What is Value-Based Selling? | BUILD with Blake Bartlett | Venture Capital Podcast

Chris Degnan (CRO ‪@SnowflakeInc‬) on how they practiced value selling against RedShift in the early days.
The goal was NOT an immediate rip & replace. The goal was to start small and show real value on a specific pain point that mattered to the customer.
"Here's a problem you're probably experiencing with RedShift. We can fix that exact problem for you."
THEN you earn the opportunity to expand into a larger deal and drive the ultimate rip & replace of an incumbent.
From our recent conversation on the BUILD with Blake Bartlett Podcast
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[@aashishdravid]

Love your content! Love the editing even more. Who does them for you?

[@blake_vc]

Thanks on the content front! Editing is all Meg: www.linkedin.com/in/redheadmeg/