EZguide for Snowflake · one seller, one meeting
All screens ↗Prototype ↗
Image slot · images/IMG-01_hero.jpg · a city at dawn, or a field office by a window

Snowflake  |  Walkthrough

EZguide

A sales assistant for Snowflake’s field sellers.

This page follows one seller through one customer meeting: before, during and after. Each section shows one part of EZguide. At the end you can see every screen on one board.

Scroll to start

01

The seller and the meeting

Maya sells Snowflake to large companies. At 10:00 AM she has her second meeting with Fidelity Investments.

The seller

Maya Okafor

Image slotimages/IMG-02_maya.jpgMaya at her deskA seller at a desk with a laptop and headset.
  • Account executive
  • Works with Ravi, a sales engineer
  • Six customer meetings today
The meeting

Fidelity Investments, 10:00 AM

Image slotimages/IMG-03_fidelity.jpgThe customerAn office building or city skyline. No customer logo.
  • David Chen (CTO) and Sam Ortiz (data engineering)
  • Early stage: Discovery, step 2 of 5
  • Product: Snowflake Data Cloud
  • They are also testing Databricks

02

The problem today

Sellers lose time and miss things because the information they need is spread out.

1

Too much content

There are hundreds of documents. Sellers can’t find the right one during a meeting, so they use a generic one or ask Marketing.

EZguide picks the right documents for each meeting.
2

Systems don’t know the deal

Calendar, CRM and email aren’t connected. Nothing tells the seller that a competitor came up last week.

EZguide reads them all and sums them up.
3

No proof content works

Nobody knows which documents help close deals.

EZguide tracks which documents help deals move forward.

03Layer 1

Before the meeting: the brief is ready

40 minutes before each customer meeting, EZguide prepares a brief and sends it to Teams and Outlook. Maya doesn’t have to do anything.

Without EZguide

Maya prepares by hand

  • Checks Salesforce for the deal stage
  • Searches her email for the last message
  • Asks Marketing for a Databricks document
  • Uses a generic slide deck
  • Doesn’t know Databricks came up last week
With EZguide

The brief arrives at 9:20

  • EZguide reads her calendar
  • Finds the deal in Salesforce
  • Reads recent emails, calls and news
  • Sends the brief to Teams and Outlook
LiveOpen live ↗
Teams. A notification with a link to the brief.
LiveOpen live ↗
Outlook. The same brief as an email card.

04Layer 2

What’s in the brief

Four parts: questions to ask, things to know, what to say, and documents to share. Every point shows where it came from.

LiveOpen live ↗
The Fidelity brief. Deal facts at the top, then Ask, Know, Say and Share.

With EZguide

Written today

  • Based on this week’s emails and Teams calls
  • News about the customer and its competitors
  • The deal record in Salesforce
  • Specific to this deal
LiveOpen live ↗

Before EZguide

Fixed notes

  • Written by an admin months ago
  • The same for every seller
  • No emails, calls or news

A switch in the brief shows this old version for comparison.

LiveOpen live ↗

Also in the brief

Missing information and sources

  • Deal information still missing (MEDDPICC)
  • Every source EZguide used, with the time
LiveOpen live ↗

05Layer 3

During the meeting: help in Teams

EZguide runs as an app inside the Teams call. It listens and shows useful information in a side panel. Only Maya can see it.

Example

Databricks comes up

Sam says the ML team is testing Databricks. EZguide shows the Databricks battlecard right away. Maya doesn’t search for it.

Image slotimages/IMG-04_video-call.jpgOn the callA seller on a video call.
WhenA competitor is mentioned
→
EZguide showsThe battlecardFor Databricks, Redshift or BigQuery.
WhenA topic comes up, like cost
→
EZguide showsThe right documentFor example, the cost calculator.
WhenThe conversation pauses
→
EZguide showsThe next questionA question from the brief that hasn’t been asked yet.
LiveOpen live ↗
13:10. Databricks is mentioned. The battlecard appears.
LiveOpen live ↗
14:30. A pause. EZguide suggests the next question.

Maya doesn’t have to

  • Search for documents during the call
  • Remember which questions she has asked
  • Guess which document fits
  • Take notes

06Layer 4

After the meeting: notes and CRM

When the call ends, EZguide writes the meeting notes from the transcript. Maya checks them and saves them to Salesforce.

10:45Meeting ends
10:46Notes are ready
10:48Maya checks and saves
ThursdayCost model sent to David
Next weekFollow-up meeting, with a new brief

The notes

Ready when the call ends

  • Questions the customer asked, with who and when
  • Positive and negative signals
  • What each person agreed to do
  • Salesforce fields filled in: stage, next step, follow-up date
Maya stays in controlNothing is saved until she checks each field.
LiveOpen live ↗

Saved

Every meeting in Salesforce, the same day

Sales leaders can see what customers ask about across all meetings.

LiveOpen live ↗

07Layer 5

The content library learns

EZguide tracks which documents are shared and which deals move forward. Marketing can see what works.

Seller

Maya saves her notes

  • She shared one document in the meeting
  • The deal moved to the next stage
Marketing

Lena sees the update

  • The document’s use count goes up by one
  • Its score goes up when deals move forward

Insight

Deals move faster when sellers share the Snowflake vs Redshift one-pager early

Based on deal results, not on tags someone typed. The library shows the one-pager’s use count going up after Maya’s meeting.

LiveOpen live ↗

Insights

What customers ask, across all meetings

  • The most common questions
  • The most common objections
  • Questions no document answers yet
LiveOpen live ↗

Marketing can now see

  • Which documents appear in won deals
  • Which documents are shared but don’t help
  • Suggested tags based on real use
  • Questions with no document to answer them

08

When not to sell

Maya’s last meeting is with a happy customer who has no new needs.

EZguide’s advice

Don’t pitch today

Usage is on plan and there is no open need. Thank them, review the quarter, and ask about their plans.

LiveOpen live ↗

09

Where EZguide appears

In Teams and Outlook, which sellers already use. There is also a web view. Nothing new to install.

LiveOpen live ↗

Teams

Notifications, the brief, and the side panel during calls.

LiveOpen live ↗

Outlook

The brief as an email card, with a side pane.

LiveOpen live ↗

Web view

The whole day in one place, and the content library.

SalesforceOutlookTeamsSeismicNewsSnowflake usage data

EZguide works on top of these systems. Nothing has to be moved or rebuilt.

10

All screens on one board

Every step of the flow, side by side. These are live screens from the prototype, not pictures.

Drag to move. Pinch or Ctrl + scroll to zoom. Double-click a screen to zoom in. Open full screen ↗

11

Summary: five layers

1
Brief before the meeting
Prepared from calendar and CRM, 30 to 45 minutes before. See section
2
Up-to-date information
Written from recent emails, calls and news. See section
3
Help during the meeting
The right document or question in a Teams side panel. See section
4
Notes after the meeting
Written from the transcript. The seller checks and saves. See section
5
Content library that learns
Scores documents by deal results. See section

How it works

Works on its ownStarts from the calendar. No one has to open it.
Uses many systemsCalendar, CRM, Teams, email and the content library.
Learns over timeMeeting results improve document scores.
Seller in controlThe seller checks everything before it is saved.

Next steps

01WorkshopHalf a day with Sales Enablement and Revenue Operations to agree the scope.
02PilotLayer 1 for a small group of sellers. Check quality and adoption.
03RolloutLayers 2 to 5, measured on deal speed, content use and CRM data quality.