Legacy Oracle reps do not do real new-logo pipeline generation
Chad Peets · Chad Peets: Why Most Sales Reps Underperform & Remote Reps Ignore Development | E1193 · 20VC with Harry Stebbings · Aug 23, 2024 · at 36:30
Chad Peets, former Sutter Hill Ventures MD and early sales recruiter for Snowflake, discusses why enterprise sales reps from legacy incumbents like Oracle fail when transitioning to early-stage startups.
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“A reps at Oracle right now. He's selling software, right? He's selling software. That's what he's going to say, and I'm going to say, okay, are you doing pipeline generation? Yeah. I'm selling our new X product into all these Oracle accounts that have never brought X product. I'm hunting for new logos. No, you're not. You're going into install based accounts, selling a product into them, probably just convincing them to do a wrap and roll saying, hey, if you buy this product, I'll discount the shit out of your existing license to buy this product from me. Now take that versus you're going to go work for Snowflake, a ten million, that's a ten million dollar ACV company. Nobody gives a shit about a cloud data warehouse. Nobody's ever heard of Snowflake. And I'm going to take that rep and give him 25 accounts and say, go convince those accounts to move all of their data from on-prem to a company called Snowflake they've never heard of. Those are two very different jobs.”
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