>>Thanks. Hey, everyone, welcome back to the cubes. Continuing coverage of snowflakes. Summit 22 live from Caesars Forum in Las Vegas. Lisa Martin here. I have three guests here with me. We're gonna be talking about Snowflake Ventures and the snowflakes start up Challenge. That's in its second year. I've got Harry Glaser with me. Co founder and CEO of Model Bit Start Up Challenge finalist Damon Bryan joins us as well. The CTO and co founder of Hyper Affinity. Also a startup Challenge Finalists. And Stephane Williams to my left here, VP of Corporate development and snowflake Ventures. Guys, great to have you all on this little mini panel this morning. >>Thank you. >>Thank you. >>Let's go ahead, Harry, and we'll start with you. Talk to the audience about model. But what do you guys do? And then we'll kind of unpack the snowflake. The Snowflakes challenge >>Model bit is the easiest way for data scientists to deploy machine learning models directly into Snowflake. We make use of the latest snowflake functionality called Snow Park for python that allows those models to run adjacent to the data so that machine learning models can be much more efficient and much more powerful than they were before. >>Awesome. Damon. Give us an overview of hyper affinity. >>Yes, so hyper affinity were Decision Intelligence platform. So we helped. Specifically retailers and brands make intelligent decisions through the use of their own customer, data their product data and put data science in a I into the heart of the decision makers across their business. >>Nice Step seven. Tell us about the startup challenge. We talked a little bit about it yesterday with CMO Denise Pearson, but I know it's in its second year. Give us the idea of the impetus for it, what it's all about and what these companies embody. >>Yeah, so we This is the second year that we've done it. Um, we it was really out of, um Well, it starts with snowflake Ventures when we started to invest in companies, and we quickly realised that there's there's a massive opportunity for companies to be building on top of the Lego blocks, uh, of snowflake. And so, um, open up the competition. Last year it was the inaugural competition overlay analytics one, Um, and since then, you've seen a number of different functionalities and features as part of snowflakes snow part. Being one of them native applications is a really exciting one going forward. Um, the companies can really use to accelerate their ability to kind of deliver best in class applications using best in class technology to deliver real customer outcomes and value. Um, so we've we've seen tremendous traction across the globe, 250 applicants across 50. I think 70 countries was mentioned today, so truly global in nature. And it's really exciting to see how some of the start ups are taking snowflake to to to new and interesting use cases and new personas and new industries. >>So you had 200 over 250 software companies applied for this. How did you did you narrow it down to three? >>We did. Yeah, >>you do that. >>So, behind the scenes, we had a sub judging panel, the ones you didn't see up on stage, which I was luckily part of. We had kind of very distinct evaluation criteria that we were evaluating every company across. Um and we kind of took in tranches, right? We we took the first big garden, and we kind of try to get that down to a top 50 and top 50. Then we really went into the details and we kind of across, um, myself in ventures with some of my venture partners. Um, some of the market teams, some of the product and engineering team, all kind of came together and evaluated all of these different companies to get to the top 10, which was our semifinalists and then the semi finalists, or had a chance to present in front of the group. So we get. We got to meet over Zoom along the way where they did a pitch, a five minute pitch followed by a Q and A in a similar former, I guess, to what we just went through the startup challenge live, um, to get to the top three. And then here we are today, just coming out of the competition with with With folks here on the table. >>Wow, Harry talked to us about How did you just still down what model bit is doing into five minutes over Zoom and then five minutes this morning in person? >>I think it was really fun to have that pressure test where, you know, we've only been doing this for a short time. In fact model. It's only been a company for four or five months now, and to have this process where we pitch and pitch again and pitch again and pitch again really helped us nail the one sentence value proposition, which we hadn't done previously. So in that way, very grateful to step on in the team for giving us that opportunity. >>That helps tremendously. I can imagine being a 4 to 5 months young start up and really trying to figure out I've worked with those young start ups before. Messaging is challenging the narrative. Who are we? What do we do? How are we changing or chasing the market? What are our customers saying we are? That's challenging. So this was a good opportunity for you, Damon. Would you say the same as well for hyper affinity? >>Yeah, definitely conquer. It's really helped us to shape our our value proposition early and how we speak about that. It's quite complicated stuff, data science when you're trying to get across what you do, especially in retail, that we work in. So part of what our platform does is to help them make sense of data science and Ai and implement that into commercial decisions. So you have to be really kind of snappy with how you position things. And it's really helped us to do that. We're a little bit further down the line than than these guys we've been going for three years. So we've had the benefit of working with a lot of retailers to this point to actually identify what their problems are and shape our product and our proposition towards. >>Are you primarily working with the retail industry? >>Yes, Retail and CPG? Our primary use case. We have seen any kind of consumer related industries. >>Got it. Massive changes right in retail and CPG the last couple of years, the rise of consumer expectations. It's not going to go back down, right? We're impatient. We want brands to know who we are. I want you to deliver relevant content to me that if I if I bought a tent, go back on your website, don't show me more tense. Show me things that go with that. We have this expectation. You >>just explain the whole business. But >>it's so challenging because the brothers brands have to respond to that. How do you what is the value for retailers working with hyper affinity and snowflake together. What's that powerhouse? >>Yeah, exactly. So you're exactly right. The retail landscape is changing massively. There's inflation everywhere. The pandemic really impacted what consumers really value out of shopping with retailers. And those decisions are even harder for retailers to make. So that's kind of what our platform does. It helps them to make those decisions quickly, get the power of data science or democratise it into the hands of those decision makers. Um, so our platform helps to do that. And Snowflake really underpins that. You know, the scalability of snowflake means that we can scale the data and the capability that platform in tangent with that and snowflake have been innovating a lot of things like Snow Park and then the new announcements, announcements, uni store and a native APP framework really helping us to make developments to our product as quick as snowflakes are doing it. So it's really beneficial. >>You get kind of that tailwind from snowflakes acceleration. It sounds like >>exactly that. Yeah. So as soon as we hear about new things were like, Can we use it? You know, and Snow Park in particular was music to our ears, and we actually part of private preview for that. So we've been using that while and again some of the new developments will be. I'm on the phone to my guys saying, Can we use this? Get it, get it implemented pretty quickly. So yeah, >>fantastic. Sounds like a great aligned partnership there, Harry. Talk to us a little bit about model bit and how it's enabling customers. Maybe you've got a favourite customer example at model bit plus snowflake, the power that delivers to the end user customer? >>Absolutely. I mean, as I said, it allows you to deploy the M L model directly into snowflake. But sometimes you need to use the exact same machine learning model in multiple endpoints simultaneously. For example, one of our customers uses model bit to train and deploy a lead scoring model. So you know when somebody comes into your website and they fill out the form like they want to talk to a sales person, is this gonna be a really good customer? Do we think or maybe not so great? Maybe they won't pay quite as much, and that lead scoring model actually runs on the website using model bit so that you can deploy display a custom experience to that customer we know right away. If this is an A, B, C or D lead, and therefore do we show them a salesperson contact form? Do we just put them in the marketing funnel? Based on that lead score simultaneously, the business needs to know in the back office the score of the lead so that they can do things like routed to the appropriate salesperson or update their sales forecasts for the end of the quarter. That same model also runs in the in the snowflake warehouse so that those back office systems can be powered directly off of snowflake. The fact that they're able to train and deploy one model into two production environment simultaneously and manage all that is something they can only do with bottled it. >>Lead scoring has been traditionally challenging for businesses in every industry, but it's so incredibly important, especially as consumers get pickier and pickier with. I don't want I don't want to be measured. I want to opt out. What sounds like what model but is enabling is especially alignment between sales and marketing within companies, which is That's also a big challenge at many companies face for >>us. It starts with the data scientist, right? The fact that sales and marketing may not be aligned might be an issue with the source of truth. And do we have a source of truth at this company? And so the idea that we can empower these data scientists who are creating this value in the company by giving them best in class tools and resources That's our dream. That's our mission. >>Talk to me a little bit, Harry. You said you're only 4 to 5 months old. What were the gaps in the market that you and your co founders saw and said, Guys, we've got to solve this. And Snowflake is the right partner to help us do it. >>Absolutely. We This is actually our second start up, and we started previously a data Analytics company that was somewhat successful, and it got caught up in this big wave of migration of cloud tools. So all of data tools moved and are moving from on premise tools to cloud based tools. This is really a migration. That snowflake catalyst Snowflake, of course, is the ultimate in cloud based data platforms, moving customers from on premise data warehouses to modern cloud based data clouds that dragged and pulled the rest of the industry along with it. Data Science is one of the last pieces of the data industry that really hasn't moved to the cloud yet. We were almost surprised when we got done with our last start up. We were thinking about what to do next. The data scientists were still using Jupiter notebooks locally on their laptops, and we thought, This is a big market opportunity and we're We're almost surprised it hasn't been captured yet, and we're going to get in there. >>The other thing. I think it's really interesting on your business that we haven't talked about is just the the flow of data, right? So that the data scientist is usually taking data out of a of a of a day like something like Smoke like a data platform and the security kind of breaks down because then it's one. It's two, it's three, it's five, it's 20. Its, you know, big companies just gets really big. And so I think the really interesting thing with what you guys are doing is enabling the data to stay where it's at, not copping out keeping that security, that that highly governed environment that big companies want but allowing the data science community to really unlock that value from the data, which is really, really >>cool. Wonderful for small startups like Model Bit. Because you talk to a big company, you want them to become a customer. You want them to use your data science technology. They want to see your fed ramp certification. They want to talk to your C. So we're two guys in Silicon Valley with a dream. But if we can tell them the data is staying in snowflake and you have that conversation with Snowflake all the time and you trust them were just built on top. That is an easy and very smooth way to have that conversation with the customer. >>Would you both say that there's credibility like you got street cred, especially being so so early in this stage? Harry, with the partnership with With Snowflake Damon, we'll start with you. >>Yeah, absolutely. We've been using Snowflake from day one. We leave from when we started our company, and it was a little bit of an unknown, I guess maybe 23 years ago, especially in retail. A lot of retailers using all the legacy kind of enterprise software, are really starting to adopt the cloud now with what they're doing and obviously snowflake really innovating in that area. So what we're finding is we use Snowflake to host our platform and our infrastructure. We're finding a lot of retailers doing that as well, which makes it great for when they wanted to use products like ours because of the whole data share thing. It just becomes really easy. And it really simplifies it'll and data transformation and data sharing. >>Stephane, talk about the startup challenge, the innovation that you guys have seen, and only the second year I can. I can just hear it from the two of you. And I know that the winner is back in India, but tremendous amount of of potential, like to me the last 2.5 days, the flywheel that is snowflake is getting faster and faster and more and more powerful. What are some of the things that excite you about working on the start up challenge and some of the vision going forward that it's driving. >>I think the incredible thing about Snowflake is that we really focus as a company on the data infrastructure and and we're hyper focused on enabling and incubating and encouraging partners to kind of stand on top of a best of breed platform, um, unlocked value across the different, either personas within I T organisations or industries like hypothermia is doing. And so it's it's it's really incredible to see kind of domain knowledge and subject matter expertise, able to kind of plug into best of breed underlying data infrastructure and really divide, drive, drive real meaningful outcomes for for for our customers in the community. Um, it's just been incredible to see. I mean, we just saw three today. Um, there was 250 incredible applications that past the initial. Like, do they check all the boxes and then actually, wow, they just take you to these completely different areas. You never thought that the technology would go and solve. And yet here we are talking about, you know, really interesting use cases that have partners are taking us to two >>150. Did that surprise you? And what was it last year. >>I think it was actually close to close to 2 to 40 to 50 as well, and I think it was above to 50 this year. I think that's the number that is in my head from last year, but I think it's actually above that. But the momentum is, Yeah, it's there and and again, we're gonna be back next year with the full competition, too. So >>awesome. Harry, what is what are some of the things that are next for model bed as it progresses through its early stages? >>You know, one thing I've learned and I think probably everyone at this table has internalised this lesson. Product market fit really is everything for a start up. And so for us, it's We're fortunate to have a set of early design partners who will become our customers, who we work with every day to build features, get their feedback, make sure they love the product, and the most exciting thing that happened to me here this week was one of our early design partner. Customers wanted us to completely rethink how we integrate with gets so that they can use their CI CD workflows their continuous integration that they have in their own get platform, which is advanced. They've built it over many years, and so can they back, all of model, but with their get. And it was it was one of those conversations. I know this is getting a little bit in the weeds, but it was one of those conversations that, as a founder, makes your head explode. If we can have a critical mass of those conversations and get to that product market fit, then the flywheel starts. Then the investment money comes. Then you're hiring a big team and you're off to the races. >>Awesome. Sounds like there's a lot of potential and momentum there. Damon. Last question for you is what's next for hyper affinity. Obviously you've got we talked about the street cred. >>Yeah, what's >>next for the business? >>Well, so yeah, we we've got a lot of exciting times coming up, so we're about to really fully launch our products. So we've been trading for three years with consultancy in retail analytics and data science and actually using our product before it was fully ready to launch. So we have the kind of main launch of our product and we actually starting to onboard some clients now as we speak. Um, I think the climate with regards to trying to find data, science, resources, you know, a problem across the globe. So it really helps companies like ours that allow, you know, allow retailers or whoever is to democratise the use of data science. And perhaps, you know, really help them in this current climate where they're struggling to get world class resource to enable them to do that >>right so critical stuff and take us home with your overall summary of snowflake summit. Fourth annual, nearly 10,000 people here. Huge increase from the last time we were all in person. What's your bumper sticker takeaway from Summit 22 the Startup Challenge? >>Uh, that's a big closing statement for me. It's been just the energy. It's been incredible energy, incredible excitement. I feel the the products that have been unveiled just unlock a tonne, more value and a tonne, more interesting things for companies like the model bit I profanity and all the other startups here. And to go and think about so there's there's just this incredible energy, incredible excitement, both internally, our product and engineering teams, the partners that we have spoke. I've spoken here with the event, the portfolio companies that we've invested in. And so there's there's there's just this. Yeah, incredible momentum and excitement around what we're able to do with data in today's world, powered by underlying platform, like snowflakes. >>Right? And we've heard that energy, I think, through l 30 plus guests we've had on the show since Tuesday and certainly from the two of you as well. Congratulations on being finalist. We wish you the best of luck. You have to come back next year and talk about some of the great things. More great >>things hopefully will be exhibited next year. >>Yeah, that's a good thing to look for. Guys really appreciate your time and your insights. Congratulations on another successful start up challenge. >>Thank you so much >>for Harry, Damon and Stefan. I'm Lisa Martin. You're watching the cubes. Continuing coverage of snowflakes. Summit 22 live from Vegas. Stick around. We'll be right back with a volonte and our final guest of the day. Mhm, mhm

>>Hello from the show floor in Las Vegas. This is the snowflake summit 22 at Caesar's forum. We've been live the last day and a half. Lisa Martin here with Dave ante covering a lot of ground. We're so excited to have the chief marketing officer at snowflake. Join us next, Denise Pearson. And welcome back to the cube. >>Thank you so much. So great to be here with you. So great to have you here at SEL meets as well. Thank >>You. That's unreal. Isn't it? Yeah. I mean, everybody's so excited to be face to face and you know, Lisa and I have been doing a few of these shows, but we, we hear the same thing over and over. It's like, oh, so good to be back, right? Yeah. >>Well, even in the keynote yesterday, when we got in, we saw a standing room only there were overflows. People are ready to hear from snowflake in person. And as we were, you were just talking with Frank, I think the 2019 show had less than 2000 people. And now here we are at close to 10,000, this step leap factor in terms of the audience and also the momentum of the company, the capabilities, lot of growth in that timeframe. Yeah, >>No. Yeah. Two, three years ago we were about 1800 people out to Hilton and San Francisco. We had about 40 partners attending this week were close to 10,000 at this year, almost 10,000 people online as well. And over over 200 partners here on the show floor, >>Right? 250 plus sessions, breakouts, keynotes, technical certifications, developer zone, a lot going on here. The buzz has been enormous from yesterday morning. It still is today. Talk about the theme of the event, the world of data collaboration. We've been talking a lot about data collaboration. Yeah. But from Snowflake's perspective, as Dave you've pointed out, that really seems like quite a differentiation of where snowflake is versus the guys in the root view mirror. Yeah. Number >>One of the very unique capabilities with snowflake is that the ability to share data with each other within your ecosystem. So you can both collaborate now on, on with your data, but also collaborate on building in a new business opportunities set together. So I think it's really a message that we, we, we fully fully own. It' really unique differentiator as well. So >>You used to talk about, you still talk about data sharing, but just kind of evolve the messaging to collaboration, explain why and, and how is that a wider scope and more appealing to the ecosystem in your >>Customers? I mean, data sharing is a terminology used for, for years and years, sounds from any data sharing it's about using, you know, FTP or, you know, APIs, those things. And we of course do it in a very, very different way where, where you do it without, you know, APIs so that you can share data with anyone in your ecosystem, without the data actually ever leaving, ever leaving your, your instance. So it's in a very different way. And also the fact that you can, again, you know, build applications together with other companies, you know, in your ecosystem. And it's a, it's a true collaboration around, you know, data in a way we've never seen before >>The other subtle change was data marketplace to marketplace. Why that change explain kind of what's behind that. >>Yeah. One of our big announcements here this week is around building native, you know, data apps and all snowflakes. Now you can both, you know, build the apps and you can distribute them and monetizing them in our marketplace. So in the past, you know, we only really had data sets within our marketplace within the data marketplace at that time. So you could now, you know, we can publish your data, you could monetize your data, but again, now moving forward, you will also be able to again, build apps and distribute them in the marketplace and also monetize them. And for Mon many startups, right? The, the big challenge is just a monetization piece as well. You build your product. You also need to find a way to, to both distribute and, and monetize it, an invoice for that product. And we solve all that for, for our customers. Now, >>A lot of customer growth, I saw Frank's slide yesterday over 5,900. I think you have 500 plus in the Forbes global 2000, a tremendous amount of growth in customers with a million plus ARR. Yes. >>Where >>Are the customers and the ecosystem in terms of that, that what you just described in the, going from the data marketplace to the marketplace are customers and, and the ecosystem influential in saying, Hey, snowflake, we need to go in this direction. >>Yeah. And also one key thing also with larger companies, they have their own marketplaces built, you know, snowflake as well. So you don't have to publish your, your, your data or app on our marketplace. The many of our larger companies, they're building those own marketplaces around themselves, you know, to distribute their data, you know, to their partners. So there are many ways you can, again, distribute and monetize their data. >>What are the marketing challenges? You, you started out kind of better data where simpler data warehouse, cloud data, warehouse, zero to snowflake was kind of the, the messaging and then the rise of the data cloud. And now it's all about applications. You're obviously building on top of that, but how, how have you, how do you think about that sort of messaging architecture going, you know, where you've come from and going forward? >>Yeah. Obviously the capabilities of the data cloud is kind of building and building it every day. And it's also a positioning that we can, you know, grow with as well. The big difference, you know, for us over the past two years is really that we are more and more really talking to the, to the business side, you know, of our, our customers that that's really where the demand is coming from. And we're truly, you know, with the data cloud, we're truly, you know, build bringing the business side and the it side together to solve these, you know, problems. And also, also together with all our partners as well. >>And I was just gonna ask you what, what's the partners role in the data cloud narrative? How do they help accomplish that? >>I would say, I mean, the data cloud is all about the partners it's, and also this event here, this event is not about, you know, snowflake it's about really our partners, you know, and our customers, you know, coming together, the data cloud is really it's. The foundation is of course, you know, the core capabilities, our platform, but then it's also all, all the data that is in there that other companies can access from our customers, but then all the applications and capabilities that are built, you know, by our partners and also our partners like the, you know, or the SI partners that are here, they are the ones, you know, doing the work, you know, with our customers, they are the ones that are, you know, migrating the data to, to snowflake and the data cloud and helping these companies build this new, you know, business model. So snowflake is a very, very partner first company. And the only thing I really care about this week here is that all this, you know, 200 partners here that they're gonna be tremendous successful if they're successful. That means that, you know, all our customers are successful as well. >>So how is your digital strategy evolving and how do you include the partners in that? >>Yeah, I mean, we learned so much over the past, you know, three, three years in regards to that. So, I mean, we all had to just accelerate our, the, the digital growth, you know, of our marketing capabilities and how to do that in a, with our, our partners. So with many of them, you know, we started developing this joint account based digital, you know, marketing program. Some, we just all had to adapt and innovate really fast, and we're gonna continue, of course, a lot of those motions as well. But at the same time, there's nothing like being out and meeting, you know, customers, you know, face to face. And what's also so important is the alignment we have with our local sales organization and our partners as well. So all these marketing programs that we develop in the fields, those are us again, opportunities cannot build those relationships as well. >>Can you talk about the sales marketing alignment at snowflake? I think it seems to be pretty strong, but we've talked a lot in the last day and a half about the retail data cloud healthcare life sciences, media finance. Talk to us about the marketing sales element, how marketing is facilitating, maybe from a campaign perspective, some of those big sales plays in the S yeah, >>Maybe both unique here. Our C Chris Dham, I think has been here early on the show. I mean, we work together for over six years now and we truly work as one, one team. We, we don't really even see the lines between sort of sales and marketings. We truly share exactly, you know, the same objectives every day. We share the same focus on, on putting our customers and our partners, you know, first, every day, his priorities, you know, are my priorities, you know, vice versa. And I think the biggest challenges we see often in some companies between sales and marketing, is that they're just shifting or it's different, you know, priorities. It's so important just to align the priorities and for us to making sure that our teams are all around the world now, or as aligned, you know, as Chris and I are as well, >>Couple other, yeah. Milestones or events come up, you're doing like, you're doing a worldwide tour and you got the dev conference in November, start with the worldwide tour. What's that all about? >>So we get little break near now, here for, for a couple of weeks. And then we're taking all the best of content here for, from, from summits and also all in our partners on a worldwide tour. We're starting in, in Asia, in August, and we're gonna target over 20 cities around the world. So, and again, I think this year, the challenge was many of our European customers and our customers in Asia. They couldn't make it. So we have smaller numbers, you know, coming from those regions. So it's more, more important than ever that we just come out to them, you know, instead, and bring this content in to them. >>Is that all face to face or at Lisa is all face to face. Is there a digital component as well? Yeah, >>It's actually gonna be all face to face and there will be some, some digital components as well. We're ending the tour in San Francisco. And that's also where we go doing all our winter announcements, you know, as well. And also our build our developer conference. That will be all virtual. The big, the global one will be all virtual at the same time, you know, from San Francisco. >>Okay. Am I confusing that with the November developer conference or >>The, that is, that is the conference, but it, that one will be virtual this year. Okay. >>So dev the build is all virtual. >>Yeah. Build be all virtual. And it's just, so we have that opportunity to reach as many people as we possibly can. >>And then is the, is this, is the intent to eventually bring them in to one place? >>Absolutely. I mean, I think the dev conference, the plan is to really take that around the world, you know, as well. We're seeing markets like Israel, for instance, there's a massive developer community that is, that is looking at snowflake right now. Markets like Indonesia, big developer segment as well. So I think it's not about, you know, having people come to us, it's about we, you know, coming out to them. So markets like Israel and Indonesia. And >>Will you also in future summits include a, a development component. You probably have something here. I just haven't seen it yet, but, but like the conference within the conference, or is it more, Hey, we want to cater to the t-shirt crowd, you know, separately, what do you, yeah, >>I think we cater to them separately. And I said again, that we it's really about taking our content, you know, out, out to them. And when we're talking about the developer audience, we're talking about hundreds and thousands of people and they can't physically, you know, come here. So our plan is really to come out and meet them where they are. How >>Did you make the decision to do this summit fourth annual in person? I'm sure the attendance figures are probably blowing your mind, but that's a, that's a big decision and that's a challenging decision to make. How did they go about doing that? >>I think, I think if there was one thing we've learned during the past three years, it's really about that. Adaptability is the new superpower, you know, of bus business. So of course we've had to adapt, you know, you know, every month. And of course, even two months ago, we were not sure, you know, how, how many people that will be able to come here today, but we're incredibly happy. Were they, were they, were they with the number of people that, you know, came here and yeah, we're already storing planning for next year. >>I mean, it definitely must have exceeded your expectations. Is that fair? Or >>We set expectations high. Yeah. Okay. But again, it's that unknown that we all had to deal with, you know, every day. And I think we're gonna continue to have to, to live with that. >>Yeah. Well, this is, yeah, this is one of the largest shows we've done. Yeah. SIM it's a reinvent, obviously different. That was last year, but this year, this is the biggest event I think we've been to, and we've been to some big brand events, so yeah. Yeah. Punching above the weight as usual. >>Yeah. And again, I wanna just give a big shout out to our whole, you know, partner ecosystem, you know, here, because again, this is very much of an ecosystem, you know, partner you in a conference and it's really all our 200 plus partners here making this conference, what it is. I mean, today >>It's remarkable to pace at which you've been able to grow the ecosystem, but why do you think that is? What's the secret there? >>I think we fully understand that we don't solve all the problems ourselves, you know, for, for our customers. It's really an ecosystem of, of products and services that solve those problems and customers. They are looking for vendors that partner well with others. They're looking for vendors that integrate well, you know, with each other. So we always have an outside in view on things and that's something we challenge ourselves every morning. We wake up, how do we put ourselves in the customer's shoes in terms of, of, of their needs and their problems and how to solve those? We don't solve them alone. We, we solve them with these 200 plus in apart. Make >>It sound so simple. >>Speaking of challenges, you have something called the startup challenge. That's in its second annual >>Yes. Tomorrow we're kicking off the, the final of the second annual startup challenge. We have three finalists here, three very different, you know, companies. And we had a couple hundred applications this year and we have everything from a company that makes AI and ML more accessible to a company, focus on, you know, retail, you know, analytics. It's gonna be very exciting tomorrow, big price for the winner. The winner is going to win a million dollar of investment from, from snowflake ventures. So >>Very exciting. It's a nice incentive. It is a nice incentive, >>Very nice incentive. And also all the exposure you will get as well. We will put a lot of our marketing support, you know, behind this companies as well. >>Excellent. >>And now the data driver awards program, we've had a couple of data drivers on the program in the last day >>And a half. Yes. We announced to know those winners as well, you know, early in the week. So a lot of recognition for both our customers, but also we're gonna see, you know, the next interesting companies here to watch tomorrow during the startup challenge, you >>Get a little bit of something for everybody here, right? I mean the, the, the, the partner awards, right? These other little side opportunities for ecosystem to get recognition, sometimes funding it's >>Yeah. Everyone wants to be recognized, you know, for the great work they're doing. So, yeah. Yeah. >>So what's next for marketing, obviously, a break and then you start the, the road show. >>So of course yesterday we made an number of very, very large in announcements. Many of those, you know, we've been working on for years here at snowflake, like Unior, you know, for instance has been probably three years, you know, in the making. So our goal now is to take all those announcements to every customer around the world, both through, you know, local events really starting this week, and then also the world tour this fall. And it's gonna be a big, big focus on the developer segments. Obviously what our most exciting announcements is, the native apps, you know, capabilities. And that finally, you know, we can bring the work, you know, to the data and not again, taking the data to the work. And as you know, our mission has really been around breaking down the data silos. Cause those have been the biggest, you know, challenges companies have faced. That's really, what's been standing in the way for customers to become you a data Rav, and now bringing the work to the data from a developer's standpoint is gonna break down even further, those silos. So, >>Yeah. And it's good physics. >>Yeah. It good physics. Yeah. >>Yeah. Tremendous opportunity. Congratulations on a great successful event. It's not even done yet, but obviously we've seen so much success. Great news coming out. We'll be excited to be hearing some of the outcomes of the road show and the developer conference coming up in the fall. We appreciate your insights, your time and for having the cube here at the summit. >>Thank you for being here. Thank you. Thanks for having >>Me, our pleasure for Denise Pearson and Dave Valante I'm Lisa Martin. You're watching the cubes coverage of snowflake summit 22 live from Las Vegas, Dave and I will be back after a short break.