Early Sales Success, Hiring Mistakes, and Founder Involvement

Scaling the Sales Team and the Importance of Mission-Driven Hustlers

Building a Destination Company and the Importance of Partner Channels

International Expansion, Measuring Rep Effectiveness, and Building Rapport

AI in Sales, Competitive Advantages, and Brand Building

Future Investments, President's Club, and Remote Sales Teams

Quick Fire Questions: Misconceptions, Advice, and Future Vision

20Sales: $0-$4BN: The Databricks CRO’s Playbook to Build the Fastest GTM Engine in SaaS History | How Databricks Beat Snowflake | How To Build a Sales Org of 5,000 and Close $190M Deals with Ron Gabrisko

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

00:00Introduction to Ron Gabrisko and Databricks' Early Days

Introduction to Ron Gabrisko and Databricks' Early Days

07:10Building the First Playbook and Prospecting Strategies at Databricks

Building the First Playbook and Prospecting Strategies at Databricks

14:46Pricing Strategies, Enterprise Focus, and Early Sales Team Hiring

Pricing Strategies, Enterprise Focus, and Early Sales Team Hiring

22:56Early Sales Success, Hiring Mistakes, and Founder Involvement

Early Sales Success, Hiring Mistakes, and Founder Involvement

30:24Scaling the Sales Team and the Importance of Mission-Driven Hustlers

Scaling the Sales Team and the Importance of Mission-Driven Hustlers

38:00Building a Destination Company and the Importance of Partner Channels

Building a Destination Company and the Importance of Partner Channels

45:04International Expansion, Measuring Rep Effectiveness, and Building Rapport

International Expansion, Measuring Rep Effectiveness, and Building Rapport

52:37AI in Sales, Competitive Advantages, and Brand Building

AI in Sales, Competitive Advantages, and Brand Building

1:00:04Future Investments, President's Club, and Remote Sales Teams

Future Investments, President's Club, and Remote Sales Teams

1:07:58Quick Fire Questions: Misconceptions, Advice, and Future Vision

Quick Fire Questions: Misconceptions, Advice, and Future Vision