Customers & Sales Motions
finserv proof point
Citi
BoA
FINRA
A solution that allows data warehouse analytical capabilities on your data lake
What is a data lakehouse?
Where did Borgman work before starting Starburst?
Teradata
Borgman says this is our biggest competitor
What is Open Source?
Pain; unmet need and/or goal + Quantifiable Biz Impact
What is Current State and Negative Consequences?
The two questions we need to know to determine Sales Motion
What is: Using Trino & New or Existing Use Case
What does SQL stand for and how what is it used for?
SQL (Structured Query Language) is a way for computers to talk to databases. It's like a special language that allows us to ask questions and get answers about the information that's stored in a database.
Name 2 of the 4 key principles of data mesh
domain-driven ownership,
data as a product,
self-serve data platforms,
federated computational governance.
How does our philosophy differ from Snowflake?
Snowflake believes in the concept of a single source of truth for all of your data - having all your data in one place.
Starburst believes that all of your data shouldn't have to live in one place, and instead provides a single point of access to your data no matter where it lives.
What is TAPO?
What sales motion does operation milkshake fall into?
Complete!
Name two cloud based Data Warehouses (CDW)
Snowflake
Amazon Redshift
Google BigQuery
Name our entire C-Suite
Justin Borgman, Javier Molina, David Freeman, Jess Iandiorio, Megan Maslanka
Should we focus mostly on our unique differentiators? Why or why not?
No - we need to focus on comparative differentiators as well. The reason is because what's unique today may not be unique tomorrow, and battles are won and lost on comparative differentiators.
If not mentioned, the customer may assume you can't perform them
Definition of a Champion - 3 characteristics
Power to influence the EB
Personal win for Starburst - they want to buy from us!
Sells for you when you’re not there
healthcare proofpoint
Sophia Genetics
Optum
Kaiser
What does Warpspeed solve?
Solves the problem of queries to data lakes taking too long. Increases productivity, updates in real time, and reduces costs
What are the 3 of the 6 Vs of Big Data?
Volume: the size and amounts of big data that companies manage and analyze
Value: the most important “V” from the perspective of the business, the value of big data usually comes from insight discovery and pattern recognition that lead to more effective operations, stronger customer relationships and other clear and quantifiable business benefits
Variety: the diversity and range of different data types, including unstructured data, semi-structured data and raw data
Velocity: the speed at which companies receive, store and manage data – e.g., the specific number of social media posts or search queries received within a minute, hour, day or other unit of time
Veracity: the “truth” or accuracy of data and information assets, which often determines executive-level confidence
Variability: the changing nature of the data companies seek to capture, manage and analyze – e.g., in sentiment or text analytics, changes in the meaning of key words or phrases
Name 5 out of our 7 defensible differentiators
Deploy Anywhere
Robust Ecosystem of Advanced Connectors
Scalability
Engine Built for Performance and Flexibility
Domain Expertise
Ease of Use/Consumability
Security and Compliance
What is the purpose of a Trap Setting Question?
To trap the competition and to influence the customer's required capabilities through the benefits of our differentiators
Who are potential competitors in the upgrade sales motion?
OS Trino, AWS EMR, AWS Athena, Qubole
What is AWS private link in the context of Galaxy?
AWS private link in the context of Galaxy allows for Galaxy and AWS to communicate in a more secure manner - it proactively handles an objection that any Data Leader or Data Manager will give before entering into a larger sales cycle
Name one of the founders of Presto/Trino
Name 3 SQL Query Engines
Dremio
Hive
Spark
Impala
Phoenix
What are our 5 sales motions?
Upgrade
Complete
Replace
Launch
Select