00:33:04 · Ron Gabrisko, Guillaume Moubeche
Exciting times. [00:33:06] S1: You have, like... I mean, yeah, I'm just wondering, you know, like, how do you come up with with the pricing eventually? Because, of course, you have like usage based, but there is a difference from selling, as you mentioned, you know, when you got started, it was around like 20 k deal up to like 100 of millions. So how exactly when it comes to the the business case, you mentioned the, I guess, like value based pricing where you essentially try to identify how much value you're gonna bring to the company, whether it's the amount of money you're gonna help them save, how do you come up with the number, like, because in enterprise sales, obviously, like, the pricing is not on the website. Like, there is not... If I go on Databricks, there is not like, hey, here's yours.
00:33:53 · Ron Gabrisko, Guillaume Moubeche
[00:33:53] S0: Or is it? We we put all our... I mean, it's all We're usage not doing value based pricing. Mean, I think Palantir does that, but it's... All our pricing's on the website. It's super transparent. It's all usage based. So the the biggest part is we can see those usage patterns. Like, know for these 20 use cases, based on this this amount of data, we can kinda predict what kind of usage. You know, we already saw, like, we we might have three years of data of how your usage is going up, and then we layer on these new use cases so we know that that might accelerate the usage a little bit. And the reason we're doing value is like, you're not gonna spend, you know, even a million dollars or $10,000,000 unless you know you're getting, you know, 10 x that in value, and so, you know, we have a team that goes in and says, okay, well, here's how that's gonna impact your revenue, here's how you save costs to be able to justify that and make sure, you know, and we're doing quarterly reviews with that company to say, okay, we're on track, we wanna go back and measure that, but, you know, we're not doing value based pricing. I know some of the enterprise software like Palantir does, but, you know, we don't we don't do that. It's all usage based. It's all super transparent. Just go to the website and... [00:35:07] S1: Okay. So you're keeping like the the very like open source mentality and you know what you pay for and... Okay.
00:35:07 · Guillaume Moubeche, Ron Gabrisko
[00:35:07] S1: Okay. So you're keeping like the the very like open source mentality and you know what you pay for and... Okay. [00:35:15] S0: Totally. Okay. Totally. And I think... And that's that's, you know, been really good for us. Right? Because people wanna know, like, you know, transparency. And that... That's helpful too when you go in for renewals, because, like, when you go in for renewal, if we did a three year deal, they wanna know what kind of value did I get out of the last three years. You know, you'd... You need to be able to show them the actual value, And so I think the value based pricing starts to fall apart once you try to go for those renewals because you've already built it. Right? You have to go after new projects. So... [00:35:51] S1: Yeah. I agree. And I think in any case, like, usage based, to be honest, is is so obvious. Because if you look at... And I think that's also what happened recently, you know, like a lot of companies... Or even when when I think Elon Musk, you know, went to the the government and started looking at what people were paying, and they realized that, you know, they had... I don't know I don't know how many licenses of Adobe it was that were basically just unused. It was a seat based pricing, and Yeah. No one was using it. So, yeah, it makes a it makes a lot of sense.
00:35:51 · Guillaume Moubeche, Ron Gabrisko
[00:35:51] S1: Yeah. I agree. And I think in any case, like, usage based, to be honest, is is so obvious. Because if you look at... And I think that's also what happened recently, you know, like a lot of companies... Or even when when I think Elon Musk, you know, went to the the government and started looking at what people were paying, and they realized that, you know, they had... I don't know I don't know how many licenses of Adobe it was that were basically just unused. It was a seat based pricing, and Yeah. No one was using it. So, yeah, it makes a it makes a lot of sense. [00:36:27] S0: Yeah. Totally. Totally. I... Yeah. I think the... I mean, even the companies that were traditionally seat based pricing like Salesforce, they're trying to move to consumption based models. I mean, you have to just, you know, you run out of seats, especially in the, you know, in the new world. So... [00:36:46] S1: In what way do you think, like, or like, I'm gonna rephrase my question. In five years from now, because you've raised now at like a $134,000,000,000 valuation, like, five years from now, like, what do you think Databricks look like?
00:36:46 · Guillaume Moubeche, Ron Gabrisko
[00:36:46] S1: In what way do you think, like, or like, I'm gonna rephrase my question. In five years from now, because you've raised now at like a $134,000,000,000 valuation, like, five years from now, like, what do you think Databricks look like? [00:37:00] S0: I'm here to to help build. I think it'll be one of those generational kind of transformational companies. I don't think enterprise AI is valuable without your proprietary data, and I think Databricks is the most trusted, you know, product and company to, you know, manage your data and connect it to AI. So, I really like the space we're in, I think it's... I think it will, you know, touch every human and change every company, and that's our goal, you know. You know, with Genie, we can expand every single user in a company. We've released Databricks One and Databricks Mobile, so now you can get it on your phone and, you know, get all your... Ask all your questions to your data while you're, you know, traveling or whatever. So it's it's pretty cool. I think, again, I think Databricks will be an absolutely iconic company, so, you know, we're on it.
00:38:02 · Guillaume Moubeche
[00:38:02] S1: What... What's your feeling with with the the kind of, like, chat usage? Because I feel like this is actually quite new, you know, for a long time, if you look at how software were designed, it's mostly like you have like a mouse, you click on buttons, you do actions, and this is how like things work. But the the chat interface, I think it's it's not something like that people have been... I feel using that much to get answers from software. It kind of like started with chat GPT. And what's your view about it? Because I'm assuming that you also have tons of data on how much query people are making. Do you feel like for for data, the the chat query is usually the best, or do you try to also give like IDs to people and be a little bit more proactive in a sense, you know, like sometimes Anthropic does it, where they want to refine a bit what you are saying, and they would propose like a few set of options so you can dig in a little bit more.