The Problem

The Challenge

As a leading cloud data platform serving thousands of global customers, Snowflake's revenue operations faced critical bottlenecks that threatened predictable growth:

• Fragmented forecasting across disconnected spreadsheets with limited pipeline visibility
• Reactive management focused on status updates rather than actionable insights
• Manual CRM processes requiring constant oversight and inconsistent deal tracking
• Cross-functional misalignment between RevOps, Sales, and Finance teams operating with different data sets

"Before MaxIQ, we were operating on disconnected spreadsheets and guess-based forecasts," recalls Mike Gurdjian. Different teams worked with different versions of the truth, making revenue alignment nearly impossible. Sales calls were consumed by status updates instead of strategy, with issues surfacing too late in the quarter to address effectively.

The sales team spent valuable time on administrative tasks rather than selling, while CRM hygiene required constant manual oversight. This operational friction created confusion and reduced executive confidence in strategic decision-making.
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The Solution

The MaxIQ Solution

Snowflake implemented MaxIQ to create a single source of truth for revenue operations, transforming their approach from reactive reporting to proactive revenue management:

• Automated signal capture with AI-powered risk detection and early warning flags that flag deals trending off-track before they become problems
• Real-time deal intelligence providing instant visibility into deal health, next steps, and pipeline progression
• Seamless integration with turnkey Salesforce and Snowflake connectivity enabling fast adoption with minimal workflow disruption
• Unified data platform combining activity signals, engagement data, and CRM hygiene into comprehensive deal visibility

"The AI assist in MaxIQ can automatically update Salesforce fields based on several data points," explains Mike Gurdjian, embedding disciplined deal hygiene and reducing manual oversight through automated workflows. Sales teams gained "live deal health scores and quick drill-downs—it takes seconds to see what's real and where to focus."
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The Results

Measurable Results

25% improved forecast accuracy: "MaxIQ has delivered over 25% improved forecast accuracy by unifying pipeline signals and fostering data-driven, consistent forecast inputs," reports Mike Gurdjian.

20% acceleration in pipeline velocity through automated workflows and unified visibility.

Full cross-functional alignment: "We've realized full alignment across Sales, Success, and Finance," Mike Gurdjian explains. "By offering a single shared forecast lens, MaxIQ ensures that RevOps, Sales, and Finance operate off the same data and meeting rhythms."

Proactive risk management: The shift from reactive to proactive management has been transformational. "With real-time insights and risk flags, MaxIQ shifts us from chasing issues to steering strategy proactively," notes Mike Gurdjian.
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Sales Team Transformation

"Calls are now focused on actionable insights, not status updates," notes Megan Barros, FSI Sales Leader at Snowflake. MaxIQ transformed daily execution by surfacing risks, gaps, and next steps before meetings even begin.

Key improvements:

• Eliminated end-of-quarter surprises through early warnings on stalled deals, allowing teams to address risks while there's still time to course-correct
• Enhanced rep accountability with transparent deal scoring and activity tracking that makes deal health visible to everyone
• Streamlined processes that shifted focus from administrative tasks to strategic selling
• Unified tool experience delivering "both the forecast intelligence of Clari and the deal context of Gong—without having to toggle between tools"

The platform's transparency elevated individual performance across the team, with reps taking ownership of gaps and acting faster to address them.
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Strategic Impact

Beyond core forecasting improvements, MaxIQ enabled advanced capabilities that transformed Snowflake's strategic planning:

Advanced scenario modeling: "MaxIQ powers scenario modeling and quarterly reviews with dynamic dashboards that let us shift assumptions and drill into outcome-based branches on the fly," Mike Gurdjian explains.

Unexpected value discovery: "Seeing usage and adoption data tied to active opportunities was a game-changer—it's helped us land expansions earlier," shares Megan Barros. This connection between product usage and sales opportunities opened new revenue growth avenues.

Performance optimization: "When we follow MaxIQ's signals, our close rates go up and our forecasts land on target," confirms Megan Barros, making the platform's guidance integral to execution strategy.

Executive confidence soared as MaxIQ became the trusted single source of truth, removing guesswork from strategic decisions and enabling data-driven leadership at the highest organizational levels.