{"product_id":"make-it-snow-from-zero-to-billions-how-snowflake-scaled-its-go-to-market-organization-hardback-9781394254200","title":"Make It Snow: From Zero to Billions; How Snowflake Scaled its Go-to-Market Organization (Hardback) 9781394254200","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eMake It Snow: From Zero to Billions\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eHow Snowflake Scaled its Go-to-Market Organization\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cem\u003e\u003cp\u003e“Alignment between Sales and Marketing in most B2B software companies is a delusion. A fallacy. Chris and Denise represented the epitome of Sales and Marketing alignment. Flawless coordination. Military precision. Denise was the air force, creating customer awareness and demand before Chris’s army arrived to discuss customer needs and closed deals.”\u003cbr\u003e—\u003cb\u003eJohn McMahon\u003c\/b\u003e, 5-time CRO; Founding Snowflake Board Member\u003c\/p\u003e \u003cp\u003e“Absolute alignment between sales and marketing is rare. Yet, everyone and everything suffers without it. Chris and Denise built a constantly evolving go-to-market machine that generates enormous mindshare and helps customers surpass even their own aspirations.”\u003cbr\u003e—\u003cb\u003eFrank Slootman\u003c\/b\u003e, Former CEO of Snowflake, ServiceNow and DataDomain; National Bestselling Author of \u003ci\u003eAmp It Up\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e“Snowflake would not be Snowflake without Denise and Chris. Theirs is the longest working relationship between a company’s chief revenue officer and its chief marketing officer. It’s like one brain in two bodies. Make It Snow is a raw and real perspective on how GTM can be in perfect alignment, how to create and deliver on such a relationship, and what could happen to your company once you accomplish this.”\u003cbr\u003e—\u003cb\u003eMike Speiser\u003c\/b\u003e, Managing Director at Sutter Hill Ventures; Founding Investor and Board Member of Snowflake\u003c\/p\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eDenise Persson (Author), Chris Degnan (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781394254200, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 29 September 2025\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e240 pages\u003cbr\u003e23.1 x 15.8 x 2.5 cm, 0.431 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eFollow along on the journey of the founding, development, and breakaway success of a multi-billion-dollar tech company\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFounding Snowflake CRO, Chris Degnan, and CMO, Denise Persson, have one of the longest executive sales and marketing relationships in history. They each built their teams from the ground up to help catapult Snowflake from a startup to one of the fastest-growing technology companies. Along the way, they evolved, innovated and executed as a single entity to deliver impact, while aligning with Snowflake's number one company value: put customers first. Learn how Chris and Denise united two historically divided teams in Corporate America to achieve long-lasting customer relationships and enduring company success.\u003c\/p\u003e \u003cp\u003eThis book covers Snowflake' sales and marketing evolution through three phases of the company: Startup, Build and Scale. Readers will learn:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow and when to jumpstart your sales and marketing teams.\u003c\/li\u003e \u003cli\u003eHow to develop product market fit and your competitive strategy.\u003c\/li\u003e \u003cli\u003eWhy business partners are critical to sales success.\u003c\/li\u003e \u003cli\u003eThe importance of establishing a culture early, and how.\u003c\/li\u003e \u003cli\u003eWhy demand gen should be marketing's northern star.\u003c\/li\u003e \u003cli\u003eWhat success looks like when hiring, retaining and saying goodbye.\u003c\/li\u003e \u003cli\u003eBuilding for a billion: restructuring sales, scaling a data-driven marketing team.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cbr\u003eThis book targets startup founders and executives, venture capital partners and the boards of directors of early- and mid-stage technology startups. Sales and marketing are often neglected in these companies, with focus squarely placed on engineering and product teams that determine sales and marketing functions. There is a better way. Armed with the strategies and tactics contained in this book, senior stakeholders of startup companies can jump-start and align their sales and marketing go-to-market strategy sooner and with more impact.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword by Mike Speiser vii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePhase I Stealth 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Embed Sales and Culture Early into Your Startup 3\u003c\/p\u003e \u003cp\u003eChapter 2 Develop Your Sales Strategy 15\u003c\/p\u003e \u003cp\u003eChapter 3 Hiring and Deploying Your First Sales Reps 27\u003c\/p\u003e \u003cp\u003eChapter 4 Target One Competitor, for Now 41\u003c\/p\u003e \u003cp\u003eChapter 5 Scaling with Partners 53\u003c\/p\u003e \u003cp\u003eChapter 6 Scale Your Culture 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePhase II Build 71\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 Enter Marketing 73\u003c\/p\u003e \u003cp\u003eChapter 8 The Five Pillars of Marketing 91\u003c\/p\u003e \u003cp\u003eChapter 9 Advance Your Sales Team 107\u003c\/p\u003e \u003cp\u003eChapter 10 Absolute Alignment Between Marketing and Sales 119\u003c\/p\u003e \u003cp\u003eChapter 11 From Product to Platform 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePhase III Scale 137\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 12 Hiring, Retention, and Parting Ways 139\u003c\/p\u003e \u003cp\u003eChapter 13 Build for a Billion 149\u003c\/p\u003e \u003cp\u003eChapter 14 Bottom-Up Sales 163\u003c\/p\u003e \u003cp\u003eChapter 15 Scaling a Data-Driven Marketing Organization 173\u003c\/p\u003e \u003cp\u003eChapter 16 Going Global 191\u003c\/p\u003e \u003cp\u003eChapter 17 Alignment for the Ages 207\u003cbr\u003e\u003cbr\u003e Acknowledgments 215\u003cbr\u003e\u003cbr\u003e Index 219\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453577523480,"sku":"9781394254200","price":16.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781394254200.jpg?v=1785286986","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/make-it-snow-from-zero-to-billions-how-snowflake-scaled-its-go-to-market-organization-hardback-9781394254200","provider":"Freshly Printed Books","version":"1.0","type":"link"}