Chad Peets

It's a lot of time and effort just to get the conversation set up. Your founder, it's a full-time job. In fact, it's a full-time job for probably a couple of people.

It's a lot of time and effort just to get the conversation set up. Your founder, it's a full-time job. In fact, it's a full-time job for probably a couple of people.

It's a lot of time and effort just to get the conversation set up. Your founder, it's a full-time job. In fact, it's a full-time job for probably a couple of people.

Yeah, usually you're going to need more than a couple million bucks to do this.

Yeah, usually you're going to need more than a couple million bucks to do this.

Yeah, usually you're going to need more than a couple million bucks to do this.

Sutter Hill, we're different. We incubate our own stuff. So everything we do, we incubate inside the four walls of Sutter Hill. So I can't talk to whether or not this is the right formula for others. This is the right formula for Sutter Hill. And by the way, it's one of the reasons I think we're the best in the world at building our own companies.

Sutter Hill, we're different. We incubate our own stuff. So everything we do, we incubate inside the four walls of Sutter Hill. So I can't talk to whether or not this is the right formula for others. This is the right formula for Sutter Hill. And by the way, it's one of the reasons I think we're the best in the world at building our own companies.

Sutter Hill, we're different. We incubate our own stuff. So everything we do, we incubate inside the four walls of Sutter Hill. So I can't talk to whether or not this is the right formula for others. This is the right formula for Sutter Hill. And by the way, it's one of the reasons I think we're the best in the world at building our own companies.

So let's think about the CRO that we're talking about. When you're talking to most CROs that they've done later stage deals, the first thing, one of the things you can ask them is, what's your relationship like with the product organization? Who has designed your product roadmap? Where does that come from?

So let's think about the CRO that we're talking about. When you're talking to most CROs that they've done later stage deals, the first thing, one of the things you can ask them is, what's your relationship like with the product organization? Who has designed your product roadmap? Where does that come from?

So let's think about the CRO that we're talking about. When you're talking to most CROs that they've done later stage deals, the first thing, one of the things you can ask them is, what's your relationship like with the product organization? Who has designed your product roadmap? Where does that come from?

More often than not, what you're going to hear is, oh, I talked to the product marketing people. Okay, well, who designs the product roadmap? Oh, the product organization does. You got problems, right? Because product organization is going to go build what they think the customer wants to buy. The person that knows what the customer wants to buy is the person that's talking to the customer.

More often than not, what you're going to hear is, oh, I talked to the product marketing people. Okay, well, who designs the product roadmap? Oh, the product organization does. You got problems, right? Because product organization is going to go build what they think the customer wants to buy. The person that knows what the customer wants to buy is the person that's talking to the customer.

More often than not, what you're going to hear is, oh, I talked to the product marketing people. Okay, well, who designs the product roadmap? Oh, the product organization does. You got problems, right? Because product organization is going to go build what they think the customer wants to buy. The person that knows what the customer wants to buy is the person that's talking to the customer.

It's the CRO. So you need a CRO that has experience and is sophisticated enough to go work collaboratively with the product organization to design the product roadmap and say, look, right now, I'm just making this up. We have 50 ICP accounts. I can only sell into 50 accounts. When you talk to Degnan, in the very early days of Snowflake, we could only sell into ad tech accounts. That's it.

It's the CRO. So you need a CRO that has experience and is sophisticated enough to go work collaboratively with the product organization to design the product roadmap and say, look, right now, I'm just making this up. We have 50 ICP accounts. I can only sell into 50 accounts. When you talk to Degnan, in the very early days of Snowflake, we could only sell into ad tech accounts. That's it.

It's the CRO. So you need a CRO that has experience and is sophisticated enough to go work collaboratively with the product organization to design the product roadmap and say, look, right now, I'm just making this up. We have 50 ICP accounts. I can only sell into 50 accounts. When you talk to Degnan, in the very early days of Snowflake, we could only sell into ad tech accounts. That's it.

They were just selling to ad tech. So as you want to expand that ICP, in Snowflake's case, beyond ad tech, you have to know, what do I need to expand that ICP? What features? What security things? What does the product need so I can go from 50 ICP accounts to 500 ICP accounts? And so you have to figure out what those features are.

They were just selling to ad tech. So as you want to expand that ICP, in Snowflake's case, beyond ad tech, you have to know, what do I need to expand that ICP? What features? What security things? What does the product need so I can go from 50 ICP accounts to 500 ICP accounts? And so you have to figure out what those features are.