Consistently booking meetings in named prospect accounts from past customers.
Snowflake Inc. is a cloud-based data cloud company in Bozeman, Montana. Its founders started from scratch and built a data platform that would harness the immense power of the cloud. They engineered Snowflake to power the Data Cloud, where thousands of organizations have seamless access to explore, share, and unlock the true value of their data.
The firm offers a cloud-based data storage and analytics service called “data-as-a-service.” It allows corporate users to store and analyze data using cloud-based hardware and software. The firm’s initial public offering raised $3.4 billion, making it one of the world’s largest software IPOs.
Smartflake focuses on Fortune 500 companies and professionals in industrial design, manufacturing, hardware platform, and supply chain solutions.
Data and Analytics
Why Focus On Relationship Signals?
To this day, Snowflake has one of the world’s highest net promoter scores and net retention revenue. What this means is that they have very loyal customers.
When somebody leaves employment as a snowflake customer, they have a 3-5 times greater opportunity to open a door following that person—with Pipeline Signals, tracking past Snowflake advocates is their primary focus.
Relationship signals are critical to them because anyone that’s used Snowflake wants to use them again. Snowflake splits all their Signals in half:
– Anyone leaving a customer who goes into a prospect goes to their BDRs – Anyone who changes jobs in any of the named accounts of their prospecting across the Americas goes to Marketing, which then starts campaigns to warm up those Signals
How Was Success Measured?
Snowflake is booking meetings every week of every month very consistently. It has now become part of their workflow live expanded (from just a few regions in the United States to the entire country).
What Change Management Occurred?
All their named accounts and prospects in the Americas are being monitored, tracking for people leaving their customers.
The next steps for Snowflake will include considering the following: