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Fireside Chat with Marc Wendling:
Making $75 billion history
Fireside Chat with Marc Wendling: Making $75 billion history
Snowflake is a cloud-based data warehouse that made history when it became the largest U.S. software company to IPO back in 2020. Reaching a market cap close to $75 billion.
Marc Wendling, who has been Snowflake’s Global VP of SMB Sales for over 6 years, experienced the various stages of growth that the company went through.
Even before Snowflake, Marc was no stranger to nurturing growth. Holding multiple VP and Director of Sales titles throughout his career, he became an expert in growing revenue.
In just 2 years, Marc grew ClearSlide’s revenue from $3M to $25M. At Sumo Logic, he was in charge of Sales, and Sales Management for both SMB and Mid-Market. Expanding the team from 4 to 25 reps.
Discussion topics
How Marc handled the transition from various tech companies in different verticals
The growth stages Snowflake went through before IPOing
Key tactics that were implemented leading to the largest U.S. software based IPO in history
Biggest change after the IPO
What keeps Marc motivated after reaching such an achievement
Key Takeaways
Being in the office is very important for a young group of budding sales reps. By being able to listen to each others calls it helps them learn - lots of contextual feedback is provided.
In order to convince prospects to become early adopters using customers stories from organizations that are basically identical to theirs is essential. On top of that, keeping tabs on early adopters who leave the org and making sure to keep in contact with them so that you have an in wherever they land. It’s easier to sell to someone you already sold to.
When managing a rep, pay more attention to the conversion rate between steps versus tracking an activity amount such as email amount. Activity is good and can show hustle, but it doesn’t show the quality of the hustle.