In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Snowflake’s Chief Revenue Officer, Chris Degnan. Chris talks about his experiences working in a raw startup environment, and why he chose to leave a relatively comfortable position to do so. Chris lives and breathes the art of the grind, and relishes the prospect of being challenged, showing his aptitude for adapting to different situations and coming up with creative solutions. Tune in to hear the story of how a startup like Snowflake stood up to the likes of Amazon and IBM in the cloud data warehouse, and how a smaller company can overturn the dominance of an established player.
Additional Resources:
HIGHLIGHTS
- Why Chris joined Snowflake in its raw startup phase
- Getting the first two contracts and building a 'real' product
- Standing up to giants in the cloud storage space
- Respect the competition, or get crushed
- Think of your job as a 90-day contract
- Don't put all of your eggs in the large enterprise baskets
- The benefits of the consumption model in SaaS
QUOTES
Chris on how they stood up to Amazon in the cloud data warehouse space: "I always say that I'm better lucky than good. There's a lot of luck that I kind of ran into in my career at Snowflake. The first set of things that were helpful was Amazon, while they were the first cloud data warehouse with Amazon Redshift, it was not a good product. We actually solved a lot of the problems. What I would do is I would actually build lists and focus on the people that were using Amazon."
Chris on why he continues to grind, everyday: "I'm always afraid that someone's going to take something from me, and I'm always going to do my best to grind and keep my job. And that's how I am as a human."
Chris on the benefits of the consumption model for the customer: "The benefit is in the customer, because the customer is saying that I have a business partner who actually is invested in making me successful, not just selling the idea and leaving."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
