Modern Revenue at 2025 Value Creation Summit

Snowflake: Exhibit A of what effective GTM-Finance alignment looks like

● CFO proactively supports GTM's evolving needs ● CRO has clear expectations on driving efficient growth ● End-to-end integrated data drive joint trade-off decisions ● Confidence to disclose ARR guidance five years out ● CRO job tenure of 10+ years

● Cross-functional GTM-Finance teams analyze productivity, plan capacity, allocate quotas, and structure compensation ● RevOps is accountable to both the CRO and the CFO ● FP&A data science capabilities dynamically forecast ARR ● Sales productivity dictates new sales investment

Record CRO job tenure

Sales productivity dictates new sales investment Sales productivity = ( Net new ACV in $mm / AE headcount at fiscal year-end)

10+ years

1.0x threshold for new sales investment

1.1x

0.9x

0.9x

2 years

<

Industry average

Snowflake

FY21

FY22

FY23

LinkedIn

Salesforce Research

Snowflake 2023 Investor Day Presentation

8

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