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
Salesforce Research
Snowflake 2023 Investor Day Presentation
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