The Ledger, every show

“I think Anthropik's a four or five trillion dollar company.”

“I know CRO's getting a hundred million dollar packages.”

“Like if Anthropic, for example, when they were at their three 80 valuation, they were offering reps, call it a 1,000,002.”

“Go to Germany and France, I can't fire people. Like, dude, they're on, I, they'll be on the books for a year after you want to get rid of them.”

“Ultimately, this is going to come down to compute, and there's nobody going to compete with us in compute.”

“If a sales inside salesperson is not willing to make the sacrifice of a 30 minute commute every day to further his own career, I don't want that person.”

“If a sales inside salesperson is not willing to make the sacrifice of a 30 minute commute every day to further his own career, I don't want that person.”

“That's not me. And it will never be me. And I will not hire people like that.”

“They have a group quota.”

“And then I'll go through their sales organization and say, look, I've gone through the sales organization, particularly your chief revenue officer. I can't work with him or her. So in order for me to come in, you have to commit now that we're going to replace …”

“AI for customer service. Best use case I've seen for AI right now. I mean, the ROI is real there, right? You can go into companies that are spending a billion dollars a year on customer support, customer service, and literally we can take out half of that cost…”

“If you're the individual that's been in a big company, and you're super pumped, I'm working an eight hour day, and you like to hide, and this, that, and the other, this ain't the place. And I promise you, either I'm gonna find you, or somebody else is gonna fi…”

“A hundred percent. I think SDRs and BDRs are five years gone because I think AI replaces them. I think that's the one function that to me is most obvious. I don't think we're there yet, but yes, I think it, does it completely go away? I don't know, but it gets…”

“I think you'll be floored when you see the numbers that come out of our business on the enterprise side in 2026. I think people will be shocked.”

“Chris and I took a sales organization and grew it faster than any sales organization has ever grown in history. It's snowflake. There might have been others since that have grown faster, but at the time, nobody's done that, right?”

“Chris is the only guy that's ever gone from zero to three billion.”

“Wiz is the only one I've seen do it successfully, where they started in the enterprise.”

“Now, our companies are different. This cannot happen in our companies. We will not allow for this, right? So, Sutter Hill Company, CEO says, here's a forecast for next year. We say, great. Chad Peets, John McMahon, your CRO are in agreement with this, right? B…”

“Chris and I took a sales organization and grew it faster than any sales organization has ever grown in history. It's snowflake. There might've been others since it have grown faster, but at the time, nobody's done that.”

“Chris is the only guy that's ever gone from zero to three billion.”

“Wiz is the only one I've seen do it successfully where they started in the enterprise, right?”

“Like our sales guys at XAI actually do all of their own demos, which as you can attribute a test to that's not the norm.”

“Snowflake was the first thing, first company we had ever seen where we couldn't hire fast enough to bring the productivity number down. No matter how fast we hired, it kept going up”

“What we are seeing with AI companies, back to your earlier point, some of them, XAI being one, are closing very large transactions very early. We've never seen this before, like that company I mentioned, Parloa. Parloa is closing really, really big deals at a …”

“80% of it is the exact same. Hard work. Pipeline generation. All of that stuff is applicable in Europe, just like it is in the US.”

“Every CRO at every Sutter Hill company, right, and I've placed them all, has been somebody that I know, that comes from my ecosystem.”

“They don't have a customer success organization at Snowflake, or at least they didn't. Maybe they've created one now, but they didn't. The feeling was everybody's in customer success.”

“Yeah, usually you're going to need more than a couple million bucks to do this. You don't need 20, but you probably need 10.”

“Like what I'm being told, and again, I don't do it, but the feedback I get is emails, LinkedIn simply doesn't work. It just, it, there's too much of it.”

“I think one year we went from 100 to 300.”

“And so every scaling company that I've ever been a part of, we will model 25% attrition, and we're typically right there.”

“As you scale, you would expect productivity to come down. The only place I did not see that was Snowflake. We could not hire fast enough to bring the productivity down.”

“In the early days, it was crazy. Like people would buy A 15 K land deal, and they'd expand to 150 in six months, right? So when you have product like that, that just expands on its own, you can get away with less customer success. I've not seen that since Snow…”

“They don't have a customer success organization at Snowflake, or at least they didn't. Maybe they've created one out, but they didn't. The feeling was everybody's in customer success.”

“Like, people would buy A 15 K land deal, and they'd expand to 150 in six months, right? So when you have product like that, that just expands on its own, you can get away with less customer success. I've not seen that since Snowflake.”

“This cannot happen in our companies. We will not allow for this, right? So Sutter Hill Company, CEO says, here's a forecast for next year. We say, great. Chad Peets, John McMahon, your CRO are in agreement with this, right? Because if they're not, that's not t…”

“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.”

“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.”