01:02:45 路 John Coogan
[01:02:45] S1: Got it. Where are we in the path to, like, fully automated migrations, fully automated new integrations? It feels like every new model release were like, this is the one. This is the one. The nontechnical CEO is gonna be doing the job now. He's just gonna say, hey. We we have two systems. Go fix it. Go integrate it. Get it into Snowflake. It's gonna happen. And then reality sets in and there's not just token costs and cost of that to to delegating to AI, but also just the real world of of other decisions that need to be made that might be outside of the context. So what are the the the remaining challenges that come up when you're building a new integration or or working on a migration?
01:03:34 路 Sridhar Ramaswamy, John Coogan
[01:03:34] S8: Yeah. I think the timelines are definitely shrinking Mhmm. When it comes to legacy migrating off of legacy platforms, the on prem ones. Yeah. We used to think of them, the biggest ones, as running into, say, like, three odd years. And these strike terror into every company's heart because it's three years of, like, really anxious development work and waiting for results and hoping things don't go wrong. To give you very, concrete numbers, we now feel a lot more confident that we can tackle really tough migrations and have them finish in a couple quarters. That's a big deal. It's going from 12 down to one or two. And the migration team, which work on top of agentic harnesses that we create, are confident that the technical parts of these problems will be solved by the end of the year. But there is the change management. There is all of the other applications that are running on the old system that you have to validate on the new system and ensure that there is business continuity. That kind of change management is still going to be nontrivial. But the technical parts, the act of, doing the migration or writing new software, these are the things that AI is absolutely driving down. [01:04:43] S1: What is the biggest [01:04:45] S8: By the way, I actually go check out every feature my, team puts out using our coding agents. Mhmm. That's already a thing. And, honestly, it's not that hard if you have a modestly technical background.
01:04:45 路 Sridhar Ramaswamy, John Coogan
[01:04:45] S8: By the way, I actually go check out every feature my, team puts out using our coding agents. Mhmm. That's already a thing. And, honestly, it's not that hard if you have a modestly technical background. [01:04:55] S1: Yeah. Yeah. No. That makes sense. What is the biggest lesson that you or the company have taken forward from Frank Slootman's era? [01:05:07] S8: Frank was always about amazing go to market execution. Yeah. And we remember that. Okay. And, in fact, our sales teams [01:05:14] S1: Yeah.
01:05:14 路 John Coogan, Sridhar Ramaswamy
[01:05:14] S1: Yeah. [01:05:15] S8: Are incredibly well versed now in our products and in AI as a whole because we created products that could work for them. Mhmm. And having an effective go to market motion is the real strength of Snowflake. Again, to make this super concrete, the number of, use cases these are new basically within customers, that our account executives won, went up by some 75%, year on year. That's the power of sort of using AI to get work done faster. And, that is a tradition that will that that will continue. What we have added on focus that comes from a product first person like me. AI in sort of a generic way or about worry about things like what, you know, what can it do. But I think sometimes what we forget is if you have a well built system that uses, like, the latest it's actually an incredible delight. All kinds of information that you would want. I was at a conference recently. Every piece of information that I wanted to know about a customer that I was having a conversation with, I would look up even live if I didn't know that. I would do it in front of them and show them the power of Snowflake's AI. A big part of our success over the past couple of years has been internalizing this. AI is a different way to think about product and product delivery, and the companies that are going to succeed are the ones that truly internalize that. That there is a big chasm between how we did it with web pages and clicking on things to these agentic flows that can truly solve problems.
01:06:51 路 John Coogan, Sridhar Ramaswamy
[01:06:51] S1: Then how is the sales the role of the sales rep changing, the sales associate changing? Are you looking for any different skills or are you doubling down on what worked in the pre AgenTik AI era? [01:07:10] S8: First of all, a lot more familiarity with Snowflake is a must. [01:07:15] S1: Sure. [01:07:15] S8: Because these folks now have access to products that show off what Snowflake is about. Yeah. I expect every sales rep to have co work on their phone and be able to show off the actual impact of having a product like that with pretty access to information to each and every one of our customers. When it comes to our solution engineers, these are the technical presales people. Used to be that we'd have six demos total for all of Snowflake, and maybe they would do a little bit of customization and say, hey, here's what Snowflake can do. Now pretty much all of them are capable of creating a custom demo tailor made for a specific customer in a vertical, in a way that makes sense to them, that will really illustrate the power of Snowflake. It's that kind of empathy that they can use the technology that we create to drive. I would say it's changed in a really, really big way because a lot more possible, but the bar is also a lot higher in terms of what you're expected to bring to the table. [01:08:14] S1: Can you walk me through the partnership with Amazon Web Services? I I I'm sure you compete in some categories, but how did this come together? What does it mean for the future of your business?
01:08:14 路 John Coogan, Sridhar Ramaswamy
[01:08:14] S1: Can you walk me through the partnership with Amazon Web Services? I I I'm sure you compete in some categories, but how did this come together? What does it mean for the future of your business? [01:08:29] S8: Yeah. We work with the hyperscalers. AWS is the biggest partner. Yeah. And, you know, we work with them on a number of different levels. We work on product integration. [01:08:40] S1: Sure. [01:08:41] S8: You know, buy a lot of capacity from them, a lot of GPUs that our inference team runs runs models on. But where we really shine is in joint go to market. AWS is an incredibly customer first company. And if a customer says, hey. I want AWS plus Snowflake, they lean into it. They bring us. And we really focus on how do we solve problems jointly, for customers. And there's a deep, deep relationship both at the account level going all the way up to the CEO level that ensures that problems that come up in practice get solved very quickly, it's it's the kind of partnership that one only dreams of. It's incredibly effective in practice.