Roopal Shah

Roopal Shah

Head (VP) of Global Sales Enablement, Snowflake

Content

Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
I'm a big fan of Nancy Duarte's work and her book Resonate. It speaks a lot to what a good narrative should be for any presentation.   With that said, Enablement is a lot about teaching - so how you present to a customer is not necessarily how you present to a seller. For sellers, I put my tea......Read More
2495 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
Good question - to have to pick is tough but if I must, here are the main things I think every sales rep needs in their bag to be successful:  (1) First Call Deck / Pitch Deck  (2) Competitive Battlecard(s) (including how to place traps / how to arm against competitor's traps - shields/swords......Read More
2376 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
Your CMS (content management system) should have some sort of archiving parameters in place that should remind the PMM team when things get stale. With that said, all the reminders in the world won't matter if people ignore them, so I recommend you also have a "librarian" of sorts manage your c......Read More
2045 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementJanuary 10
For us the Corp Marketing team is accountable for brand, demand generation, creative, and communication (PR/AR/etc.) along with execution of programs (e.g. project management on campaigns or tradeshow/event work). The content however comes from Product Marketing to deliver in these programs and e......Read More
1626 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
I love Agile practices for this...my teams have always followed a process of Intake prioritization, and constant backlog grooming to feed a roadmap. A roadmap typically is a combination of the absolute must haves (e.g. events like SKO or infratsructure projects like getting an LMS in place or ......Read More
1552 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulate Value - what is the customer getting for paying more? What are the benefits they would gain with this?   (2) Teach them to ......Read More
1524 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
My biggest challenge is working with all the other groups vying for seller attention and helping them approach it with empathy and working for the greater good, versus what they think is best. But the responsibility here isn't all on them - enablement has a responsibilty to also present the full ......Read More
1423 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 20
It depends on where you are in the growth journey. If this is a strategy change - in terms of no longer selling a product to selling a platform, it's more about messaging & the art of the possible with a platform.   If you're further in the growth journey and have a complex product portfolio, ......Read More
1286 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
Work with your enablement team! And like with a lot of things these days, you're competiting for their attention - why should they listen to you? What's in it for them as sellers? What do they get if they listen to you on this topic?  Also, work with sales leadership and have some street cred ......Read More
1276 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 19
Balance is always tricky. At the end of the day, it's about getting others to understand why you think this is important versus over the stuff and also understanding that bandwidth - whether it's yours as the content creator or the seller's as the content consumer - is finite, so prioritization i......Read More
1226 Views
Credentials & Highlights
Head (VP) of Global Sales Enablement at Snowflake
Top Product Marketing Mentor List
Product Marketing AMA Contributor
Lives In Fremont, California
Knows About Analyst Relations, Solutions and Platform Product Marketing, Establishing Product Mar......more