142: Lourenço Mello: Snowflake's Product Marketing Lead on the marketing data stack of the future

10/22/24 • 55 min

What’s up everyone, today we have the pleasure of sitting down with Lourenço Mello, Product Marketing Lead at Snowflake.

Summary: Lourenço drops us straight into the gravity well of martech, where Snowflake’s latest report pulls in the tools that really matter, letting the fluff float away. It’s all about data gravity, bringing the applications to the data instead of wasting energy shuttling data around. This shift is redefining what’s possible, streamlining operations, and giving marketers a new superpower to harness the forces of AI and analytics. With composability blurring boundaries and AI breaking down silos, the takeaway is crystal clear: master data quality and you’ll have the gravitational pull to outpace the competition.

About Lourenço

Lourenço started his career at an enterprise telecom company based in Portugal where he dabbled in competitive analysis, pricing and biz dev
He later completed his MBA at UCLA and then spent 5 years at Microsoft as a Senior PMM focused on Azure and their data business
Today, Lourenço is Product Marketing Lead for the Solutions team at Snowflake

Understanding the Marketing Data Stack Report Methodology

Lourenço’s perspective on Snowflake’s Marketing Data Stack Report centers around a fundamental commitment to objective analysis. Rather than focusing on internal partnerships or pushing favored solutions, Snowflake’s report leverages comprehensive telemetry data to identify which tools are truly gaining traction among its 8,000+ customers. This approach enables them to deliver a more impartial view of the martech landscape.

The methodology starts by categorizing the landscape according to current trends and customer adoption. Snowflake first identifies the relevant categories that its customers are using for marketing use cases, based on a snapshot of the industry. Lourenço emphasized that the analysis isn’t limited to tools with direct business relationships or joint ventures but looks holistically at the adoption metrics across the board. This objectivity sets the report apart, as it can spotlight tools that Snowflake hasn’t actively partnered with—yet are clearly valuable to their customers.

Two primary metrics guide the analysis: breadth of adoption and depth of adoption. Breadth measures how many customers are using a particular tool or solution, offering an initial view of popularity. However, without understanding how deeply those tools are being utilized, breadth alone can be misleading. Lourenço highlighted that a platform may have thousands of users but very minimal actual engagement. Thus, the second metric—depth of adoption—assesses how sophisticated the usage is within each customer’s implementation, revealing the true stickiness and impact of the tool.

By indexing both breadth and depth of adoption, Snowflake is able to create a ranked list of tools and platforms within each category. This process ensures that the final report is rooted in genuine customer behavior and preference, rather than internal biases. As Lourenço puts it, “the cool thing about this and really what's been so fun to be a part of is really the objectivity of the analysis.” The report not only highlights tools that are already well-integrated but also uncovers opportunities to build relationships with platforms that customers have independently gravitated towards.

This level of transparency ultimately fosters stronger collaboration between Snowflake and its partners. By showing where their customers are seeing success, the report opens the door for potential go-to-market initiatives that were previously unexplored. In a martech landscape often clouded by promotional bias, this approach offers a rare glimpse into which technologies are truly making a difference.

Key takeaway: The core strength of Snowflake’s Marketing Data Stack Report lies in its objectivity. By focusing on customer adoption metrics and removing subjective biases, the report provides a clearer view of the tools that are genuinely resonating with the market. This methodology enables Snowflake to support its customers with data-driven insights, and it paves the way for more meaningful partnerships with emerging leaders in the field.

Key Shifts Defining Martech and AdTech Today

When asked about the notable shifts between 2023 and 2024, Lourenço from Snowflake made it clear—what were once considered trends are now fundamental changes that have reshaped marketing. Last year’s report pointed to themes like the convergence of AdTech and martech, data privacy, generative AI, and the pursuit of a single source of truth. This year, these aren’t just trends—they’re seismic shifts that have permanently altered how the industry operates.

Instead of being temporary developments, Lourenço emphasized that these themes are “not going away,” likening them to the foundation ...

What’s up everyone, today we have the pleasure of sitting down with Lourenço Mello, Product Marketing Lead at Snowflake.

About Lourenço

Lourenço started his career at an enterprise telecom company based in Portugal where he dabbled in competitive analysis, pricing and biz dev
He later completed his MBA at UCLA and then spent 5 years at Microsoft as a Senior PMM focused on Azure and their data business
Today, Lourenço is Product Marketing Lead for the Solutions team at Snowflake

Understanding the Marketing Data Stack Report Methodology

Key Shifts Defining Martech and AdTech Today

Instead of being temporary developments, Lourenço emphasized that these themes are “not going away,” likening them to the foundation ...

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141: Rutger Katz: Cutting through the fluff of Lean methodology and recognizing when process gets in the way of efficiency

What’s up everyone, today we have the pleasure of sitting down with Rutger Katz, GTM Operations Consultant.

Summary: Rutger helps us cut through the fluff of Lean methodology in marketing and how to spot when process gets in the way of efficiency. His advice is to cut out the waste—whether in your process, your tech stack, or how you measure success. Focus on what drives conversions, keep your systems lean, and use simple structures to maintain speed without sacrificing alignment. We also tackle tech debt and how a top-layer AI interface could simplify the case for a composable martech stack.

About Rutger

Rutger started his career in Neuroscience as a virtual reality developer at two different public research universities to study bodily illusions in VR
As the VR industry was quite immature at the time he pivoted to martech consulting, where he would spend 12 years working with different technology consulting firms getting a breadth of experience across marketing operations, martech, customer data and go-to-market across a variety of clients including Unilever where he focused on social analytics
And last year Rutger decided to go out on his own as a GTM Operations Consultant and recently launched NEON Triforce, a boutique consultancy focused on optimizing GTM for B2B scale-ups
He also recently joined The Martech Weekly as Content Lead for EU & UK organizing their first event in London.

Lean Marketing in Practice

Lean marketing is all about eliminating waste and doubling down on what truly matters. Rutger emphasizes that no matter the size of the company, from a startup to an enterprise, inefficiencies always creep in. These processes—whether learned from someone else or ingrained as “the way things are done”—often aren’t optimal. Lean seeks to strip down these ingrained habits, perfecting the path to deliver value to customers.

Rutger highlights that lean marketing goes beyond just being "efficient." It is about understanding how every action connects back to the entire organization. The real challenge is aligning marketing efforts with revenue-driving KPIs, rather than fixating on vanity metrics like page views or social media follows. For Rutger, Lean is about cutting through those superficial measures to ensure that marketing impacts the business holistically.

What makes lean particularly valuable is that it doesn't stop at marketing. Rutger explains that Lean should apply to your entire go-to-market strategy. This means assessing not just how marketing operates but how it interlocks with sales, customer success, and even product development. It's about delivering maximum value to the customer while ensuring that the organization operates as efficiently as possible in providing that value.

Lean marketing is not a standalone function—it’s a way to optimize the whole organization. When done right, it leads to higher customer satisfaction, longer-term retention, and ultimately, a more streamlined business. For Rutger, this is where the real impact of Lean lies—not just in marketing efficiencies but in enhancing the customer experience across every touchpoint.

Key takeaway: Lean marketing is about focusing on what truly drives value. It's not just about marketing—it's about creating efficiency across your entire go-to-market approach, from sales to customer success, all while tying back to key business metrics.

Solving Inefficiencies in Sales and Marketing Alignment

When asked about real-world applications of lean methodologies, Rutger didn’t hesitate to dig into a common yet overlooked issue: the disconnect between sales and marketing. In his experience, CMOs often claim that everything is running smoothly. But when the conversation shifts towards collaboration with sales, the cracks begin to show. One CMO even mentioned that their sales team requested fewer leads, as they were overwhelmed by the volume. Others spoke of back-and-forth frustrations trying to sync efforts between both departments.

For Rutger, the root of inefficiency often comes at the handoff between marketing and sales. He explained that marketing teams frequently misinterpret sales-qualified leads (SQLs), sending what they define as SQLs but which sales deems unqualified. This misalignment creates friction, wasting time and resources on both sides. To fix this, Rutger advocates stepping back from just marketing processes and focusing on sales first. Understanding sales capacity and needs becomes essential to deliver the right leads at the right time.

A critical step in this process is optimizing for sales’ actual conversion capacity. Rutger highlights that if sales needs to convert 100 leads per month, with a 5% conversion rate, marketing needs to deliver 20 times that amount—2,000 SQLs. He stressed the importance of timely response, pointing out that conversion ra...

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143: Danny Lambert: A guide to data transformation and building a warehouse-first martech stack

What’s up everyone, today we have the pleasure of sitting down with Danny Lambert, Director of Marketing Operations at dbt Labs.

Summary: Marketers often feel like they're battling a dragon when it comes to integrating data. We’re overwhelmed by technical jargon, stuck with outdated methods, and facing roadblocks from data teams. Danny walks us through his journey of cautiously entering the data world and the role dbt can play for marketing teams. By learning just enough SQL, knowing what tools you need to get started with and leaning on dbt’s tools, you can start small and gradually build a warehouse-first martech stack. The reward is more control over your data, flexibility to deploy personalized campaigns independently, and a competitive edge that no pre-packaged solution can match.

About Daniel

Danny started his career at an event solutions company where he wore several different marketing hats including getting his first taste of marketing automation
He then worked in marketing ops at IZEA, at marketplace that connects brands with influencers before having a short stint at McGaw.io one of the leading martech and analytics agencies
He then moved over to healtech at CareCloud where he led Demandgen and ABM
He then transitioned to Rev.com the popular transcription company where he started in marketing ops, then demand gen before being promoted to Director of Integrated Marketing
And today Dan is Director of Marketing Operations at dbt Labs, the creators of the most popular software for data transformation used by data engineers at more than 20k companies

Navigating the Disconnect Between Marketers and Data Teams

Many marketers struggle to engage with data teams because they feel worlds apart. Danny points out that it’s a lot like the early days of marketing’s relationship with product teams. Before product-led growth (PLG) became a buzzword, marketers and product teams operated in separate silos. It took a concerted effort to break that wall, and the same shift is needed with data. Marketers often find the mechanics of data engineering and warehousing intimidating, and for good reason—they weren’t trained for it. But it doesn’t have to be that way.

Danny recounts his time at CareCloud, where he was exposed to the concept of a data warehouse. The idea was gaining traction, and he attended a Snowflake event to grasp the essentials. After an hour of slides and schemas, he walked out just as confused as when he walked in. The issue wasn’t the information; it was the delivery. Marketers need to see things in action. Theoretical talks don’t cut it—practical, straightforward tutorials that walk you through the steps are what marketers crave. Installing tools like dbt and seeing data move can make it all click. It’s the difference between hearing about a new tool and actually feeling it work in your hands.

There’s also a major gap in educational resources that cater to marketers. As Danny highlights, marketing professionals who want to embrace data often get lost in the flood of courses and jargon-heavy materials. It’s a jungle out there—marketers want concise, actionable guidance, not a deep dive into tech theory. Without the right content, many opt to stay in their lane, using tools and methods they already know. It feels safer, especially when they’re under pressure to perform quickly.

Danny points out that this pressure to ramp up fast can discourage experimentation with a warehouse-first approach. New roles often come with tight timelines, and there’s a tendency to lean on old habits. Shifting to something like data warehousing means slowing down, learning the ropes, and building enough belief in the new approach to back it up internally. But if you’ve spent years doing things differently, it’s hard to develop the conviction needed to push for change. Confidence comes from exposure and understanding, but without that, the warehouse-first idea feels too foreign to champion.

Key takeaway: Marketers often shy away from data teams because they lack practical, accessible education and feel pressured to stick with familiar methods. Building confidence through hands-on learning and real-world examples is crucial for integrating data and marketing in a meaningful way.

Overcoming Barriers to Data Literacy in Marketing

Many marketers hesitate to engage deeply with data, often because they don’t see it as central to their roles. Danny explains that for most, data feels like a secondary tool—something meant to assist rather than dominate their day-to-day work. The challenge is that the pathway to becoming data-savvy isn’t straightforward. Even among those who’ve made the leap, each person’s journey looks different. Some take online courses, like those on Codecademy, learning SQL from scratch. Others find mentors who guide them through t...