The Science of Scaling Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)
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Mar 26, 2025 In this insightful conversation, Ron Gabrisko, the CRO of Databricks who played a pivotal role in scaling the company from under a million to over $2.5 billion in revenue, shares his secrets to success. He emphasizes building a predictable revenue model and dispels common misconceptions about sales playbooks. Gabrisko discusses strategic sales enablement, the importance of feedback loops, and effective customer engagement tactics. He also highlights the need for structured sales approaches and rigorous hiring to foster high-performing teams.
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Predictable, Scalable, Revenue
- Start your investor pitch deck's GTM section with "Predictable, Scalable, Revenue."
- A predictable sales playbook is key for achieving this.
Value of First Sales Hire
- The biggest value of a first sales hire isn't just revenue, it's increased customer insights.
- They gather crucial information that helps refine product-market fit and go-to-market strategy.
Ali Ghodsi Learns to Sell
- Databricks' CEO, Ali Ghodsi, initially focused on having the best product at the lowest price.
- Ron Gabrisko taught him the importance of sales in teaching customers how to use and get value from a technical product.