Enterprise GTM
A paid discovery that became a platform rebuild
- Industry
- Consumer Brands
- Focus area
- Enterprise GTM
- Headline result
- 80%
- Headline result
- 80%
- Long-running queries 80% faster, with lower cost
Context
A consumer brands company whose Snowflake account had grown without a warehousing strategy: no standard naming, no data model, no documentation of the architecture, and access controls short of best practice.
The challenge
Queries ran over full history instead of incremental data, which made them heavy, slow and costly. Before anything could be fixed, someone had to establish what was there and what it would take to put right.
My role
Solutions engineer: scoped and sold the paid discovery, then the two extensions it led to. The platform work was delivered by the firm's engineering team.
Approach
Sold a paid discovery to establish the current state before committing to a rebuild
Scoped a standard three-layer architecture with role-based access control
Scoped archival pipelines and query rewrites for the long-running workloads
Process
Outcome
- Long-running queries 80% faster, with lower cost
- Raw data no longer exposed to unauthorised users
- 3 of 3 deals won: $32K discovery → $88K → $466K