it may seem like every company: Meta, Anthropic, OpenAI are all vying for the same GTM talent pool, and it's because they are.
MongoDB vs Meta and Factory vs Cognition... it's all fighting over GTM leaders who drank the "playbook mafia" koolaid.
ok so Snowflake, Grafana, MongoDB, Zscaler, Rubrik, and Datadog, what do they have in common? they all teach their pre-sales teams how to sell in a formulaic way.
It makes sense when you think about it because they all sell to engineers, and engineers love to measure things.
this "playbook mafia", is nothing more than cohorts of AEs, SAs, CSMs and PS that have drank the koolaid of systems-based selling.
there are plenty of flavors of this koolaid: Command of the Message, MEDDPIC, Challenger, etc. but they all have the same characteristics which is why these sellers are so valuable.