Snowflake

Mark Wendling, Global VP of Data Cloud Sales and Alliances at Snowflake, discusses Snowflake's sales team structure and key skills for young sellers. Topics include customer pain points, memory in sales, negotiation, creating a vision for customers, tracking meaningful metrics, and scaling sales teams.

Discussion on the effects of cloud optimization on cloud companies, Snowflake's renewal with Microsoft, Google's focus on building its own data cloud stack, and a deceleration in spend momentum for Snowflake. The chapter also explores Snowflake's spending momentum and data consolidation challenges, the evolution of cloud apps and the data stack, Snowflake's opportunity on Google Cloud and the role of DevOps, Google's efforts to extend application services and control plane beyond Google Cloud, and differentiating Google Cloud by emphasizing solutions.