>> theCube presents Dell Technologies World, brought to you by Dell. >> Hi everyone, welcome back to Dell Technologies World 2022. You're watching theCube's coverage of this, three-day coverage wall to wall. My name is David Vellante John Furrier's here, Lisa Martin, David Nicholson. Talk of the town here is data. And one of the big announcements at the show is Snowflake and Dell partnering up, building ecosystems. Snowflake reaching into on-prem, allowing customers to actually access the Snowflake Data Cloud without moving the data or if they want to move the data they can. This is really one of the hotter announcements of the show. Martin Glynn is here, he's the Senior Director of Storage Product Management at Dell Technologies. And Clark Patterson, he's the Head of Product Marketing for Snowflake. Guys, welcome. >> Thanks for having us. >> So a lot of buzz around this and, you know, Clark, you and I have talked about the need to really extend your data vision. And this really is the first step ever you've taken on-prem. Explain the motivation for this from your customer's perspective. >> Yeah. I mean, if you step back and think about Snowflake's vision and our mission of mobilizing the world's data, it's all around trying to break down silos for however customers define what a silo is, right? So we've had a lot of success breaking down silos from a workload perspective where we've expanded the platform to be data warehousing, and data engineering, and machine learning, and data science, and all the kind of compute intensive ways that people work with us. We've also had a lot of success in our sharing capabilities and how we're breaking down silos of organizations, right? So I can share data more seamlessly within my team, I can do it across totally disparate organizations, and break down silos that way. So this partnership is really like the next leg of the stool, so to speak, where we're breaking down the silos of the the data and where the data lives ultimately, right? So up until this point, Cloud, all focus there, and now we have this opportunity with Dell to expand that and into on-premises world and people can bring all those data sets together. >> And the data target for this Martin, is Dell ECS, right? Your object store, and it's got S3 compatibility. Explain that. >> Yeah, we've actually got sort of two flavors. We'll start with ECS, which is our turnkey object storage solution. Object storage offers sort of the ultimate in flexibility, you know, potential performance, ease of use, right? Which is why it fits so well with Snowflake's mission for sort of unlocking, you know, the data within the data center. So we'll offer it to begin with ECS, and then we also recently announced our software defined object scale solution. So add even more flexibility there. >> Okay. And the clock, the way it works is I can now access non-native Snowflake data using what? Materialized views, external tables, how does that work? >> Some combination of all the above. So we've had in Snowflake a capability called external tables which we refer to, it goes hand in hand with this notion of external stages. Basically through the combination of those two capabilities, it's a metadata layer on data wherever it resides. So customers have actually used this in Snowflake for data lake data outside of Snowflake in the Cloud up until this point. So it's effectively an extension of that functionality into the Dell on-premises world, so that we can tap into those things. So we use the external stages to expose all the metadata about what's in the Dell environment. And then we build external tables in Snowflake so that data looks like it is in Snowflake. And then the experience for the analyst or whomever it is, is exactly as though that data lives in the Snowflake world. >> Okay. So for a while you've allowed non-native Snowflake data but it had to be in the Cloud. >> Correct. >> It was the first time it's on-prem, >> that's correct >> that's the innovation here. Okay. And if I want to bring it into the Cloud, can I? >> Yeah, the connection here will help in a migration sense as well, right? So that's the good thing is, it's really giving the user the choice. So we are integrating together as partners to make connection as seamless as possible. And then the end user will say like, look I've got data that needs to live on-premises, for whatever reasons, data sovereignty whatever they decide. And they can keep it there and still do the analytics in another place. But if there's a need and a desire to use this as an opportunity to migrate some of that data to Cloud, that connection between our two platforms will make that easier. >> Well, Michael always says, "Hey, it's customer choice, we're flexible." So you're cool with that? That's been the mission since we kind of came together, right? Is if our customers needed to stay in their data center, if that makes more sense from a cost perspective or, you know, a data gravity perspective, then they can do that. But we also want to help them unlock the value of that data. So if they need to copy it up to the public Cloud and take advantage of it, we're going to integrate directly with Snowflake to make that really easy to do. >> So there are engineering integrations here, obviously that's required. Can you describe what that looks like? Give us the details on when it's available. >> Sure. So it's going to be sort of second half this year that you'll see, we're demoing it this week, but the availability we second half this year. And fundamentally, it's the way Clark described it, that Snowflake will reach into our S3 interface using the standard S3 interface. We're qualifying between the way they expect that S3 interface to present the data and the way our platform works, just to ensure that there's smooth interaction between the two. So that's sort of the first simplest use case. And then the second example we gave where the customer can copy some of that data up to the public Cloud. We're basically copying between two S3 buckets and making sure that Snowflake's Snowpipe is aware that data's being made available and can easily ingest it. >> And then that just goes into a virtual warehouse- >> Exactly. >> and customer does to know or care. >> Yep Exactly. >> Yeah. >> The compute happens in Snowflake the way it does in any other manner. >> And I know you got to crawl, walk, run second half of this year, but I would imagine, okay, you're going to start with AWS, correct? And then eventually you go to other Clouds. I mean, that's going to take other technical integrations, I mean, obviously. So should we assume there's a roadmap here or is this a one and done? >> I would assume that, I mean, based on our multi-Cloud approach, that's kind of our approach at least, yeah. >> Kind of makes sense, right? I mean, that would seem to be a natural progression. My other thought was, okay, I've got operational systems. They might be transaction systems running on a on a PowerMax. >> Yeah. >> Is there a way to get the data into an object store and make that available, now that opens up even more workloads. I know you're not committing to doing that, but it just, conceptually, it seems like something a customer might want to do. >> Yeah. I, a hundred percent, agree. I mean, I think when we brought our team together we started with a blank slate. It was what's the best solution we can build. We landed on this sort of first step, but we got lots of feedback from a lot of our big joint customers about you know, this system over there, this potential integration over here, and whether it's, you know, PowerMax type systems or other file workloads with native Snowflake data types. You know, I think this is just the beginning, right? We have lots of potential here. >> And I don't think you've announced pricing, right? It's premature for that. But have you thought about, and how are you thinking about the pricing model? I mean, you're a consumption based pricing, is that kind of how this is going to work? Or is it a sort of a new pricing model or haven't you figured that out yet? >> I don't know if you've got any details on that, but from a Snowflake perspective, I would assume it's consistent with how our customers engage with us today. >> Yeah. >> And we'll offer both possibilities, right? So you can either continue with the standard, you know, sort of CapEx motion, maybe that's the most optimal for you from a cost perspective, or you can take advantage through our OpEx option, right? So you can do consumption on-prem also. >> Okay. So it could be a dual model, right? Depending on what the customer wants. If they're a Snowflake customer, obviously it's going to be consumption based, however, you guys price. What's happening, Clark, in in the market? Explain why Snowflake has so much momentum and, you know, traction in the marketplace. >> So like I spent a lot of time doing analysis on why we win and lose, core part of my role. And, you know, there's a couple of, there's really three things that come up consistently as to why people people are really excited about Snowflake platform. One is the most simplest thing of all. It feels like is just ease of use and it just works, right? And I think the way that this platform was built for the Cloud from the ground up all the way back 10 years ago, really a lot allows us to deliver that seamless experience of just like instant compute when you want it, it goes away, you know, only pay for what you use. Very few knobs to turn and things like that. And so people absolutely love that factor. The other is multi-Cloud. So, you know, there's definitely a lot of organizations out there that have a multi-Cloud strategy, and, you know, what that means to them can be highly variable, but regardless, they want to be able to interact across Clouds in some capacity. And of course we are a single platform, like literally one single interface, consistent across all the three Cloud providers that we work upon. And it gives them that flexibility to mix and match Cloud infrastructure under any Snowflake however they see fit. The last piece of it is sharing. And, you know, I think it's that ability as I kind of alluded to around like breaking down organizational silos, and allow people to be able to actually connect with each other in ways that you couldn't do before. Like, if you think about how you and I would've shared data before, I'd be like, "Hey, Dave, I'm going to unload this table into a spreadsheet and I'm going to send it over in email." And there's the whole host of issues that get introduced in that and world, now it's like instantly available. I have a lot of control over it, it's governed it's all these other things. And I can create kind of walled gardens, so to speak, of how far out I want that to go. It could be in a controlled environment of organizations that I want to collaborate with, or I can put it on our marketplace and expose it to the whole world, because I think there's a value in that. And if I choose I can monetize it, right? So those, you know, the ease of use aspect of it, absolutely, it's just a fantastic platform. The multi-Cloud aspect of it and our unique differentiation around sharing in our marketplace and monetization. >> Yeah, on the sharing front. I mean, it's now discoverable. Like if you send me an email, like what'd you call that? When did you send that email? And then the same time I can forward that to somebody else's not governed. >> Yeah. >> All right. So that just be creates a nightmare for the compliance. >> Right. Yeah. You think about how you revoke access in that situation. You just don't, right? Now I can just turn it off and you go in to run your query. >> Don't get access on that data anymore. Yeah. Okay. And then the other thing I wanted to ask you, Clark is Snowflake started really as analytics platform, simplifying data warehousing, you're moving into that world of data science, you know, the whole data lake movement, bringing those two worlds together. You know, I was talking to Ben Ward about this, maybe there's a semantic layer that helps us kind of talk between those two worlds, but you don't care, right? If it's in an object store, it can play in both of those worlds, right? >> That's right. >> Yeah, it's up to you to figure it out and the customer- >> Yeah. >> from a storage standpoint. Here it is, serve it up. >> And that's the thrust of this announcement, right? Is bringing together two great companies, the Dell platform, the Snowflake platform, and allowing organizations to bring that together. And they decide like it, as we all know, customers decide how they're going to build their architecture. And so this is just another way that we're helping them leverage the capabilities of our two great platforms. >> Does this push or pull or little bit of both? I mean, where'd this come from? Or customers saying, "Hey, it would be kind of cool if we could have this." Or is it more, "Hey, what do you guys think?" You know, where are you at with that? >> It was definitely both, right? I mean, so we certainly started with, you know, a high level idea that, you know, the technologies are complimentary, right? I mean, as Clark just described, and at the same time we had customers coming to us saying, "Hey, wait a minute, I'm doing this over here, and this over here, how can I make this easier?" So that was like I said, we started with a blank sheet and lots of long customer conversations and this is what resulted. So >> So what are the sequence of events to kind of roll this out? You said it's second half, you know, when do you start getting customers involved? Do you have your already, you know, to poke at this and what's that look like? >> Yeah, sure. I can weigh in there. So, absolutely. We've had a few of our big customers that have been involved sort of in the design already who understand how they want to use it. So I think our expectation is that now that the sort of demonstrations have been in place, we have some pre functionality, we're going to see some initial testing and usage, some beta type situations with our customers. And then second half, we'll ramp from there. >> It's got to be a huge overlap between Dell customers and Snowflake customers. I mean, it's hundred billion. You can't not bump into Dell somewhere. >> Exactly. Yeah, you know. >> So where do you guys want to see this relationship go, kind of how should we measure success? Maybe you could each give your perspectives of that. >> I mean, for us, I think it's really showing the value of the Snowflake platform in this new world where there's a whole new ecosystem of data that is accessible to us, right? So seeing those organizations that are saying like, "Look, I'm doing new things with on-premises data that I didn't think that I could do before", or, "I'm driving efficiency in how I do analytics, and data engineering, and data science, in ways that I couldn't do before," 'cause they were locked out of using a Snowflake-like technology, right? So I think for me, that's going to be that real excitement. I'm really curious to see how the collaboration and the sharing component comes into this, you know, where you can think of having an on-premises data strategy and a need, right? But you can really connect to Cloud native customers and partners and suppliers that live in the Snowflake ecosystem, and that wasn't possible before. And so that is very conceivable and very possible through this relationship. So seeing how those edges get created in in our world and how people start to collaborate across data, both in the Cloud and on-prem is going to be really exciting. >> I remember I asked Frank, it was kind of early in the pandemic. I asked him, come on, tell me about how you're managing things. And he was awesome. And I asked him to at the time, you know, "You're ever going to do, you know, bring this platform on-prem?" He's like unequivocal, "No way, that's never going to happen. We're not going to do it halfway house ware Cloud only." And I kept thinking, but there's got to be a way to expand that team. There's so much data out there, and so boom, now we see the answer . Martin, from your standpoint, what does success look like? >> I think it starts with our partnership, right? So I've been doing this a long time. Probably the first time I've worked so closely with a partner like Snowflake. Joint customer conversations, joint solutioning, making sure what we're building is going to be really, truly as useful as possible to them. And I think we're going to let them guide us as we go forward here, right? You mentioned, you know, systems or record or other potential platforms. We're going to let them tell us where exactly the most value will come from the integration between the two companies. >> Yeah. Follow data. I mean, remember in the old days a hardware company like Dell would go to an ISP like Snowflake and say, "Hey, we ran some benchmarks. Your software runs really fast on our hardware, can we work together?" And you go, "Yeah, of course. Yeah, no problem." But wow! What a different dynamic it is today. >> Yeah. Yeah, absolutely. >> All right guys. Hey, thanks so much for coming to theCube. It's great to see you. We'll see you at the Snowflake Summit in June. >> Snowflake Summit in a month and a half. >> Looking forward to that. All right. Thank you again. >> Thank you Dave. >> All right. Keep it right there everybody. This is Dave Vellante, wall to wall coverage of Dell Tech World 2022. We'll be right back. (gentle music)

>> theCube presents Dell Technologies World, brought to you by Dell. >> Hi everyone, welcome back to Dell Technologies World 2022. You're watching theCube's coverage of this, three-day coverage wall to wall. My name is David Vellante John Furrier's here, Lisa Martin, David Nicholson. Talk of the town here is data. And one of the big announcements at the show is Snowflake and Dell partnering up, building ecosystems. Snowflake reaching into on-prem, allowing customers to actually access the Snowflake Data Cloud without moving the data or if they want to move the data they can. This is really one of the hotter announcements of the show. Martin Glynn is here, he's the Senior Director of Storage Product Management at Dell Technologies. And Clark Patterson, he's the Head of Product Marketing for Snowflake. Guys, welcome. >> Thanks for having us. >> So a lot of buzz around this and, you know, Clark, you and I have talked about the need to really extend your data vision. And this really is the first step ever you've taken on-prem. Explain the motivation for this from your customer's perspective. >> Yeah. I mean, if you step back and think about Snowflake's vision and our mission of mobilizing the world's data, it's all around trying to break down silos for however customers define what a silo is, right? So we've had a lot of success breaking down silos from a workload perspective where we've expanded the platform to be data warehousing, and data engineering, and machine learning, and data science, and all the kind of compute intensive ways that people work with us. We've also had a lot of success in our sharing capabilities and how we're breaking down silos of organizations, right? So I can share data more seamlessly within my team, I can do it across totally disparate organizations, and break down silos that way. So this partnership is really like the next leg of the stool, so to speak, where we're breaking down the silos of the the data and where the data lives ultimately, right? So up until this point, Cloud, all focus there, and now we have this opportunity with Dell to expand that and into on-premises world and people can bring all those data sets together. >> And the data target for this Martin, is Dell ECS, right? Your object store, and it's got S3 compatibility. Explain that. >> Yeah, we've actually got sort of two flavors. We'll start with ECS, which is our turnkey object storage solution. Object storage offers sort of the ultimate in flexibility, you know, potential performance, ease of use, right? Which is why it fits so well with Snowflake's mission for sort of unlocking, you know, the data within the data center. So we'll offer it to begin with ECS, and then we also recently announced our software defined object scale solution. So add even more flexibility there. >> Okay. And the clock, the way it works is I can now access non-native Snowflake data using what? Materialized views, external tables, how does that work? >> Some combination of all the above. So we've had in Snowflake a capability called external tables which we refer to, it goes hand in hand with this notion of external stages. Basically through the combination of those two capabilities, it's a metadata layer on data wherever it resides. So customers have actually used this in Snowflake for data lake data outside of Snowflake in the Cloud up until this point. So it's effectively an extension of that functionality into the Dell on-premises world, so that we can tap into those things. So we use the external stages to expose all the metadata about what's in the Dell environment. And then we build external tables in Snowflake so that data looks like it is in Snowflake. And then the experience for the analyst or whomever it is, is exactly as though that data lives in the Snowflake world. >> Okay. So for a while you've allowed non-native Snowflake data but it had to be in the Cloud. >> Correct. >> It was the first time it's on-prem, >> that's correct >> that's the innovation here. Okay. And if I want to bring it into the Cloud, can I? >> Yeah, the connection here will help in a migration sense as well, right? So that's the good thing is, it's really giving the user the choice. So we are integrating together as partners to make connection as seamless as possible. And then the end user will say like, look I've got data that needs to live on-premises, for whatever reasons, data sovereignty whatever they decide. And they can keep it there and still do the analytics in another place. But if there's a need and a desire to use this as an opportunity to migrate some of that data to Cloud, that connection between our two platforms will make that easier. >> Well, Michael always says, "Hey, it's customer choice, we're flexible." So you're cool with that? That's been the mission since we kind of came together, right? Is if our customers needed to stay in their data center, if that makes more sense from a cost perspective or, you know, a data gravity perspective, then they can do that. But we also want to help them unlock the value of that data. So if they need to copy it up to the public Cloud and take advantage of it, we're going to integrate directly with Snowflake to make that really easy to do. >> So there are engineering integrations here, obviously that's required. Can you describe what that looks like? Give us the details on when it's available. >> Sure. So it's going to be sort of second half this year that you'll see, we're demoing it this week, but the availability we second half this year. And fundamentally, it's the way Clark described it, that Snowflake will reach into our S3 interface using the standard S3 interface. We're qualifying between the way they expect that S3 interface to present the data and the way our platform works, just to ensure that there's smooth interaction between the two. So that's sort of the first simplest use case. And then the second example we gave where the customer can copy some of that data up to the public Cloud. We're basically copying between two S3 buckets and making sure that Snowflake's Snowpipe is aware that data's being made available and can easily ingest it. >> And then that just goes into a virtual warehouse- >> Exactly. >> and customer does to know or care. >> Yep Exactly. >> Yeah. >> The compute happens in Snowflake the way it does in any other manner. >> And I know you got to crawl, walk, run second half of this year, but I would imagine, okay, you're going to start with AWS, correct? And then eventually you go to other Clouds. I mean, that's going to take other technical integrations, I mean, obviously. So should we assume there's a roadmap here or is this a one and done? >> I would assume that, I mean, based on our multi-Cloud approach, that's kind of our approach at least, yeah. >> Kind of makes sense, right? I mean, that would seem to be a natural progression. My other thought was, okay, I've got operational systems. They might be transaction systems running on a on a PowerMax. >> Yeah. >> Is there a way to get the data into an object store and make that available, now that opens up even more workloads. I know you're not committing to doing that, but it just, conceptually, it seems like something a customer might want to do. >> Yeah. I, a hundred percent, agree. I mean, I think when we brought our team together we started with a blank slate. It was what's the best solution we can build. We landed on this sort of first step, but we got lots of feedback from a lot of our big joint customers about you know, this system over there, this potential integration over here, and whether it's, you know, PowerMax type systems or other file workloads with native Snowflake data types. You know, I think this is just the beginning, right? We have lots of potential here. >> And I don't think you've announced pricing, right? It's premature for that. But have you thought about, and how are you thinking about the pricing model? I mean, you're a consumption based pricing, is that kind of how this is going to work? Or is it a sort of a new pricing model or haven't you figured that out yet? >> I don't know if you've got any details on that, but from a Snowflake perspective, I would assume it's consistent with how our customers engage with us today. >> Yeah. >> And we'll offer both possibilities, right? So you can either continue with the standard, you know, sort of CapEx motion, maybe that's the most optimal for you from a cost perspective, or you can take advantage through our OpEx option, right? So you can do consumption on-prem also. >> Okay. So it could be a dual model, right? Depending on what the customer wants. If they're a Snowflake customer, obviously it's going to be consumption based, however, you guys price. What's happening, Clark, in in the market? Explain why Snowflake has so much momentum and, you know, traction in the marketplace. >> So like I spent a lot of time doing analysis on why we win and lose, core part of my role. And, you know, there's a couple of, there's really three things that come up consistently as to why people people are really excited about Snowflake platform. One is the most simplest thing of all. It feels like is just ease of use and it just works, right? And I think the way that this platform was built for the Cloud from the ground up all the way back 10 years ago, really a lot allows us to deliver that seamless experience of just like instant compute when you want it, it goes away, you know, only pay for what you use. Very few knobs to turn and things like that. And so people absolutely love that factor. The other is multi-Cloud. So, you know, there's definitely a lot of organizations out there that have a multi-Cloud strategy, and, you know, what that means to them can be highly variable, but regardless, they want to be able to interact across Clouds in some capacity. And of course we are a single platform, like literally one single interface, consistent across all the three Cloud providers that we work upon. And it gives them that flexibility to mix and match Cloud infrastructure under any Snowflake however they see fit. The last piece of it is sharing. And, you know, I think it's that ability as I kind of alluded to around like breaking down organizational silos, and allow people to be able to actually connect with each other in ways that you couldn't do before. Like, if you think about how you and I would've shared data before, I'd be like, "Hey, Dave, I'm going to unload this table into a spreadsheet and I'm going to send it over in email." And there's the whole host of issues that get introduced in that and world, now it's like instantly available. I have a lot of control over it, it's governed it's all these other things. And I can create kind of walled gardens, so to speak, of how far out I want that to go. It could be in a controlled environment of organizations that I want to collaborate with, or I can put it on our marketplace and expose it to the whole world, because I think there's a value in that. And if I choose I can monetize it, right? So those, you know, the ease of use aspect of it, absolutely, it's just a fantastic platform. The multi-Cloud aspect of it and our unique differentiation around sharing in our marketplace and monetization. >> Yeah, on the sharing front. I mean, it's now discoverable. Like if you send me an email, like what'd you call that? When did you send that email? And then the same time I can forward that to somebody else's not governed. >> Yeah. >> All right. So that just be creates a nightmare for the compliance. >> Right. Yeah. You think about how you revoke access in that situation. You just don't, right? Now I can just turn it off and you go in to run your query. >> Don't get access on that data anymore. Yeah. Okay. And then the other thing I wanted to ask you, Clark is Snowflake started really as analytics platform, simplifying data warehousing, you're moving into that world of data science, you know, the whole data lake movement, bringing those two worlds together. You know, I was talking to Ben Ward about this, maybe there's a semantic layer that helps us kind of talk between those two worlds, but you don't care, right? If it's in an object store, it can play in both of those worlds, right? >> That's right. >> Yeah, it's up to you to figure it out and the customer- >> Yeah. >> from a storage standpoint. Here it is, serve it up. >> And that's the thrust of this announcement, right? Is bringing together two great companies, the Dell platform, the Snowflake platform, and allowing organizations to bring that together. And they decide like it, as we all know, customers decide how they're going to build their architecture. And so this is just another way that we're helping them leverage the capabilities of our two great platforms. >> Does this push or pull or little bit of both? I mean, where'd this come from? Or customers saying, "Hey, it would be kind of cool if we could have this." Or is it more, "Hey, what do you guys think?" You know, where are you at with that? >> It was definitely both, right? I mean, so we certainly started with, you know, a high level idea that, you know, the technologies are complimentary, right? I mean, as Clark just described, and at the same time we had customers coming to us saying, "Hey, wait a minute, I'm doing this over here, and this over here, how can I make this easier?" So that was like I said, we started with a blank sheet and lots of long customer conversations and this is what resulted. So >> So what are the sequence of events to kind of roll this out? You said it's second half, you know, when do you start getting customers involved? Do you have your already, you know, to poke at this and what's that look like? >> Yeah, sure. I can weigh in there. So, absolutely. We've had a few of our big customers that have been involved sort of in the design already who understand how they want to use it. So I think our expectation is that now that the sort of demonstrations have been in place, we have some pre functionality, we're going to see some initial testing and usage, some beta type situations with our customers. And then second half, we'll ramp from there. >> It's got to be a huge overlap between Dell customers and Snowflake customers. I mean, it's hundred billion. You can't not bump into Dell somewhere. >> Exactly. Yeah, you know. >> So where do you guys want to see this relationship go, kind of how should we measure success? Maybe you could each give your perspectives of that. >> I mean, for us, I think it's really showing the value of the Snowflake platform in this new world where there's a whole new ecosystem of data that is accessible to us, right? So seeing those organizations that are saying like, "Look, I'm doing new things with on-premises data that I didn't think that I could do before", or, "I'm driving efficiency in how I do analytics, and data engineering, and data science, in ways that I couldn't do before," 'cause they were locked out of using a Snowflake-like technology, right? So I think for me, that's going to be that real excitement. I'm really curious to see how the collaboration and the sharing component comes into this, you know, where you can think of having an on-premises data strategy and a need, right? But you can really connect to Cloud native customers and partners and suppliers that live in the Snowflake ecosystem, and that wasn't possible before. And so that is very conceivable and very possible through this relationship. So seeing how those edges get created in in our world and how people start to collaborate across data, both in the Cloud and on-prem is going to be really exciting. >> I remember I asked Frank, it was kind of early in the pandemic. I asked him, come on, tell me about how you're managing things. And he was awesome. And I asked him to at the time, you know, "You're ever going to do, you know, bring this platform on-prem?" He's like unequivocal, "No way, that's never going to happen. We're not going to do it halfway house ware Cloud only." And I kept thinking, but there's got to be a way to expand that team. There's so much data out there, and so boom, now we see the answer . Martin, from your standpoint, what does success look like? >> I think it starts with our partnership, right? So I've been doing this a long time. Probably the first time I've worked so closely with a partner like Snowflake. Joint customer conversations, joint solutioning, making sure what we're building is going to be really, truly as useful as possible to them. And I think we're going to let them guide us as we go forward here, right? You mentioned, you know, systems or record or other potential platforms. We're going to let them tell us where exactly the most value will come from the integration between the two companies. >> Yeah. Follow data. I mean, remember in the old days a hardware company like Dell would go to an ISP like Snowflake and say, "Hey, we ran some benchmarks. Your software runs really fast on our hardware, can we work together?" And you go, "Yeah, of course. Yeah, no problem." But wow! What a different dynamic it is today. >> Yeah. Yeah, absolutely. >> All right guys. Hey, thanks so much for coming to theCube. It's great to see you. We'll see you at the Snowflake Summit in June. >> Snowflake Summit in a month and a half. >> Looking forward to that. All right. Thank you again. >> Thank you Dave. >> All right. Keep it right there everybody. This is Dave Vellante, wall to wall coverage of Dell Tech World 2022. We'll be right back. (gentle music)

>> Narrator: From theCUBE Studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is theCUBE Conversation. >> Hi everyone, this is Dave Vellante at theCUBE, and we're getting ready for the Snowflake Data Cloud Summit. four geographies, eight tracks, more than 40 sessions for this global event. starts on November 17th, where we're tracking the rise of the data cloud. You're going to hear a lot about that. Now, by now, you know the story of Snowflake or, you know what? Maybe you don't. But a new type of cloud-native database was introduced in the middle part of the last decade. And a new set of analytics workloads has emerged, that is powering a transformation within the organizations. And it's doing this by putting data at the core of businesses and organizations. For years, we marched to the cadence of Moore's law. That was the innovation engine of our industry, but now that's changed. It's data, plus machine intelligence, plus cloud. That's the new innovation cocktail for the technology industry and industries overall. And in the Data Cloud Summit, we'll hear from Snowflake executives, founders, technologists, customers, and ecosystems partners. And of course, you're going to hear from interviews on theCUBE. So let's dig in a little bit more. And to help me are two Snowflake experts. Felipe Hoffa is a data cloud advocate and Kent Graziano is a chief technical evangelist, both at Snowflake. Gents, great to see you, thanks for coming on. >> Thanks for having us on, this is great. >> Thank you. >> So guys, first, I got to congratulate you on getting to this point. You've achieved beyond escape velocity and obviously one of the most important IPOs of the year, but you got a lot of work to do and I know that. Felipe, let me start with you. Data cloud, what's a data cloud and what are we going to learn about it at the Data Cloud Summit? >> Oh, that's an excellent question. And, let me tell you a little bit about our story here. And I really, really, really admire what Kent has done. I joined Snowflake like less than two months ago and for me, it's been a huge learning experience. And I look up to Kent a lot on how we deliver the method here, how do we deliver all of that? So, I would love to hear his answer first. >> Dave: Okay, that's cool. Okay Kent, leader on. (Kent laughing) So we took it. Data cloud, that's a catchy phrase, right? But it vectors into at least two of the components of my innovation cocktail. What are the substantive aspects behind the data cloud? >> I mean, it's a new concept, right? We've been talking about infrastructure clouds and SaaS applications living in the application cloud, so data cloud is the ability to really share all that data that we've been collecting. We've spent what? How many da-- A decade or more with big data now, but have we been able to use it effectively? And that's really where the data cloud is coming in and Snowflake, in making that a more seamless, friendly, easy experience to get access to the data. I've been in data warehousing for nearly 30 years now. And our dream has always been to be able to augment an organization's analytics with data from outside their organization. And that's just been a massive pain in the neck with having to move files around and replicate the data and maybe losing track of where it came from or where it went. And the data cloud is really giving our customers the ability to do that in a much more governed way, a much more seamless way, and really make it push button to give anyone access to the data they need and have the performance to do the analytics in near real-time. It's a total game changer as you already know. And just, it's crazy what we're able to do today compared to what we could do when I started out in my career. >> Well, I'm going to come back to that 'cause I want to tap your historical perspective. But Felipe, let me ask you, so why did you join Snowflake? You're the newbie here, what attracted you? >> And finally, I'm the newbie. I used to work at Google until August. I was there for 10 years, I was a developer advocate there also for data, you might have heard about the BigQuery, I was doing a lot of that. And though as time went by, Snowflake started showing up more and more in my feeds, within my customers, in my community. And it came the time when I felt like-- Wherever you're working, once in a while you think, "I should leave this place, "I should try something new, "I should move my career forward." While at Google, I thought that so many times as anyone will do. And it was only when Snowflake showed up, like where Snowflake is going now, how Snowflake is being received by all the customers, that I saw this opportunity. And I decided that moving to Snowflake would be a step forward for me. And so far I'm pretty happy, like the timing has been incredible, but more than the timing and everything, it's really, really a great place for data. What I love first is data, sharing data, analyzing data and how Snowflake is doing it, its promising phenomena. >> So, Kent, I want to come back to you and I said, tap maybe your historical perspective here. And you said, it's always been a dream that you could do these other things, bring in external data. I would say this, that I would want to push a little bit on this because I have often said that the EDW marketplace really never lived up to its promises of 360 degree views of the customer, in real-time or near real-time analytics. And it really has been, as you kind of described it, a real challenge for a lot of organizations. When Hadoop came in, we had-- We got excited that it was going to actually finally live up to that vision and Hadoop did a lot. And don't get me wrong, I mean, the whole concept of, bring the computer data and lowering the cost and so forth. But it certainly didn't minimize complexity. And it seems like, feels like Snowflake is on the cusp of actually delivering on that promise that we've been talking about for 30 years. I wonder if you could share your perspective as an o-- Are we going to get there this time? >> Yeah. And as far as I can tell working with all of our customers, some of them are there. I mean, they thought through those struggles that you were talking about, that I saw throughout my career. And now with getting on Snowflake they're delivering customer 360, they're integrating weblogs and IOT data with structured data from their ERP systems or CRM systems, their supply chain systems and it really is coming to fruition. I mean, the industry leaders, Bill Inmon and Claudia Imhoff, they've had this vision the whole time, but the technology just wasn't able to support it and the cloud, as we said about the internet, changed everything. And then Benoit and Thierry in their vision in building the system, taking the best concepts from the Hadoop world and the data lake world and the enterprise data warehouse world, and putting it all together into this architecture, that's now Snowflake and the data cloud, solved it. I mean, it's-- The classic benefit of hindsight is 20/20, after years in the industry, they had seen these problems and said like, "How can we solve them? "Does the cloud let us solve these problems?" And the answer was, yes, but it did require writing everything from scratch and starting over with, because the architecture of the cloud just allows you to do things that you just couldn't do before. >> Yeah, I'm glad you brought up some of the originators of the data warehouse, because it really wasn't their fault, they were trying to solve a problem. It was the marketers that took it and really kind of made promises that they couldn't keep. But, the reality is when you talk to customers in the sort of the old EDW days, and this is the other thing I want to tap you guys' brains on, it was very challenging. I mean, and one customer one time referred to it as a snake swallowing a basketball. And what he meant by that is, every time there's a change, or Sarbanes-Oxley comes and we have to ingest all this new data. It's like aargh! It's just everything slows down to a grinding halt. Every time Intel came out with a new microprocessor they would go out and grab a new server as fast as they possibly could, he called it chasing the chips. And it was this endless cycle of pain. And so, the originators of the data warehouse, they didn't have the compute power, they didn't have the cloud. And so-- And of course they didn't have like 30, 40 years of pain to draw upon. But I wonder if you could maybe talk a little bit about the kinds of things that can be done now that we haven't been able to do here tofore. >> Well, yeah. I remember early on having a conversation with Bill about this idea of near real-time data warehousing and saying, "Is this real? "Is this something really people need?" And at the time, it was a couple of decades ago, he said, "No, to them, they just want to load their data "sooner than once a month." That was the goal. And they-- That was going to be near real-time for them. And, but now I'm seeing it with our customers. It's like, now we can do it. With things like the Kafka technology and Snowpipe in Snowflake, that people are able to get that refresh way faster and have near real-time analytics access to that data in a much more timely manner. And so it really is coming true. And the compute power that's there, as you said, we've now got this compute power in the cloud that we never dreamed of. I mean, you would think of only certain, very large, massive global companies or governments could afford supercomputers. And that's what it would have taken. And now we've got nearly the power of a super computer in our mobile device that we all carry around with us. So being able to harness all of that now in the cloud, is really opening up opportunities to do things with data and access data in a way that, again, really, we just kind of dreamed of before. Its like, we can democratize data when we get to this point. And I think that's where we are, we're at that inflection point, where now it's possible to do it. So the challenge on organizations is going to be how do we do it effectively? How do we do it with agility? And how do we do it in a governed manner? You mentioned Sarbanes-Oxley, GDPR, CCPA, all of those are out there. And so we have all of that as well. And so that's where we're going to get into it, ride us into the governance and being able to do that in a very quick, flexible, extensible manner. And Snowflakes really letting people do it now. >> Well, yeah. And again, we've been talking about Hadoop, and again, for all my fond thoughts of that era, and it's not like Hadoop is gone, but there was a lot of excitement around it, but governance was a huge problem. And it was kind of a bolt on. And now, Felipe I got to ask you, when you think about a company like Google, your former employer, data is at the core of their business. And so many companies, the data is not at the core of their business, something else is, it's a process or a manufacturing facility or whatever it is. And the data is sort of on the outskirts. We often talk about in stovepipes. And so we're now seeing organizations really, put data at the core of their... And it becomes central to their DNA. I'm curious as to your thoughts on that. And also, if you've got a lot of experience with developers, is there a developer angle here in this new data world? >> Oh, for sure. I mean, I love seeing every-- Like throughout my career at Google and my two months here, I'm talking to so many companies, that you never thought before, like these are database companies. But the ones that keep growing, the ones that keep moving to the next stage of their development is because they are focusing on data, they are adopting the processes, They are learning from it. And, me per-- I focus a lot on developers, so I mean, when I started this career as an advocate, first, I was a software engineer. And my work so far, has been... (mumbles) I really love talking to the engineers on the other companies, like... Maybe I'm not the one solving the business problem, but at the end of the day, when these companies have a business problem through out the world, they want to have data. There are other engineers that are scientists like me that are... That want to work for the company and bring the best technology to solve the problems. Yeah, for example, there's so much where data can help. If, as we evolve the systems for the company and also for us for understanding these systems, things like observability. And recently, there was a big company, a big launch on observability, on the company names of Cyberroam, where they are running all of their data warehousing needs and all of their data needs on Snowflake. Just because running these massive systems and being able to see how they're working, generates a lot of data. And then how do you manage it? How do you analyze it? Snowflake is ready there to help and support the two areas. >> It's interesting, my business partner, John Furrier, co-host of theCUBE, he said, gosh, I would say the middle of the last decade, maybe even around the time, 2013, when Snowflake was just coming out. He said... He predicted that data would be the new development kit. And, it's really at the center of a lot of the data life cycle, the-- What I call the data pipelines, I know people use that term differently. But, I'm very excited about the Data Cloud Summit and what we're going to learn there. And I get to interview a lot of really cool people. And so I appreciate you guys coming on. But Kent, who should attend the Data Cloud Summit? I mean, what are the-- What should they expect to learn? >> Well, as you said earlier Dave, there's so many tracks and there's really kind of something for everyone. So we've got a track on unlocking the value of the data cloud, which is really going to speak to the business leaders, as to what that vision is, what can we do from an organizational perspective with the data cloud to get them value from the data to move our businesses forward? But we've also got for the technicians, migrating to Snowflake. Training sessions on how to do the migration and modernizing your data lake, data science. How to do analytics with, and data science in Snowflake and in the data cloud. And even down to building apps, for the developers and building data products. So, we've got stuff for developers, we've got stuff for data scientists, we've got stuff for the data architects like myself and the data engineers, on how to build all of this out. And then there's going to be some industry solutions spotlights as well. So we can talk about different verticals, folks in FinTech and in healthcare, there's going to be stuff for them. And then for our data superheroes, we have a hallway track where we're going to get talks from the folks that are in our data superheroes, which is really our community advocacy program. So these are folks that are out there in the trenches using Snowflake, delivering value at their organizations. And they're going to talk down and dirty of how did they make this stuff happen? So there's going to be just really, something for everyone. Fireside chats with our executives, of course, something I'm really looking forward to myself. It's always fun to hear from Frank and Christian and Benoit, about what's the next big thing, what are we doing now? Where are we going with all of this? And then there is going to be some awards. We'll be giving out our Data Driver Awards for our most innovative customers. So there's going to be a lot for everybody to consume and enjoy and learn about this new space of the data cloud. >> Well, thank you for that Kent and I'll second that, and there's going to be a lot for everybody. If you're an existing Snowflake customer, there's going to be plenty of two of one content, where we can get in to the how tos and the best practice. If you're really not that familiar with Snowflake or you're not a customer, there's a lot of one-on-one content going on. If you're an investor and you want to figure out, "Okay, what is this vision? "And can, will this company grow into its massive valuation? "And how are they going to do that?" I think you're going to hear about the data cloud and really try to get a perspective and you can make your own judgment as to whether or not you think that it's going to be as large a market as many people think. So Felipe, I'd love to hear from you what people can expect at the Data Cloud Summit. >> Totally. So I would love to plus one to every one that Kent said, we have a phenomenal schedule that day, the executives will be there. But I really wanted to especially highlight the session I'm preparing with Trevor Noah. I'm sure you must have heard of him. And we are having him at the Data Cloud Summit, and we are going to have a session. We are going to talk about data. We are preparing a session that's all about how people that love data, that people that want to make that actionable, how can they bring storytelling and make it have more impact as he has well learned to do through his life. >> That's awesome. So, yeah, Trevor Noah, we're not just going to totally geek out here. We're going to have some great entertainment as well. So I want you to go to snowflake.com and click on Data Cloud Summit 2020. There's four geos. It starts on November 17th and then runs through the week and then the following week in Japan. So, check that out, we'll see you there. This is Dave Vellante for theCUBE. Thanks for watching. (upbeat music)

>> Narrator: Live from Las Vegas, it's The Cube, covering AWS re:Invent 2017. Presented by AWS, Intel, and our ecosystem of partners. >> Bob: It's actually a little quieter here. >> Hey, welcome back to AWS re:Invent 2017. I am Lisa Martin. We're all very chatty. You can hear a lot of chatty folks behind us. This is day two of our continuing coverage. 42,000 people here, amazing. I'm Lisa Martin with my co-host Keith Townsend, and we're very excited to be joined by a Cube alumni Bob Muglia, CEO and President of Snowflake. >> Thank you. >> Lisa: Welcome back. >> Thank you, good to be back. >> And Kelly Mungary, the Director of Enterprise Data and Analytics from Lionsgate. A great use case from Snowflake. Thanks so much guys for joining us. So one of the hot things going on today at the event is your announcement Bob with AWS and Snowpipe. What is Snowpipe? How do customers get started with it? >> Great, well thanks. We're excited about Snowpipe. Snowpipe is a way of ingesting data into Snowflake in a streaming, continuous way. You simply can drop new data that's coming in into S3 and we'll ingest it for you automatically. Makes that super, super simple. Brings the data in continuously into your data warehouse, ensuring that you're always up to date and your analysts are getting the latest insights and the latest data. >> So, when you guys were founded, about five years ago, as the marketing says on your website, a complete data warehouse built for the Cloud. What was the opportunity back then? What did you see that was missing, and how has Snowflake evolved to really be a leader in this space? >> So you know, if you go back five years this was a time frame where no SQL was the big rage, and everybody was talking about how SQL was passe and it's something that you're not see in the future. Our founders had a different view, they had been working on true relational databases for almost 20 years, and they recognized the power of SQL and relational technology but they also saw that customers were experiencing significant limits with existing technology, and those limits really restricted what people could do. They saw in the Cloud and what Amazon had done the ability to build a all new database that takes advantage of the full elasticity and power of the Cloud to deliver whatever set of analytics capabilities that the business requires. However much data you want, however many queries simultaneously. Snowflake takes what you love about a relational database and removes all the limits, and allows you to operate in a very different way. And our founders had that vision five years ago, and really successfully executed on it. The product has worked beyond our dreams, and our customers, our response from our customers is what we get so excited about. >> So, the saying is "Data is the new oil". However, just as oil is really hard to drill for and find, finding the data to service up, to even put in a data lake to analyze has been a challenge. How did you guys go about identifying what data should even be streamed to Snowpipe? >> Well, yeah, that's a great question. I mean, in entertainment today, we're experiencing probably like in pretty much every type of business. A data explosion. We have, you know, streaming is big now. We have subscription data coming in, billing data, social media data, and on and on. And the thing is, it's not coming in a normal, regular format. It's coming in what we call a semi-structured, structured, json, xml. So, up until Snowflake came onto the scene with a truly Cloud based SAAS solution for data warehousing pretty much everyone was struggling to wrangle in all these data sets. Snowpipe is a great example of one of the avenues of bringing in these multiple data sets, merging them real time, and getting the analytics out to your business in an agile way that has never been seen before. >> So, can you talk a little bit about that experience? Kinda that day one up, you were taking these separate data sources, whether it's ERP solution, data from original content, merging that together and then being able to analyze that. What was that day one experience like? >> Well, you know, I gotta tell you, it evolves around a word, that word is "Yes", okay? And data architects and executives and leaders within pretty much every company are used to saying, "We'll get to that" and "We'll put it on the road map", "We could do that six months out", "Three months out". So what happened when I implemented Snowflake was I was just walking into meetings and going, "Yes". "You got it". "No worries, let's do it". >> Lisa: It liberated. >> Well, it's changes, it's not only liberating, it changes the individual's opportunities, the team's opportunities, the company's opportunities, and ultimately, revenue. So, I think it's just an amazing new way of approaching data warehousing. >> So Bob, can you talk a little bit about the partnership with AWS, and the power to bring that type of capability to customers? Data lakes are really hard to do that type of thing run a query against to get instant answers. Talk about the partnership with AWS to bring that type of capability. >> Well Amazon's been a fantastic partner of ours, and we really enjoy working with Amazon. We wind up working together with them to solve customer problems. Which is what I think is so fantastic. And with Snowflake, on top of Amazon, you can do what Kelly's saying. You can say yes, because all of a sudden you can now bring all of your data together in one place. Technology has limited, it's technology that has caused data to be in disparate silos. People don't want their data all scattered all over the place. It's all in these different places because limits to technology force people to do that. With the Cloud, and with what Amazon has done and with a product like Snowflake, you can bring all of that data together, and the thing that's interesting, where Kelly is going, is it can change the culture of a company, and the way people work. All of a sudden, data is not power. Data is available to everyone, and it's democratizing. Every person can work with data and help to bring the business forward. And it can really change the dynamics about the way people work. >> And Kelly, you just spoke at the multi-city Cloud Analytics Tour that Snowflake just did. You spoke in Santa Monica, one of my favorite places. You talked about a data driven culture. And we hear data driven in so many different conversations, but how did you actually go about facilitating a data driven culture. Who are some of the early adopters, and what business problems have you been able to solve by saying yes? >> Well, I can speak entertainment in general. I think that it's all about technology it's about talent, and it's about teaching. And with technology being the core of that. If we go back five years, six years, seven years, it was really hard to walk into a room, have an idea, a concept, around social media, around streaming data, around billing, around accounting. And to have an agile approach that you could bring together within a week or so forth. So what's happening is, now that we've implemented Snowflake on AWS and some of the other what I call dream tools on top of that. The dream stack, which includes Snowflake. It's more about integrating with the business. Now we can speak the same language with them. Now we can walk into a room and they're glad to see me now. And at the end of the day, it's new, it's all new. So, this is something that I say sometimes, in kidding, but it's actually true. It's as if Snowflake had a time traveler on staff that went forward in the future ten years to determine how things should be done in the big data space, and then came back and developed it. And that's how futuristic they are, but proven at the same time. And that allows us to cultivate that data driven culture within entertainment, because we have tools and we have the agile approach that the business is looking for. >> So, Kelly, I'm really interested, and I love the concept of making data available to everyone. That's been a theme of this conference from the keynote this morning, which is putting tools in builder's hands, and allowing builders to do what they do. >> Kelly: That's right. >> And we're always surprised at what users come back with. What's one of the biggest surprises from the use cases, now that you've enabled your users. >> Well, I'm gonna give you one that's based on AWS and Snowflake. A catch phrase you hear a lot of is "Data center of excellence", and a lot of us are trying to build out these data centers of excellence, but it's a little bit of an oxymoron to the fact that a data center of excellence is really about enabling your business and finding champions within marketing, within sales, within accounting, and giving them the ability to have self-service business intelligence, self-service data warehousing. The kinds of things that, again, we go back five, six years ago, you couldn't even have that conversation. I'll tell you today, I can walk into a room, and say, "Okay, who here is interested in learning "about data warehousing?". And there'll be somebody, "Okay, great". Within an hour, I'll have you being dangerous in terms of setting up, standing up, configuring and loading a data warehouse. That's unheard of, and it's all due to Snowflake and their new technology. >> I'd love to understand Bob, from your perspective. First of all, it sounds like you have a crystal ball according to Kelly, which is awesome. But second of all, collaboration, we talked about that earlier. Andy Jassy is very well known and very vocal about visiting customers every week. And I love their bottom, their backwards approach to, before building a product, to try to say, "What problem can we solve?". They're actually working with customers first. What are their requirements? Tell me a little bit Bob about the collaboration that Snowflake has with Lionsgate, or other customers. How are they helping to influence your crystal ball? >> You know what, this is where I think what Amazon has done, and Andy has done a fantastic job. There's so much to learn from them, and the customer centricity that Amazon has always had is something that we have really focused to bring into Snowflake, and really build deeply into our culture. I've sort of said many, many times, Snowflake is a value space company. Our values are important to us, they're prominent in our website. Our first value is we put our customer's first. What I'm most proud of is, every customer who has focused on deploying Snowflake, has successfully deployed Snowflake, and we learn from them. We engage with them. We partner with them. All of our customers are our partners. Kelly and Lionsgate are examples of customers that we learn from every day, and it's such a rewarding thing to hear what they want to do. You look at Snowpipe and what Snowpipe is, that came from customers, we learned that from customers. You look at so many features, so many details. It's iterative learning with customers. And what's interesting about that, it's listening to customers, but it's also understanding what they do. One of the things that's interesting about Snowflake is is that as a company we run Snowflake on Snowflake. All of our data is in Snowflake. All of our sales data, our financial data, our marketing data, our product support data, our engineering data. Every time a user runs a query, that query is logged in Snowflake and intrinsics about it are logged. So what's interesting is because it's all in one place, and it's all accessible, we can answer essentially any question, about what's been done. And then, driving the culture to do that is an important thing. One of the things I do find interesting is, even at Snowflake, even at this data centered company, even where everything is all centralized, I still find sometimes people don't reference it. And I'm constantly reinforcing that your intuition, you know, you're really smart, you're really intuitive, but you could be wrong. And if you can answer the question based on what's happened, what your customers are doing, because it's in the data, and you can get that answer quickly, it's a totally different world. And that's what you can do when you have a tool with the power of what Snowflake can deliver, is you could answer effectively any business question in just a matter of minutes, and that's transformative, it's transformative to the way people work, and that, to me, that's about what it means to build a data driven culture. Is to reinforce that the answer is inside what customers are doing. And so often, that is encapsulated in the data. >> Wow, your energy is incredible. We thank you so much Bob and Kelly for coming on and sharing your story. And I think a lot of our viewers are gonna learn some great lessons from both of you on collaboration on transformations. So thanks so much for stopping by. >> Yeah. >> Thank you so much, we really enjoyed it. Thanks a lot. >> Likewise, great to meet you. >> Thanks Kelly. >> Thank you. >> For my co-host Keith Townsend, and for Kelly and Bob, I am Lisa Martin. You've been watching The Cube, live on day two, continuing coverage at AWS re:Invent 2017. Stick around, we have great more guests coming up. (upbeat music)