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Snowflake Sales

To enable every organization to mobilize their data with the Data Cloud platform, creating a network effect that drives unprecedented value for customers

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To enable every organization to mobilize their data with the Data Cloud platform, creating a network effect that drives unprecedented value for customers

Strengths

  • PLATFORM: Industry-leading cloud data platform with 80%+ YoY growth
  • ARCHITECTURE: Unique separation of storage and compute architecture
  • ECOSYSTEM: Vibrant Data Cloud marketplace with 1,500+ partners
  • CUSTOMERS: Strong enterprise penetration with 590+ $1M+ customers
  • EXPANSION: Proven net revenue retention >170% for key accounts

Weaknesses

  • PROFITABILITY: Still operating at loss with -8% operating margin
  • COMPETITION: Growing threats from hyperscalers' data offerings
  • ADOPTION: Complex implementation slows time-to-value journey
  • VERTICALS: Uneven penetration across industry verticals
  • INTERNATIONAL: Weaker presence outside North America (<30% revenue)

Opportunities

  • AI: Massive opportunity in AI/ML data preparation and operations
  • VERTICALS: Targeted industry solutions for healthcare and finance
  • GOVERNANCE: Growing data regulations requiring unified platforms
  • PARTNERSHIPS: Deeper integrations with cloud and analytics leaders
  • APPLICATIONS: Expanding data applications ecosystem for customers

Threats

  • HYPERSCALERS: Azure, AWS, GCP expanding competitive data offerings
  • BUDGET: IT spending constraints amid economic uncertainty
  • LEGACY: On-premise competitors with entrenched customer bases
  • ALTERNATIVES: Open-source data technologies gaining enterprise use
  • COMPLEXITY: Customers struggling with growing data management costs

Key Priorities

  • AI INTEGRATION: Accelerate AI-driven features and partner ecosystem
  • VERTICALIZATION: Develop industry-specific solutions and expertise
  • ADOPTION: Simplify implementation and time-to-value journey
  • EXPANSION: Deepen international presence in key growth markets
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To enable every organization to mobilize their data with the Data Cloud platform, creating a network effect that drives unprecedented value for customers

POWER AI INNOVATION

Transform how customers leverage AI with our data platform

  • CORTEX: Drive Snowflake Cortex adoption to 35% of enterprise customers with 3+ use cases deployed
  • MARKETPLACE: Increase AI solution partners on Data Marketplace by 50% to 300+ with 25% having $1M+ consumption
  • ENABLEMENT: Train 5,000+ customers on AI/ML implementation best practices with 90% satisfaction score
  • WORKLOADS: Grow AI/ML workload consumption by 80% YoY across our top 250 customers
INDUSTRY DOMINANCE

Deliver unmatched value with vertical-specific solutions

  • HEALTHCARE: Launch 3 new healthcare accelerators with 40+ logos and $25M in new healthcare pipeline
  • FINANCIAL: Implement Financial Services Data Cloud at 50 new banks with 90% reference ability
  • RETAIL: Develop Retail Data Cloud with 5 key modules and 25 early adopters generating $15M pipeline
  • EXPERTISE: Hire and onboard 35 industry solution specialists and achieve 95% retention
FRICTIONLESS ADOPTION

Create effortless implementation and usage experiences

  • ONBOARDING: Reduce time-to-first-value from 45 to 15 days for new enterprise customers
  • AUTOMATION: Deploy self-service data ingestion tools with 50% reduction in engineering time
  • EDUCATION: Certify 10,000 new Snowflake practitioners with 40% YoY growth in credentialed users
  • CONSUMPTION: Launch optimization service reducing customer spend by 20% while increasing workloads
WORLDWIDE EXPANSION

Accelerate international growth across key regions

  • EMEA: Increase EMEA revenue by 45% YoY with 75+ new enterprise logos and 6 reference customers per market
  • APAC: Grow APAC customer base by 60% with localized solutions for Japan, Australia, and Singapore
  • PARTNERS: Establish 25 new international service partners with $50M+ influenced pipeline
  • COMPLIANCE: Achieve regional compliance certifications in 8 key markets with 100% regulatory coverage
METRICS
  • Net Revenue Retention: 145%+
  • Remaining Performance Obligation Growth: 40%+
  • Customer Count with >$1M Consumption: 650+
VALUES
  • Put Customers First
  • Integrity Always
  • Think Big
  • Drive Execution
  • Embrace Each Other's Differences
Snowflake logo
Align the learnings

Snowflake Sales Retrospective

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To enable every organization to mobilize their data with the Data Cloud platform, creating a network effect that drives unprecedented value for customers

What Went Well

  • GROWTH: Product revenue increased 32% year-over-year to $777 million
  • CUSTOMERS: Added 26 new Global 2000 customers in the quarter
  • EXPANSION: Achieved 142% net revenue retention rate
  • VERTICALS: Strong performance in financial services and healthcare
  • PLATFORM: Successful launch of Snowflake Cortex AI capabilities

Not So Well

  • GUIDANCE: Forward-looking revenue guidance below analyst expectations
  • COMPETITION: Mentioned increasing competitive pressure in mid-market
  • SPEND: Operating expenses grew faster than revenue at 35% YoY
  • INTERNATIONAL: EMEA and APAC growth lagged behind North America
  • EFFICIENCY: Consumption optimization impacting some revenue metrics

Learnings

  • ADOPTION: Time-to-value remains critical factor in customer success
  • VERTICALIZATION: Industry-specific solutions driving higher growth
  • AI: AI/ML workloads becoming significant consumption driver
  • EDUCATION: Customer enablement directly correlates with expansion
  • PARTNERSHIPS: Co-selling with hyperscalers accelerates deal velocity

Action Items

  • ACCELERATION: Implement rapid onboarding program for faster time-to-value
  • SOLUTIONS: Launch 5 new industry-specific solution accelerators
  • ENABLEMENT: Enhance customer training on consumption optimization
  • INTERNATIONAL: Increase sales capacity in EMEA and APAC by 40%
  • ECOSYSTEM: Expand marketplace ISV partners by 25% in next quarter
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To enable every organization to mobilize their data with the Data Cloud platform, creating a network effect that drives unprecedented value for customers

Strengths

  • DATA: Massive datasets ideal for AI model training and deployment
  • INFRASTRUCTURE: Elastic compute resources optimized for AI workloads
  • MARKETPLACE: Growing AI application partners (200+ and counting)
  • GOVERNANCE: Robust security and compliance controls for AI data
  • TALENT: Strong data science and AI engineering talent acquisition

Weaknesses

  • EXPERTISE: Limited AI domain expertise compared to specialists
  • TOOLING: Nascent native AI development and deployment tools
  • INTEGRATION: Inconsistent integration with popular AI frameworks
  • EDUCATION: Customer knowledge gaps in implementing AI solutions
  • MESSAGING: Unclear AI value proposition versus competitors

Opportunities

  • GENAI: Generative AI applications requiring massive data processing
  • MLOPS: End-to-end machine learning operations platform potential
  • INSIGHTS: Automated data insights powered by AI capabilities
  • ACCESSIBILITY: AI-powered interfaces making data more accessible
  • SOLUTIONS: Industry-specific AI solutions solving real problems

Threats

  • SPECIALISTS: Purpose-built AI platforms gaining enterprise adoption
  • HYPERSCALERS: Major cloud providers bundling AI with data services
  • COMPLEXITY: Growing technical complexity of AI implementation
  • EXPECTATIONS: Unrealistic customer AI expectations and hype
  • ETHICS: Increasing regulatory scrutiny around AI data usage

Key Priorities

  • COPILOT: Develop AI assistants for data engineering and analytics
  • ACCELERATION: Create pre-built AI solution accelerators by industry
  • MARKETPLACE: Expand AI application partner ecosystem and promotion
  • EDUCATION: Launch comprehensive AI enablement program for customers