{"id":595,"date":"2025-12-08T13:59:40","date_gmt":"2025-12-08T13:59:40","guid":{"rendered":"http:\/\/www.andersson-recycling.com\/index.php\/2025\/12\/08\/lessons-from-snowflakes-cro\/"},"modified":"2025-12-08T13:59:40","modified_gmt":"2025-12-08T13:59:40","slug":"lessons-from-snowflakes-cro","status":"publish","type":"post","link":"http:\/\/www.andersson-recycling.com\/index.php\/2025\/12\/08\/lessons-from-snowflakes-cro\/","title":{"rendered":"Lessons from Snowflake\u2019s CRO"},"content":{"rendered":"<div>\n<p><em>Hello and welcome to <strong>The GTMnow Newsletter by GTMnow <\/strong>&#8211; a weekly publication by VC firm, GTMfund. Build, scale and invest with the best minds in tech. <\/em><\/p>\n<p><em>This is Part III in our series on lessons from some of the top 1% leaders in B2B SaaS. In case you missed them:<\/em><\/p>\n<ul>\n<li>\n<p><em><a href=\"https:\/\/thegtmnewsletter.substack.com\/p\/lessons-from-canvas-cco\">Part I<\/a>: Canva\u2019s CCO on CPG discipline and human-centric marketing. <\/em><\/p>\n<\/li>\n<li>\n<p><em><a href=\"https:\/\/thegtmnewsletter.substack.com\/p\/lessons-from-vantas-cro?utm_source=publication-search\">Part II<\/a>: Vanta\u2019s CRO on execution, competition, and post-sales loyalty.<\/em><\/p>\n<\/li>\n<\/ul>\n<div>\n<hr><\/div>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/chris-degnan-524470\/\">Chris Degnan<\/a> was Snowflake\u2019s first sales hire and scaled Snowflake from a stealth startup to $4B ARR and a $100B IPO.<\/p>\n<p>He jokes that he didn\u2019t buy a motorcycle for his midlife crisis.<br \/>Instead, he joined a stealth startup with no product, no customers, and a name nobody took seriously. That company was Snowflake.<\/p>\n<p>He became the first and only sales hire, then spent 11 years scaling revenue from zero to more than $4B, surviving multiple near-death outages, competing with both hyperscalers and Databricks, and working under four different CEOs along the way.<\/p>\n<p>The average CRO tenure is 18 months and Chris was there for over a decade.<\/p>\n<p>He was Snowflake\u2019s first sales hire and scaled it from a stealth startup to $4B ARR and a $100B IPO. After <a href=\"https:\/\/www.youtube.com\/watch?v=od_h42fz1gc\">sitting down to unpack his scaling story<\/a>, we\u2019ve distilled four core lessons:<\/p>\n<p>Lesson 1: Early hires must build the system.<\/p>\n<p>Lesson 2: Operate off one shared truth.<\/p>\n<p>Lesson 3: Acquisition means nothing without activation.<\/p>\n<p>Lesson 4: Methodology and humility beat hero culture.<\/p>\n<p>Below, we dive into each lesson.<\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2 is-viewable-img\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1080\" height=\"700\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:700,&quot;width&quot;:1080,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:186008,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/180803669?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!nbZl!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b96b88e-f2a0-41f7-a6ee-dbecf3992453_1080x700.png 1456w\"><\/picture>\n<div 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xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"20\" viewbox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" class=\"lucide lucide-maximize2 lucide-maximize-2\"><polyline points=\"15 3 21 3 21 9\"><\/polyline><polyline points=\"9 21 3 21 3 15\"><\/polyline><line x1=\"21\" x2=\"14\" y1=\"3\" y2=\"10\"><\/line><line x1=\"3\" x2=\"10\" y1=\"21\" y2=\"14\"><\/line><\/svg><\/button><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:36095,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/176960758?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100-6.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!lj1s!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F36fa0f20-c503-4498-babc-3a9ec5ee089e_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"http:\/\/zoominfo.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:8529,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;http:\/\/zoominfo.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/180803669?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!7EZQ!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F18d11434-1a54-4b6f-b4eb-452de55e59b1_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<p>ZoomInfo is the go-to-market platform built for sales, marketing, and RevOps.<\/p>\n<p>With tools like <strong>Copilot<\/strong> for real-time sales guidance, <strong>GTM Studio<\/strong> for launching plays without BI, and <strong>ZoomInfo Marketing<\/strong> for intent-based campaigns, it brings your entire revenue team into one system.<\/p>\n<p>It\u2019s trusted by the fastest-growing companies, with 72% of revenue now coming from larger upmarket customers and the largest TCV deal in company history underscoring that confidence. Check them out at <a href=\"http:\/\/zoominfo.com\/\">zoominfo.com<\/a>.<\/p>\n<div>\n<hr><\/div>\n<h3>Lesson 1: Early hires must build the systems<\/h3>\n<p>When Chris joined Snowflake, there was no infrastructure. No SDR team, no Salesforce instance, no brand, no inbound. Just a few founders, a stealth product, and a simple promise that \u201cwe\u2019ve done something really unique.\u201d<\/p>\n<p>So he did what true zero-to-one builders actually do:<\/p>\n<ul>\n<li>\n<p>He started by cold outreaching out to potential customers, asking for 15 minutes to walk them through what Snowflake was building and gather feedback.<\/p>\n<\/li>\n<li>\n<p>He spent nights building lists by hand, scraping websites and job boards.<\/p>\n<\/li>\n<li>\n<p>He set a personal non-negotiable: 8 customer meetings per week, no matter what.<\/p>\n<\/li>\n<\/ul>\n<p>Only then did he start hiring: first an intern, then an SE, then two SDRs, and only after that, AEs.<\/p>\n<p>This order is the lesson: your first sales hires must build the system. <\/p>\n<p>Early Snowflake wasn\u2019t a place for \u201cbig company\u201d salespeople who needed enablement decks and polished territories. This lesson is something that Chris is blunt about this when he advises founders today:<\/p>\n<blockquote>\n<p><em>\u201cIf you hire someone from a big company into an early-stage startup, they\u2019re used to infrastructure being there. If they walk in and say \u201cWhere\u2019s Salesforce?\u201d and all your customer context is in the founders\u2019 phones\u2026 that\u2019s not your person.\u201d<\/em><\/p>\n<\/blockquote>\n<p>He screens for:<\/p>\n<ul>\n<li>\n<p>Self-starters who\u2019ve had to build from scratch.<\/p>\n<\/li>\n<li>\n<p>People who have overcome tough, non-obvious challenges in their life.<\/p>\n<\/li>\n<li>\n<p>Operators from places like the reseller ecosystem, where you\u2019re forced to juggle multiple products and build your own motion.<\/p>\n<\/li>\n<\/ul>\n<p>His favorite interview opening question? <em>\u201cTell me your life story\u2026where you were born to how you got here.\u201d <\/em>In first sales hires, he is looking for grit, pattern of ownership, and hunger.<\/p>\n<h3>Lesson 2: Operate off one shared truth<\/h3>\n<p>Snowflake\u2019s GTM machine wasn\u2019t just \u201cgreat salespeople and a great product.\u201d It was a company where sales, marketing, product, and the CEO were aligned on one operating reality. That alignment became Snowflake\u2019s multiplier.<\/p>\n<p>Two relationships stand out:<\/p>\n<h4>1. Sales + Marketing: When Denise Persson arrived, everything changed<\/h4>\n<p>When <a href=\"https:\/\/www.linkedin.com\/in\/denisepersson\/\">Denise<\/a> joined as CMO, Snowflake was doing around $3M ARR \u2014 and stuck in the classic early-stage fight: marketing optimizing for MQLs while sales just wanted real conversations.<\/p>\n<p>Denise killed the debate instantly.<\/p>\n<p><em>\u201cWe are not going to talk about MQLs.\u201d<br \/>\u201cWe\u2019re going to talk about qualified meetings for your salespeople.\u201d<\/em><\/p>\n<p>Then, she got in the trenches. Every week, she sat 1:1 with SDRs and AEs, asking which leads were good, which were useless, and why. She learned the motion from the ground up, and only then built processes and programs around what she heard.<\/p>\n<p>She redesigned Snowflake\u2019s demand engine, building it on firsthand truth from sales data. She earned trust through behavior, not slide decks.<\/p>\n<h4>2. Sales + Product\/Engineering: CEOs in the details<\/h4>\n<p>Multiple Snowflake CEOs went deep with the GTM org, but one of the clearest examples is Bob Muglia. He forced sales, product and engineering to operate off the same truth.<\/p>\n<p>Take contracts, for example. Bob personally rewrote them, then handed them to Chris and said: <em>\u201cRead this. Redline it. You need to understand exactly what you\u2019re selling.\u201d<\/em><\/p>\n<p>It was more than paperwork. It was about making sure the GTM motion, pricing structure, and product reality were perfectly aligned.<\/p>\n<p>Another great example: Every Monday, in front of the entire company, Bob called on individual engineers by name: <em>\u201c{{Brian}} &#8211; how are you doing on this feature?\u201d<\/em><\/p>\n<p>For some engineers, it was uncomfortable. For GTM, it was oxygen. It meant that the roadmap, the contract, and the sales motion were tied together.<\/p>\n<p>Great leaders balance strategy with being \u201cin the details.\u201d<\/p>\n<p>The best GTM outcomes come from sales and marketing acting as one team, with product and engineering held to the same bar of urgency and accountability.<\/p>\n<h3>Lesson 3: Acquisition means nothing without activation<\/h3>\n<p>From the early days, Snowflake\u2019s mandate from investor-founder Mike Speiser was clear: <em>\u201cWe have to get market share before the competition gets product.\u201d<\/em><\/p>\n<p>That obsession translated into a very specific GTM design: a GTM motion built around acquisition.<\/p>\n<p>Reps carried aggressive new-logo quotas (usually 4\u20138 per quarter) and Snowflake hired people who could open new doors, not just grow existing accounts. Customer wins in the Global 2000 were celebrated internally like trophies.<\/p>\n<p>It worked. But Chris admits there were stretches when Snowflake took its foot off the new-logo gas pedal, and the business felt it. Acquisition discipline has to be consistent.<\/p>\n<p>At the same time, Snowflake did something that companies should copy: they paired new-logo intensity with a system that forced usage.<\/p>\n<p>Because Snowflake was a consumption business, most early deals were essentially paid pilots in the $40-60K range. Importantly:<\/p>\n<ul>\n<li>\n<p>Reps were paid on both bookings <em>and<\/em> consumption<\/p>\n<\/li>\n<li>\n<p>Sales couldn\u2019t win unless customers actually used the product<\/p>\n<\/li>\n<\/ul>\n<p>This created a self-correcting system: reps chased the right logos <em>and<\/em> were personally motivated to ensure those customers were successful. Chris also re-architected Customer Success to reinforce this:<\/p>\n<p>Chris also re-architected Customer Success to reinforce this motion. He rolled CS and Professional Services under sales, eliminating the idea of \u201cfree, feel-good customer success\u201d and replacing it with a paid services engine that got customers live, fully implemented, and expanding.<\/p>\n<p>Sales reps quickly realized that when PS was involved, customers consumed far more. Since compensation was tied to consumption, everyone cared deeply about usage.<\/p>\n<p>The big takeaways from this lesson:<\/p>\n<ul>\n<li>\n<p>Don\u2019t confuse expansion with growth. If new logos slow down, the business stalls long before you see it in revenue.<\/p>\n<\/li>\n<li>\n<p>In a consumption or PLG model, comp plans must reward usage, not just signatures.<\/p>\n<\/li>\n<li>\n<p>Paid, accountable implementation beats free CS every time. What matters is whether customers activate, adopt, and expand.<\/p>\n<\/li>\n<\/ul>\n<h3>Lesson 4: Methodology and humility beat hero culture<\/h3>\n<p>On paper, Chris\u2019 career could easily be framed as a \u201clone hero CRO\u201d narrative. He rejects that idea outright. He credits Snowflake\u2019s success to three things: a world-class product, a go-to-market machine rather than any one person, and a culture where leaders were coachable, urgent, and ego-light.<\/p>\n<p>When he asked mentor and board member John McMahon how he managed to stay CRO through 4 CEOs and 11 years, McMahon\u2019s answer was simple: <em>\u201cYou ask good questions, you take feedback, and you act on that feedback.\u201d<\/em><\/p>\n<p>That combination (curiosity + humility + speed) became Chris\u2019 operating system. It\u2019s a fantastic system for anyone to take inspiration from.<\/p>\n<p>He applies the same philosophy to methodology. Chris is still a believer in MEDDICC, but not as a checklist or a corporate formality. To him, it\u2019s a compass \u2013 a way to understand whether a deal is real, who has power, and where the gaps are. When he interviews sales leaders today, he isn\u2019t evaluating which methodology they prefer; he\u2019s listening for whether they <em>live<\/em> one. He compares it to company values: you can put them on the wall, but if you don\u2019t use them to guide decisions, they don\u2019t matter. Methodology works the same way.<\/p>\n<p>This is the through-line across his entire Snowflake journey. The companies that scale aren\u2019t the ones that rely on lone heroes or charismatic rainmakers. They\u2019re the ones that build a culture where people adapt faster than the company changes, where leaders model the behaviors they expect from others, and where systems carry the load. In hypergrowth, humility and methodology make you impossible to break.<\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2 is-viewable-img\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!D1nd!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F9045703d-1e79-489f-8ed8-973e6a9f7ad7_1080x700.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!D1nd!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F9045703d-1e79-489f-8ed8-973e6a9f7ad7_1080x700.png 848w, 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href=\"https:\/\/thegtmnewsletter.substack.com\/p\/lessons-from-snowflakes-cro-chris-degnan?utm_source=substack&amp;utm_medium=email&amp;utm_content=share&amp;action=share\"><span>Share<\/span><\/a><\/p>\n<p><em> Tag @GTMnow so we can see your newsletter takeaways and help amplify them.<\/em><\/p>\n<div>\n<hr><\/div>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!MTUk!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F2c151581-accc-472f-85f1-01ddf15c1368_1200x100.png 424w, 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data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!MTUk!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F2c151581-accc-472f-85f1-01ddf15c1368_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!MTUk!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F2c151581-accc-472f-85f1-01ddf15c1368_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!MTUk!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F2c151581-accc-472f-85f1-01ddf15c1368_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!MTUk!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F2c151581-accc-472f-85f1-01ddf15c1368_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<p><a href=\"https:\/\/techcrunch.com\/2025\/11\/28\/how-openai-and-google-see-ai-changing-go-to-market-strategies\/\">At TechCrunch DISRUPT, GTMfund GP Max Altschuler joined leaders from Google Cloud and OpenAI to break down how AI is reshaping go-to-market.<\/a> AI gives you leverage, speed, and precision, but the edge still comes from teams that understand real GTM fundamentals and know how to apply them.<\/p>\n<p><strong><a href=\"https:\/\/reinvent.awsevents.com\/keynotes\/\">Writer<\/a><\/strong><a href=\"https:\/\/reinvent.awsevents.com\/keynotes\/\"> &#8211; CEO May Habib took the AWS re:Invent keynote stage to unveil the company\u2019s new agent supervision suite<\/a>, giving enterprises real visibility, governance, and control as they scale AI agents. The launch also deepens Writer\u2019s Amazon Bedrock integration, now supporting third-party and fine-tuned models across the platform.<\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:44048,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/169238206?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100-16.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!v3jR!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F53399f97-57d7-4c02-b4a7-2aca25f348ae_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<blockquote>\n<p><strong><a href=\"https:\/\/gtmnow.com\/gtm-171-partner-ecosystem-that-sells-for-you-brian-weinberger\/\">GTM 171: How to Build a Partner Ecosystem That Sells for You | Brian Weinberger<\/a><\/strong><\/p>\n<\/blockquote>\n<p>Get a sneak preview <a href=\"https:\/\/www.linkedin.com\/posts\/sophiebuonassisi_what-if-your-top-performing-seller-doesn-activity-7402456448703881217-h40r\">here<\/a>. For the full thing, listen on <a href=\"https:\/\/podcasts.apple.com\/in\/podcast\/gtm-171-how-to-build-a-partner-ecosystem-that-sells\/id1369291464?i=1000739581075\">Apple<\/a>, <a href=\"https:\/\/open.spotify.com\/episode\/68Zz3eZcfXTbUcMUKsa7y3?si=tBnm6jMzRiO9M7V26P-kAg\">Spotify<\/a>, <a href=\"https:\/\/youtu.be\/GQGv-uvyZhM\">YouTube<\/a> or wherever you get your podcasts by searching \u201cThe GTMnow Podcast.\u201d<\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:43182,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/169238206?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100-16.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!KMSE!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F77c405b7-6d7e-4360-b013-76e3d4bc97dd_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<p><strong><a href=\"https:\/\/www.linkedin.com\/feed\/update\/urn:li:activity:7402049356226621440\/\">Anything &#8211; <\/a><\/strong><a href=\"https:\/\/www.linkedin.com\/feed\/update\/urn:li:activity:7402049356226621440\/\"> introduced Anything Max after raising at a $100M valuation, positioning it as the next evolution of vibe coding.<\/a> Max gives full-stack control, autonomously tests apps in its own browser, and fixes issues with high accuracy, helping builders create production-ready apps that already generate real revenue.<\/p>\n<p><strong><a href=\"https:\/\/www.businessinsider.com\/marc-benioff-jack-altman-invested-sales-tech-startup-pitch-deck-2025-12\">Jeeva AI<\/a><\/strong><a href=\"https:\/\/www.businessinsider.com\/marc-benioff-jack-altman-invested-sales-tech-startup-pitch-deck-2025-12\"> &#8211; raised $9 million to scale its agentic platform that automates the entire top of funnel.<\/a> The company\u2019s AI finds and enriches leads, writes personalized outreach, and builds ROI forecasts, giving sales teams leverage from day one.<\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:39103,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/169238206?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100-16.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!R2b7!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3c62b4cc-f041-4dc6-8ecc-6a438f060f38_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<ol>\n<li>\n<p>Director of Account Management at Vanta<\/p>\n<ol>\n<li>\n<p><a href=\"https:\/\/jobs.ashbyhq.com\/vanta\/f6e74065-bc72-4e04-9acc-4e7631fb367c?utm_source=jobs.gtmfund.com\">Growth<\/a> &#8211; <em>Remote US<\/em><\/p>\n<\/li>\n<li>\n<p><a href=\"https:\/\/jobs.ashbyhq.com\/vanta\/2f285076-e098-42f6-86f2-4ee14fafc34b?utm_source=jobs.gtmfund.com\">Early Stage<\/a> &#8211; <em>Remote US<\/em><\/p>\n<\/li>\n<\/ol>\n<\/li>\n<li>\n<p><a href=\"https:\/\/jobs.ashbyhq.com\/gorgias\/d48d696b-5d46-410b-bb0a-886d8ad27059?utm_source=jobs.gtmfund.com\">Enterprise Account Executive<\/a> at Gorgias <em>(Hybrid &#8211; Paris)<\/em><\/p>\n<\/li>\n<li>\n<p><a href=\"https:\/\/jobs.ashbyhq.com\/patch.io\/265e4a81-fb70-42cc-8254-39d209f76dc9?utm_source=jobs.gtmfund.com\">Senior Experiences Marketing Lead<\/a> at Patch <em>(San Francisco)<\/em><\/p>\n<\/li>\n<li>\n<p><a href=\"https:\/\/jobs.lever.co\/owner\/b25d10f4-88fb-4562-98df-aadb8bfb2d58?lever-source%5B%5D=jobs.gtmfund.com\">Senior Product Manager, Guest Experience<\/a> at Owner <em>(Remote &#8211; US or Canada)<\/em><\/p>\n<\/li>\n<li>\n<p><a href=\"https:\/\/ats.rippling.com\/trustlayer-inc\/jobs\/631b455f-1b8b-45b3-859c-32949afd6fac\">Business Development Representative<\/a> at TrustLayer <em>(Tampa, FL)<\/em><\/p>\n<\/li>\n<\/ol>\n<p>See more top GTM jobs on the <a href=\"https:\/\/jobs.gtmfund.com\/jobs\">GTMfund Job Board<\/a>.<\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:37542,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/169238206?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100-16.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!18H2!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F5fa6c5ea-cc1e-4fbb-8d4a-300e9b0758e3_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<p><em>Upcoming events you won\u2019t want to miss:<\/em><\/p>\n<ul>\n<li>\n<p>GTMfund 2026 schedule coming soon! <\/p>\n<\/li>\n<li>\n<p><a href=\"https:\/\/www.spiralyze.com\/abovethefold\/\">Above the Fold<\/a> (for marketers): February 9-11, 2026 <em>(Fort Lauderdale, FL)<\/em><\/p>\n<\/li>\n<li>\n<p><a href=\"https:\/\/wynter.com\/spryng\">Spryng<\/a> (for marketers): March 24-26, 2026 <em>(Austin, TX)<\/em><\/p>\n<\/li>\n<\/ul>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/gtmnow.com\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_848,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_1272,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_1456,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 1456w\"><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" width=\"1200\" height=\"100\" data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/aa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:100,&quot;width&quot;:1200,&quot;resizeWidth&quot;:null,&quot;bytes&quot;:41863,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/gtmnow.com\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/172216508?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/aa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100-14.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!kgpR!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Faa080ed0-d47a-4a07-9ee4-808498a238e7_1200x100.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<p>Some GTMnow community (founder, operator, investor) love to close it out &#8211; we appreciate you. <\/p>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/x.com\/glbaumann\/status\/1996225894638051617?s=20\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!LcoD!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png 424w, 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data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:606,&quot;width&quot;:1192,&quot;resizeWidth&quot;:434,&quot;bytes&quot;:116058,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/x.com\/glbaumann\/status\/1996225894638051617?s=20&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/180803669?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" loading=\"lazy\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!LcoD!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!LcoD!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!LcoD!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!LcoD!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F8c217f04-a310-480f-88f6-a66862c5b862_1192x606.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<div class=\"captioned-image-container\">\n<figure><a class=\"image-link image2\" target=\"_blank\" href=\"https:\/\/www.linkedin.com\/in\/zvonimirsabljic\/\" data-component-name=\"Image2ToDOM\"><\/p>\n<div class=\"image2-inset\"><picture class=\"lazyload\"><source type=\"image\/webp\" sizes=\"100vw\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!Bw7o!,w_424,c_limit,f_webp,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png 424w, 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data-attrs=\"{&quot;src&quot;:&quot;https:\/\/substack-post-media.s3.amazonaws.com\/public\/images\/99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png&quot;,&quot;srcNoWatermark&quot;:null,&quot;fullscreen&quot;:null,&quot;imageSize&quot;:null,&quot;height&quot;:400,&quot;width&quot;:886,&quot;resizeWidth&quot;:424,&quot;bytes&quot;:89870,&quot;alt&quot;:null,&quot;title&quot;:null,&quot;type&quot;:&quot;image\/png&quot;,&quot;href&quot;:&quot;https:\/\/www.linkedin.com\/in\/zvonimirsabljic\/&quot;,&quot;belowTheFold&quot;:true,&quot;topImage&quot;:false,&quot;internalRedirect&quot;:&quot;https:\/\/thegtmnewsletter.substack.com\/i\/180803669?img=https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F750755fe-947a-4fbe-9855-b13ce80cca06_886x400.png&quot;,&quot;isProcessing&quot;:false,&quot;align&quot;:null,&quot;offset&quot;:false}\" class=\"sizing-normal\" alt=\"\" sizes=\"auto, 100vw\" loading=\"lazy\" data-src=\"https:\/\/gtmnow.com\/wp-content\/uploads\/99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png\" data-srcset=\"https:\/\/substackcdn.com\/image\/fetch\/$s_!Bw7o!,w_424,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png 424w, https:\/\/substackcdn.com\/image\/fetch\/$s_!Bw7o!,w_848,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png 848w, https:\/\/substackcdn.com\/image\/fetch\/$s_!Bw7o!,w_1272,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png 1272w, https:\/\/substackcdn.com\/image\/fetch\/$s_!Bw7o!,w_1456,c_limit,f_auto,q_auto:good,fl_progressive:steep\/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F99db784b-7aef-468a-aeaa-ac5d94a0256b_886x400.png 1456w\"><\/picture>\n<div><\/div>\n<\/p><\/div>\n<p><\/a><\/figure>\n<\/p><\/div>\n<div>\n<hr><\/div>\n<p class=\"button-wrapper\" data-attrs='{\"url\":\"https:\/\/thegtmnewsletter.substack.com\/subscribe?\",\"text\":\"Subscribe now\",\"action\":null,\"class\":null}' data-component-name=\"ButtonCreateButton\"><a class=\"button primary\" href=\"https:\/\/thegtmnewsletter.substack.com\/subscribe?\"><span>Subscribe now<\/span><\/a><\/p>\n<div>\n<hr><\/div>\n<h6>This newsletter was written and edited by <a href=\"https:\/\/www.linkedin.com\/in\/sophiebuonassisi\/\">Sophie Buonassisi<\/a>, <a href=\"https:\/\/www.linkedin.com\/in\/tetiana-paratsii-26a586188\/\">Tetiana Paratsii<\/a>, and the <a href=\"https:\/\/www.gtmfund.com\/team\">GTMfund team<\/a> (not AI!). <\/h6>\n<\/p><\/div>\n<p>The post <a href=\"https:\/\/gtmnow.com\/lessons-from-snowflakes-cro\/\">Lessons from Snowflake\u2019s CRO<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Part III: Lessons from the top 1% leaders in B2B SaaS.<br \/>\nThe post Lessons from Snowflake\u2019s CRO appeared first on GTMnow.<\/p>\n","protected":false},"author":0,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[20],"tags":[],"class_list":["post-595","post","type-post","status-publish","format-standard","hentry","category-sales"],"_links":{"self":[{"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/posts\/595","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"replies":[{"embeddable":true,"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/comments?post=595"}],"version-history":[{"count":0,"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/posts\/595\/revisions"}],"wp:attachment":[{"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/media?parent=595"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/categories?post=595"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.andersson-recycling.com\/index.php\/wp-json\/wp\/v2\/tags?post=595"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}