Watch our exclusive interview with Chris Degnan, Founding CRO, and Denise Persson CMO of Snowflake (NYSE: SNOW).

Everybody knows Snowflake❄️ - a #Cloud and AI powerhouse generating over $3B in revenue. But what actually drives this #GTM machine?

We started by discussing who #leads the way - the revenue team or the marketing team?

It turns out, it’s all about #collaboration. From the early days of sending 5,000 #ColdEmails a week, to evolving into account-based #marketing with highly customized messaging for each customer, to building a strong reference system.

We then explored whether #grit still #matters in a world where AI automates everything. Ironically, when every #AI-generated message sound the same, grit becomes a true differentiator. Sometimes, it’s as simple as picking up the phone and calling customers.

🤖 New Phase: ✨

As Snowflake is known as a leading cloud company - so how did it successfully position itself as an #AI player? And more importantly, how does it #StandOut when every company claims to be “AI-first”?

It's all about working closely with #customers. It seems to work out, with major #partnerships - including a recent $400M collaboration with OpenAI and Anthropic - and the launch of cutting-edge initiatives like #ProjectSnowWork.

Lastly, We also discussed how their #ICP is evolving. In this new era, #BusinessUsers and end users are increasingly becoming new key decision-makers.

And guess what Chris and Denise’s favorite #book is? ❄️📚☃️

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Interviewers: Yossi Garmazi & Álvaro Jiménez Cabello de los Cobos.

#AI #Cloud #GTM #marketing #product

Chapters:

00:00 Intro

01:00 Joining Snowflake

03:53 Aligning Sales & Marketing

05:51 Early days in sales

08:27 Approach to Marketing

12:47 Marketing as part of a sales engine

16:39 Grit in the automation era

19:21 Branding Snowflake

24:50 Selling AI products

28:06 Snowflakes SAAS model

29:46 Rewriting ICP in the AI era

34:06 re-Building on the Snowflake platform

38:35 Lessons from and updates to "Make it Snow"

40:24 Advice for entrepreneurs

44:15 Favorite Book

46:10 Alternative Career

Snowflake CRO + CMO: The $3B GTM Machine | Builders Series

Boardroom Club

Snowflake CRO + CMO: The $3B GTM Machine | Builders Series