Busting Silos: How Snowflake Unites Sales and Marketing to Win Its Best Customers

By Travis Henry and Hillary Carpio

Book Overview

Unify your teams and go to market like the best in the business

Hillary Carpio and Travis Henry of Snowflake helped scale the go to market program behind one of the fastest growing software companies in history. Not satisfied with the traditional model of separate sales and marketing functions, they married both into integrated, account-based, cross-functional teams that targeted and closed business at historic rates--what they call "one-team GTM."

In Busting Silos: How Snowflake Unites Sales and Marketing to Win its Best Customers, Carpio and Henry map out how you can do the same at scale. Learn to:

Turn your funnel upside down and stop wasting resources Design a one-team ABM program, align people with strategy, and win buy-in Deliver the right message at the right time to the right account Scale your pilot to sell (and upsell) to enterprise heights
Whether you are building a new ABM function or scaling an existing one, your ABM and sales development reps are likely siloed. To go to market at size, speed, and scale like Snowflake, that needs to change. Busting Silos is your roadmap to making it happen.

• Format: Hardcover
• Language: English
• ISBN: 151077789X
• ISBN13: 9781510777897
• Release Date: July 2023
• Publisher: Peakpoint Press
• Length: 288 Pages
• Weight: 1.01 lbs.
• Dimensions: 1.1" x 6.1" x 9.1"