Carles Reina
speaker
3,886 appearances
4 recordings
2 series
first heard Feb 2026
last heard 11 Apr
Carles Reina’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 4 in all, peaking in Apr 2026 with 2.
Appearances
In the world where Snowflake grew up, that made sense.
In the world we are in today with AI, that doesn't make any sense.
Because fundamentally, anyone can spin up a competitor of your product in the next two days.
So fundamentally, your customer success, you need to actually go as deep as you can as early as possible and try to close it as soon as possible, a single contract.
And then your customer success is the one that actually will help you expand it quickly and retain the customer.
So if it becomes a services business only, where you're charging for every single penny, then you become a transaction.
You're not building a community.
You're not retaining of the long term.
You should be incentivizing them to actually do both things.
Community, trust, and also incentivize the long term.
So that's why I am in favor of charging for services, but in not all the cases it makes sense.
The game has changed.
Where else are old school CROs out of date?
In general, like one single market going one market at a time, it doesn't work.
Traditional BCs, like the traditional method has been like, oh, you open one market, you go deep, you win the account, you show like the value, then you go to the next one and then you go to the next one and so on.
And there's like the bullshit advice that like BCs have been giving like for many years.
And I know like now it's changing fundamentally because like, hey, like the reality is like if you're going to have 100 competitors,
in the next like month because you're starting to get some traction or because of whatever reason, or everyone is thinking about the same problem and then going deep, then go opening one market after the other one, after the other one, instead of actually parallelizing and trying to do multiple bets at the same time, then it's just counterintuitive.
Not really.
And I know this is going to be controversial, but I think all of the tech startups are afraid to actually hire someone that has had 20 years experience, 25 years experience.
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