[
  {
    "startMs": 1309,
    "text": "[music]"
  },
  {
    "startMs": 12760,
    "text": ">> Hi everyone. So, I think I'm one of the"
  },
  {
    "startMs": 14560,
    "text": "last speakers that is standing between"
  },
  {
    "startMs": 16000,
    "text": "you and the long weekend."
  },
  {
    "startMs": 18080,
    "text": "So, I hope I can get your energy levels"
  },
  {
    "startMs": 19920,
    "text": "up."
  },
  {
    "startMs": 21000,
    "text": "Um so, I'm responsible for our internal"
  },
  {
    "startMs": 22960,
    "text": "AI tools for our sales team."
  },
  {
    "startMs": 25440,
    "text": "And the reason I'm here today is indeed"
  },
  {
    "startMs": 27640,
    "text": "like we launched our internal"
  },
  {
    "startMs": 28760,
    "text": "go-to-market assistant"
  },
  {
    "startMs": 30560,
    "text": "uh in September last year."
  },
  {
    "startMs": 32560,
    "text": "It answered more than 1 million"
  },
  {
    "startMs": 34160,
    "text": "questions so far. We have roughly"
  },
  {
    "startMs": 35960,
    "text": "answered 40,000 questions a week."
  },
  {
    "startMs": 38480,
    "text": "Um and we are the customer zero for a"
  },
  {
    "startMs": 40600,
    "text": "lot of Snowflake products. So, this is"
  },
  {
    "startMs": 42600,
    "text": "built on Snowflake co-work."
  },
  {
    "startMs": 45080,
    "text": "Um and I meet a lot of customers every"
  },
  {
    "startMs": 47640,
    "text": "week. Okay? So, I meet a lot of"
  },
  {
    "startMs": 49160,
    "text": "enterprises, Fortune 500 companies, and"
  },
  {
    "startMs": 51960,
    "text": "then they're all trying to build similar"
  },
  {
    "startMs": 53200,
    "text": "things, and they all struggle, right?"
  },
  {
    "startMs": 55040,
    "text": "So, and then I end up like having this"
  },
  {
    "startMs": 56480,
    "text": "discussion with them all the time. Like"
  },
  {
    "startMs": 58520,
    "text": "they ask like how did you guys do it?"
  },
  {
    "startMs": 60080,
    "text": "And then we share our best practices."
  },
  {
    "startMs": 62040,
    "text": "So, I will try to share some of those"
  },
  {
    "startMs": 63320,
    "text": "things with you."
  },
  {
    "startMs": 64600,
    "text": "Uh I'm told that I need to have some"
  },
  {
    "startMs": 66280,
    "text": "code in my presentation. I don't, but I"
  },
  {
    "startMs": 68000,
    "text": "will try to show you at least some"
  },
  {
    "startMs": 69040,
    "text": "architectural diagrams just to make it"
  },
  {
    "startMs": 71000,
    "text": "more interesting for the engineering"
  },
  {
    "startMs": 72240,
    "text": "audience."
  },
  {
    "startMs": 73240,
    "text": "Uh but let's jump into it."
  },
  {
    "startMs": 75040,
    "text": "Um"
  },
  {
    "startMs": 76000,
    "text": "I think before we start like I think I"
  },
  {
    "startMs": 77320,
    "text": "already I was watching the other"
  },
  {
    "startMs": 78560,
    "text": "presentations like I think everyone"
  },
  {
    "startMs": 79880,
    "text": "tries to give their interpretation of"
  },
  {
    "startMs": 81760,
    "text": "like you know, why are we even building"
  },
  {
    "startMs": 84360,
    "text": "things for go-to-market. Okay? So, this"
  },
  {
    "startMs": 86000,
    "text": "is how I explain it to family and"
  },
  {
    "startMs": 87680,
    "text": "friends."
  },
  {
    "startMs": 88960,
    "text": "So, let's take Snowflake. Okay? So, we"
  },
  {
    "startMs": 90960,
    "text": "are a company of like, you know, close"
  },
  {
    "startMs": 92400,
    "text": "to 10,000 people."
  },
  {
    "startMs": 94000,
    "text": "So, if you look at that or our"
  },
  {
    "startMs": 95480,
    "text": "organization, almost half of our"
  },
  {
    "startMs": 97280,
    "text": "basically workforce is sales, right? And"
  },
  {
    "startMs": 99400,
    "text": "what are they responsible for? They're"
  },
  {
    "startMs": 101200,
    "text": "responsible for revenue generation."
  },
  {
    "startMs": 103800,
    "text": "What do they struggle with? And I into I"
  },
  {
    "startMs": 106160,
    "text": "talked to a lot of customers. It's very"
  },
  {
    "startMs": 108000,
    "text": "common. You know, everyone's data is"
  },
  {
    "startMs": 109840,
    "text": "siloed. We work with a lot of"
  },
  {
    "startMs": 111080,
    "text": "first-party data, a lot of third-party"
  },
  {
    "startMs": 112720,
    "text": "data. It's all locked down in these like"
  },
  {
    "startMs": 114920,
    "text": "SaaS tools and things like that. And"
  },
  {
    "startMs": 116800,
    "text": "literally we have for example like reps"
  },
  {
    "startMs": 118800,
    "text": "who are using 15 different tools, not"
  },
  {
    "startMs": 120680,
    "text": "because they love the UI of those tools,"
  },
  {
    "startMs": 122160,
    "text": "because every tool has a different data"
  },
  {
    "startMs": 123840,
    "text": "point, and then they end up stitching"
  },
  {
    "startMs": 125520,
    "text": "all of that together in spreadsheets and"
  },
  {
    "startMs": 126960,
    "text": "running it there, right?"
  },
  {
    "startMs": 128800,
    "text": "And the data is endless. Like we have"
  },
  {
    "startMs": 130800,
    "text": "reps who have 1,000 accounts assigned to"
  },
  {
    "startMs": 132920,
    "text": "them, 1,000 customers."
  },
  {
    "startMs": 135160,
    "text": "They have to stay on top of their recent"
  },
  {
    "startMs": 136680,
    "text": "news, what's happening with their"
  },
  {
    "startMs": 137720,
    "text": "consumption, did they get in support"
  },
  {
    "startMs": 139240,
    "text": "tickets recently, what was their latest"
  },
  {
    "startMs": 141480,
    "text": "earning results, everything. There's no"
  },
  {
    "startMs": 143560,
    "text": "It's not a single human on this planet"
  },
  {
    "startMs": 145040,
    "text": "that can stay on top of that much data."
  },
  {
    "startMs": 147080,
    "text": "And then they need to do that 30 times,"
  },
  {
    "startMs": 148720,
    "text": "40 times a day, right?"
  },
  {
    "startMs": 151320,
    "text": "So, what does AI offer for them?"
  },
  {
    "startMs": 153920,
    "text": "It offers that data democratization. No"
  },
  {
    "startMs": 155959,
    "text": "more like 1,000 dashboards, right? No"
  },
  {
    "startMs": 157680,
    "text": "more access to analysts. Like you know,"
  },
  {
    "startMs": 159959,
    "text": "um it offers automation possibilities"
  },
  {
    "startMs": 161760,
    "text": "for them, right? It frees up their"
  },
  {
    "startMs": 163720,
    "text": "inbox. It offers tool consolidation. No"
  },
  {
    "startMs": 166440,
    "text": "longer 15 different tools that I need to"
  },
  {
    "startMs": 168200,
    "text": "work for."
  },
  {
    "startMs": 170080,
    "text": "And that brings productivity savings. It"
  },
  {
    "startMs": 172200,
    "text": "frees up your time, right? You can use"
  },
  {
    "startMs": 173959,
    "text": "that time on other things. It helps you"
  },
  {
    "startMs": 175480,
    "text": "become a better seller. You're more"
  },
  {
    "startMs": 176840,
    "text": "effective with your customers. And that"
  },
  {
    "startMs": 178959,
    "text": "translates to business results. You can"
  },
  {
    "startMs": 180840,
    "text": "cover more of your book, you know, you"
  },
  {
    "startMs": 182720,
    "text": "can have better win rates, uh you can"
  },
  {
    "startMs": 185239,
    "text": "have shorter deal cycles, and ultimately"
  },
  {
    "startMs": 187040,
    "text": "what everyone cares about, you can get"
  },
  {
    "startMs": 188480,
    "text": "incremental revenue. Okay, so that's the"
  },
  {
    "startMs": 190320,
    "text": "reason why I'm I'm working for, you"
  },
  {
    "startMs": 192200,
    "text": "know, making the go-to-market"
  },
  {
    "startMs": 193239,
    "text": "organizations more effective."
  },
  {
    "startMs": 196440,
    "text": "But, there's a catch. These are"
  },
  {
    "startMs": 198160,
    "text": "non-deterministic systems,"
  },
  {
    "startMs": 200040,
    "text": "right?"
  },
  {
    "startMs": 201239,
    "text": "And I run into this problem every time"
  },
  {
    "startMs": 204280,
    "text": "with users."
  },
  {
    "startMs": 205600,
    "text": "I see many, many, many AI projects"
  },
  {
    "startMs": 207800,
    "text": "failed,"
  },
  {
    "startMs": 208920,
    "text": "and then it fails on this principle."
  },
  {
    "startMs": 211600,
    "text": "User trust is earned extremely hard and"
  },
  {
    "startMs": 214920,
    "text": "is lost overnight,"
  },
  {
    "startMs": 217080,
    "text": "right?"
  },
  {
    "startMs": 218080,
    "text": "So, at the end what you're doing is"
  },
  {
    "startMs": 219880,
    "text": "you're putting a free-form chatbot"
  },
  {
    "startMs": 221840,
    "text": "there,"
  },
  {
    "startMs": 223200,
    "text": "right? And people will come in and they"
  },
  {
    "startMs": 224840,
    "text": "will ask any question they can think of."
  },
  {
    "startMs": 227519,
    "text": "If they like what they see in the first"
  },
  {
    "startMs": 229480,
    "text": "five questions, they come back."
  },
  {
    "startMs": 232200,
    "text": "If they don't like what they see, it's"
  },
  {
    "startMs": 233840,
    "text": "10 times more effort for you to win them"
  },
  {
    "startMs": 235600,
    "text": "back, if you can ever win them back."
  },
  {
    "startMs": 237880,
    "text": "Right?"
  },
  {
    "startMs": 238960,
    "text": "So, we have a saying in our team, we say"
  },
  {
    "startMs": 241400,
    "text": "quality is P minus one."
  },
  {
    "startMs": 243240,
    "text": "Right?"
  },
  {
    "startMs": 244360,
    "text": "And that's basically we take that very,"
  },
  {
    "startMs": 246120,
    "text": "very seriously."
  },
  {
    "startMs": 248120,
    "text": "So, one of the things that we really"
  },
  {
    "startMs": 250200,
    "text": "cared about is when I first joined the"
  },
  {
    "startMs": 252160,
    "text": "team,"
  },
  {
    "startMs": 253440,
    "text": "you know, the team had all these like"
  },
  {
    "startMs": 254720,
    "text": "data sources connected from our top"
  },
  {
    "startMs": 256359,
    "text": "dashboards. We they had a knowledge"
  },
  {
    "startMs": 257840,
    "text": "assistant built into it and so on. We"
  },
  {
    "startMs": 259880,
    "text": "had three lines of agent instructions."
  },
  {
    "startMs": 262560,
    "text": "And then before I even tried the agent,"
  },
  {
    "startMs": 264120,
    "text": "I opened a spreadsheet, I took the sales"
  },
  {
    "startMs": 265720,
    "text": "process, I wrote down 150 questions."
  },
  {
    "startMs": 268600,
    "text": "And then the sales our engineering team"
  },
  {
    "startMs": 270280,
    "text": "was like, \"What are you doing? We don't"
  },
  {
    "startMs": 271360,
    "text": "have that data in the agent.\""
  },
  {
    "startMs": 273280,
    "text": "I was like, \"It doesn't matter. These"
  },
  {
    "startMs": 274480,
    "text": "are the questions your sellers are going"
  },
  {
    "startMs": 275800,
    "text": "to ask.\""
  },
  {
    "startMs": 276760,
    "text": "Right? And then we run our test, 50%"
  },
  {
    "startMs": 279200,
    "text": "accuracy, you know, like everyone's"
  },
  {
    "startMs": 280720,
    "text": "depressed and so on. So, we said, \"Okay,"
  },
  {
    "startMs": 282919,
    "text": "let's make sure that we don't go for"
  },
  {
    "startMs": 284480,
    "text": "coverage, but we go for quality.\" Right?"
  },
  {
    "startMs": 287040,
    "text": "We don't want to try to answer 100"
  },
  {
    "startMs": 288600,
    "text": "questions and get them 70% right. We"
  },
  {
    "startMs": 290919,
    "text": "want to answer 50 questions, but get"
  },
  {
    "startMs": 292480,
    "text": "them 95% right. Right? Because with that"
  },
  {
    "startMs": 295280,
    "text": "you get a first impression, good first"
  },
  {
    "startMs": 296919,
    "text": "impression, you build a trust with them."
  },
  {
    "startMs": 298960,
    "text": "And then rather than being in that boat"
  },
  {
    "startMs": 300520,
    "text": "of, \"Oh, this thing doesn't work.\""
  },
  {
    "startMs": 302040,
    "text": "people are like, \"Oh, this thing is"
  },
  {
    "startMs": 303200,
    "text": "awesome. Can I get more of that?\""
  },
  {
    "startMs": 305160,
    "text": "Right?"
  },
  {
    "startMs": 306160,
    "text": "So, we started small and 60% of the data"
  },
  {
    "startMs": 309600,
    "text": "we actually added after the launch,"
  },
  {
    "startMs": 311600,
    "text": "after the 6-7 months post launch. Today,"
  },
  {
    "startMs": 314240,
    "text": "if you look into our agent, I mean, it's"
  },
  {
    "startMs": 316360,
    "text": "not a small agent. We have 15 semantic"
  },
  {
    "startMs": 318760,
    "text": "views, 85 tables, 3,000 columns of data."
  },
  {
    "startMs": 322040,
    "text": "We have like five to six different MCP"
  },
  {
    "startMs": 323880,
    "text": "connections on it. You know, close to 20"
  },
  {
    "startMs": 326080,
    "text": "skills connected to that and so on and"
  },
  {
    "startMs": 327800,
    "text": "so on."
  },
  {
    "startMs": 328560,
    "text": "Right? So, it's a huge system that we"
  },
  {
    "startMs": 330560,
    "text": "are managing in here."
  },
  {
    "startMs": 333240,
    "text": "And then you cannot just launch these"
  },
  {
    "startMs": 334919,
    "text": "things to everyone, right? So, we said"
  },
  {
    "startMs": 336480,
    "text": "that, \"Look, we need to do this in a"
  },
  {
    "startMs": 337720,
    "text": "controlled way because we want to make"
  },
  {
    "startMs": 339280,
    "text": "sure that we earn that first five"
  },
  {
    "startMs": 340720,
    "text": "questions. We don't want to burn our"
  },
  {
    "startMs": 342240,
    "text": "bridges in that first five questions.\""
  },
  {
    "startMs": 344400,
    "text": "Right? So, that's why with every product"
  },
  {
    "startMs": 346880,
    "text": "we do, we do a face launch."
  },
  {
    "startMs": 349040,
    "text": "The first one is a pilot. The goal of"
  },
  {
    "startMs": 351000,
    "text": "the pilot is to prove the accuracy,"
  },
  {
    "startMs": 352800,
    "text": "prove the quality, right? You get your"
  },
  {
    "startMs": 355440,
    "text": "top, you know, AI native folks in the"
  },
  {
    "startMs": 359000,
    "text": "organization who are eager to work with"
  },
  {
    "startMs": 361280,
    "text": "you, give you feedback, improve the"
  },
  {
    "startMs": 362600,
    "text": "product, make sure that you got the"
  },
  {
    "startMs": 364480,
    "text": "rough edges through that, right? And"
  },
  {
    "startMs": 367240,
    "text": "then after a couple of weeks, you come"
  },
  {
    "startMs": 368520,
    "text": "to a point where it looks like, okay,"
  },
  {
    "startMs": 370240,
    "text": "those rough edges are more smoother now."
  },
  {
    "startMs": 372760,
    "text": "Okay? Then you go into your better"
  },
  {
    "startMs": 374440,
    "text": "launch. We do 10% better, right? With"
  },
  {
    "startMs": 376440,
    "text": "600 people."
  },
  {
    "startMs": 377960,
    "text": "There you are looking at do I truly have"
  },
  {
    "startMs": 380000,
    "text": "an basically a minimum viable product?"
  },
  {
    "startMs": 382560,
    "text": "Is the MVP really there, right? And what"
  },
  {
    "startMs": 385120,
    "text": "will happen is that you will start"
  },
  {
    "startMs": 386120,
    "text": "getting tons of requests. Can you"
  },
  {
    "startMs": 387480,
    "text": "connect this data? Can you connect that"
  },
  {
    "startMs": 389000,
    "text": "data and everything? And then you are"
  },
  {
    "startMs": 390680,
    "text": "looking at like where are the actually"
  },
  {
    "startMs": 392240,
    "text": "the concentrations happening? Because"
  },
  {
    "startMs": 394440,
    "text": "that means that if you don't get those"
  },
  {
    "startMs": 395800,
    "text": "things in, you don't truly have an MVP,"
  },
  {
    "startMs": 397760,
    "text": "right? Then it's not going to work for"
  },
  {
    "startMs": 399280,
    "text": "their daily workflows."
  },
  {
    "startMs": 401320,
    "text": "And then at this stage, you're also"
  },
  {
    "startMs": 402720,
    "text": "trying to prove are they coming back?"
  },
  {
    "startMs": 405680,
    "text": "Right? So, the things that we really"
  },
  {
    "startMs": 407360,
    "text": "track there"
  },
  {
    "startMs": 408840,
    "text": "is basically like, okay, how many"
  },
  {
    "startMs": 410080,
    "text": "questions they're asking and everything,"
  },
  {
    "startMs": 411840,
    "text": "but what is the retention rate? So, we"
  },
  {
    "startMs": 414000,
    "text": "exited for example that at like more"
  },
  {
    "startMs": 415680,
    "text": "than 70% retention rate that the weekly"
  },
  {
    "startMs": 417720,
    "text": "active users were coming back. Okay, now"
  },
  {
    "startMs": 419960,
    "text": "we're in a good place, right? We have"
  },
  {
    "startMs": 421400,
    "text": "confidence on the accuracy, we have on"
  },
  {
    "startMs": 423280,
    "text": "the confidence of the basically the"
  },
  {
    "startMs": 424560,
    "text": "coverage of the product we have, and"
  },
  {
    "startMs": 426320,
    "text": "people are coming back. Okay, now let's"
  },
  {
    "startMs": 428360,
    "text": "go to GA, and then you launch through"
  },
  {
    "startMs": 430240,
    "text": "the GA. And then you have your next"
  },
  {
    "startMs": 432200,
    "text": "problem."
  },
  {
    "startMs": 433400,
    "text": "So, I know that this is a technical"
  },
  {
    "startMs": 434520,
    "text": "conference, but this is also where a lot"
  },
  {
    "startMs": 436840,
    "text": "of these products fail."
  },
  {
    "startMs": 438480,
    "text": "It's basically how do you drive change"
  },
  {
    "startMs": 440000,
    "text": "management? So, you launch your product,"
  },
  {
    "startMs": 442560,
    "text": "you are 2 weeks into the launch, and"
  },
  {
    "startMs": 444480,
    "text": "then you are here. And all your"
  },
  {
    "startMs": 446080,
    "text": "management is like disappointed or"
  },
  {
    "startMs": 448560,
    "text": "frustrated. Why aren't people using"
  },
  {
    "startMs": 450480,
    "text": "this? Why are numbers are real low?"
  },
  {
    "startMs": 452680,
    "text": "Right? And I show them this graph."
  },
  {
    "startMs": 455120,
    "text": "I say that only 20% of your basically"
  },
  {
    "startMs": 457680,
    "text": "organization actually tried the product."
  },
  {
    "startMs": 460720,
    "text": "I cannot do anything. This is not the"
  },
  {
    "startMs": 462360,
    "text": "product's fault if people are not even"
  },
  {
    "startMs": 463880,
    "text": "taking 5 minutes to try try the product."
  },
  {
    "startMs": 466680,
    "text": "Right? If they try it and if they don't"
  },
  {
    "startMs": 468600,
    "text": "come back, okay, that's my problem."
  },
  {
    "startMs": 470760,
    "text": "Right? But if they don't try it, then we"
  },
  {
    "startMs": 472200,
    "text": "have another problem."
  },
  {
    "startMs": 473800,
    "text": "So, the first and I've been, you know,"
  },
  {
    "startMs": 475760,
    "text": "I've seen this with many many sales"
  },
  {
    "startMs": 477120,
    "text": "organization in my past life as well and"
  },
  {
    "startMs": 478920,
    "text": "so on. Usually this is a couple of month"
  },
  {
    "startMs": 480800,
    "text": "process. And then you significantly"
  },
  {
    "startMs": 483240,
    "text": "invest in basically change management,"
  },
  {
    "startMs": 485040,
    "text": "in activation. I will spend 60 70% of my"
  },
  {
    "startMs": 488000,
    "text": "time in sales meetings, giving demos,"
  },
  {
    "startMs": 490640,
    "text": "building dashboards, which teams"
  },
  {
    "startMs": 492440,
    "text": "adopted, you know, shaming the like the"
  },
  {
    "startMs": 494280,
    "text": "managers whose team is actually doing"
  },
  {
    "startMs": 495919,
    "text": "good, getting sponsorship from sales"
  },
  {
    "startMs": 498000,
    "text": "leaders to basically like make sure that"
  },
  {
    "startMs": 499560,
    "text": "they you know, they push their people to"
  },
  {
    "startMs": 501320,
    "text": "try these things and so on. And then"
  },
  {
    "startMs": 503160,
    "text": "ultimately that gets your blue line up"
  },
  {
    "startMs": 504960,
    "text": "and then your questions are start coming"
  },
  {
    "startMs": 506440,
    "text": "up and then your focus can shift into,"
  },
  {
    "startMs": 509040,
    "text": "okay, how do I drive more depth?"
  },
  {
    "startMs": 511000,
    "text": "Right?"
  },
  {
    "startMs": 512159,
    "text": "And I want to really really emphasize"
  },
  {
    "startMs": 513400,
    "text": "this because if you hadn't done this,"
  },
  {
    "startMs": 515320,
    "text": "we would probably be doing, you know,"
  },
  {
    "startMs": 518200,
    "text": "half of where we are today. So, this is"
  },
  {
    "startMs": 519960,
    "text": "a very very important part. And then as"
  },
  {
    "startMs": 522000,
    "text": "engineers, if you spend all your effort,"
  },
  {
    "startMs": 523800,
    "text": "you want to have a good product, make"
  },
  {
    "startMs": 525600,
    "text": "sure that the activation and the change"
  },
  {
    "startMs": 526960,
    "text": "management is like lined up, like post"
  },
  {
    "startMs": 529360,
    "text": "launch of the product as well."
  },
  {
    "startMs": 532839,
    "text": "Now, you run into another issue. Okay,"
  },
  {
    "startMs": 534440,
    "text": "you are let's say that four to six"
  },
  {
    "startMs": 536760,
    "text": "months down the road. Right?"
  },
  {
    "startMs": 539080,
    "text": "What happens is you successfully"
  },
  {
    "startMs": 540839,
    "text": "launched the product. You are first like"
  },
  {
    "startMs": 542400,
    "text": "rockstars in the company."
  },
  {
    "startMs": 544120,
    "text": "Right? People literally show you on the"
  },
  {
    "startMs": 545320,
    "text": "corridor like, \"Hey, your product is"
  },
  {
    "startMs": 546839,
    "text": "awesome. We can talk to our data now. We"
  },
  {
    "startMs": 549120,
    "text": "don't need to wait on the queue to like,"
  },
  {
    "startMs": 551200,
    "text": "you know, get access to like analysts to"
  },
  {
    "startMs": 553160,
    "text": "answer our questions in every 2 weeks"
  },
  {
    "startMs": 554760,
    "text": "and so on. Right?\" And after a couple of"
  },
  {
    "startMs": 556960,
    "text": "months, they start coming back to you"
  },
  {
    "startMs": 558240,
    "text": "with frustrations. Say, \"I cannot do"
  },
  {
    "startMs": 559680,
    "text": "this in the product anymore. Right? I I"
  },
  {
    "startMs": 561800,
    "text": "would like to I mean, I saw this other"
  },
  {
    "startMs": 563200,
    "text": "AI product that does this and so on.\""
  },
  {
    "startMs": 565240,
    "text": "This is what I call the collapsing of"
  },
  {
    "startMs": 566880,
    "text": "the wow factor."
  },
  {
    "startMs": 568360,
    "text": "Okay? So, initially you are cool,"
  },
  {
    "startMs": 570839,
    "text": "but then"
  },
  {
    "startMs": 572040,
    "text": "and that becomes a habit, right? You"
  },
  {
    "startMs": 573600,
    "text": "basically change their habit and it"
  },
  {
    "startMs": 575040,
    "text": "becomes standard for them. Now, you need"
  },
  {
    "startMs": 577160,
    "text": "to raise the bar again."
  },
  {
    "startMs": 578880,
    "text": "So, the journey that we usually see with"
  },
  {
    "startMs": 580520,
    "text": "the sales teams is like you start with"
  },
  {
    "startMs": 582240,
    "text": "talk to your data. How do we get you out"
  },
  {
    "startMs": 584200,
    "text": "of those like, you know, hundreds of"
  },
  {
    "startMs": 585440,
    "text": "dashboards situation, dependency to the"
  },
  {
    "startMs": 587760,
    "text": "analyst, and then first we'll basically"
  },
  {
    "startMs": 589840,
    "text": "like democratize the data for you so"
  },
  {
    "startMs": 591560,
    "text": "that you can basically talk to your"
  },
  {
    "startMs": 592800,
    "text": "data."
  },
  {
    "startMs": 594160,
    "text": "Then the next wave comes with all the"
  },
  {
    "startMs": 596000,
    "text": "MCP connections, right? All the"
  },
  {
    "startMs": 597800,
    "text": "integrations that you are building."
  },
  {
    "startMs": 599680,
    "text": "Now it becomes like automate my"
  },
  {
    "startMs": 601080,
    "text": "workflows."
  },
  {
    "startMs": 602240,
    "text": "We literally have now sellers who are"
  },
  {
    "startMs": 603840,
    "text": "going to use our agent basically to"
  },
  {
    "startMs": 605920,
    "text": "monitor their inbox, they monitor their"
  },
  {
    "startMs": 607960,
    "text": "Slack channels, you know, keep track of"
  },
  {
    "startMs": 609840,
    "text": "all the customer questions coming about"
  },
  {
    "startMs": 611480,
    "text": "like product questions, uh use the agent"
  },
  {
    "startMs": 613760,
    "text": "to draft responses that save that in"
  },
  {
    "startMs": 615680,
    "text": "Gmail, review them afterwards like send"
  },
  {
    "startMs": 617400,
    "text": "those things out, right? Or they"
  },
  {
    "startMs": 619240,
    "text": "automate their like outreach workflows"
  },
  {
    "startMs": 620880,
    "text": "and so on. Okay, that's great. Now I"
  },
  {
    "startMs": 622440,
    "text": "became an orchestrator, right? I'm"
  },
  {
    "startMs": 624400,
    "text": "basically automating my workflow"
  },
  {
    "startMs": 625720,
    "text": "workflows."
  },
  {
    "startMs": 627280,
    "text": "Then the next thing you see start"
  },
  {
    "startMs": 628720,
    "text": "happening is teams, they get these like,"
  },
  {
    "startMs": 631520,
    "text": "you know, tool democratization, this"
  },
  {
    "startMs": 633000,
    "text": "empowerment coming to them, right?"
  },
  {
    "startMs": 635240,
    "text": "Because historically a lot of these"
  },
  {
    "startMs": 636760,
    "text": "go-to-market teams, they have been"
  },
  {
    "startMs": 638520,
    "text": "always in the backlog of someone,"
  },
  {
    "startMs": 640080,
    "text": "backlog of of an IT team or like trying"
  },
  {
    "startMs": 642680,
    "text": "to get a SaaS budget to learn and get a"
  },
  {
    "startMs": 644320,
    "text": "vendor on board to actually like enable"
  },
  {
    "startMs": 646040,
    "text": "something."
  },
  {
    "startMs": 647120,
    "text": "And now all of a sudden"
  },
  {
    "startMs": 648839,
    "text": "they're able to build team skills."
  },
  {
    "startMs": 650640,
    "text": "They're able to build like, you know,"
  },
  {
    "startMs": 651920,
    "text": "the custom dashboards that are basically"
  },
  {
    "startMs": 653640,
    "text": "like fully, you know, optimized for what"
  },
  {
    "startMs": 655760,
    "text": "their team needs. Are able to like"
  },
  {
    "startMs": 657520,
    "text": "deploy applications, automations,"
  },
  {
    "startMs": 659400,
    "text": "alerts, and things like that, right?"
  },
  {
    "startMs": 662000,
    "text": "And then the comes the phase of"
  },
  {
    "startMs": 663280,
    "text": "hyper-personalization,"
  },
  {
    "startMs": 665000,
    "text": "right? Everyone is able to now like get"
  },
  {
    "startMs": 667240,
    "text": "everything personalized for them, not"
  },
  {
    "startMs": 669200,
    "text": "only for themselves, but also for their"
  },
  {
    "startMs": 670720,
    "text": "customers with living context of"
  },
  {
    "startMs": 672200,
    "text": "customers, contacts, and things like"
  },
  {
    "startMs": 673640,
    "text": "that."
  },
  {
    "startMs": 674440,
    "text": "I think the main message I want to give"
  },
  {
    "startMs": 675880,
    "text": "here is"
  },
  {
    "startMs": 678400,
    "text": "if you just do the first stage,"
  },
  {
    "startMs": 680320,
    "text": "and if you just wait there,"
  },
  {
    "startMs": 682160,
    "text": "you will get disrupted in a month or"
  },
  {
    "startMs": 683560,
    "text": "two,"
  },
  {
    "startMs": 684440,
    "text": "right? Because now you already raised"
  },
  {
    "startMs": 686440,
    "text": "their expectations, that already became"
  },
  {
    "startMs": 688000,
    "text": "a baseline, and then they will find"
  },
  {
    "startMs": 689760,
    "text": "another product that does better than"
  },
  {
    "startMs": 691160,
    "text": "you, and right now the switch is very"
  },
  {
    "startMs": 693000,
    "text": "easy. They're going to just switch over"
  },
  {
    "startMs": 694360,
    "text": "night. Okay? So, you need to keep"
  },
  {
    "startMs": 696520,
    "text": "iterating. You need to keep that wow"
  },
  {
    "startMs": 698040,
    "text": "factor, and I cannot just rely on the"
  },
  {
    "startMs": 700240,
    "text": "fact that, you know, what I built so far"
  },
  {
    "startMs": 701760,
    "text": "is going to stay cool forever."
  },
  {
    "startMs": 705280,
    "text": "And the next thing is, how do you deal"
  },
  {
    "startMs": 707240,
    "text": "with basically the changing technology?"
  },
  {
    "startMs": 709920,
    "text": "So, I talked to a lot of customers."
  },
  {
    "startMs": 712160,
    "text": "And then, you know, it sometimes you run"
  },
  {
    "startMs": 713600,
    "text": "into these customers, big enterprises,"
  },
  {
    "startMs": 715480,
    "text": "very big brands. And then they are still"
  },
  {
    "startMs": 717440,
    "text": "trying to purchase that perfect"
  },
  {
    "startMs": 718880,
    "text": "architecture."
  },
  {
    "startMs": 720320,
    "text": "They're trying to like test different"
  },
  {
    "startMs": 721720,
    "text": "frameworks. They're trying to see how"
  },
  {
    "startMs": 723280,
    "text": "the, you know, the technology is"
  },
  {
    "startMs": 724720,
    "text": "maturing and everything and so on. But,"
  },
  {
    "startMs": 726920,
    "text": "the thing that they don't do is they"
  },
  {
    "startMs": 728320,
    "text": "don't build, and then they don't launch,"
  },
  {
    "startMs": 730120,
    "text": "and they don't learn."
  },
  {
    "startMs": 731600,
    "text": "Right? All these blue boxes that you see"
  },
  {
    "startMs": 733760,
    "text": "here, those are all the things we added"
  },
  {
    "startMs": 735720,
    "text": "after the launch."
  },
  {
    "startMs": 737120,
    "text": "Right? When we literally first launched"
  },
  {
    "startMs": 738840,
    "text": "the agent, it was a nine-page long agent"
  },
  {
    "startMs": 741880,
    "text": "instructions."
  },
  {
    "startMs": 743160,
    "text": "It was couple of Cortex analyst tools,"
  },
  {
    "startMs": 745000,
    "text": "semantic views. It was a Cortex search"
  },
  {
    "startMs": 746760,
    "text": "service for our unstructured data. And"
  },
  {
    "startMs": 749040,
    "text": "we were managing the agent instructions"
  },
  {
    "startMs": 750960,
    "text": "versions out of a Google Doc. That's how"
  },
  {
    "startMs": 752920,
    "text": "we launched it. To 6,000 people. Right?"
  },
  {
    "startMs": 755960,
    "text": "Now we realized, okay, it's not going to"
  },
  {
    "startMs": 757240,
    "text": "work out. Let's figure out CICD. It's"
  },
  {
    "startMs": 758800,
    "text": "not going to work out. Let's figure out"
  },
  {
    "startMs": 760040,
    "text": "our basically eval infrastructure with"
  },
  {
    "startMs": 761640,
    "text": "all the like the unit test, routing"
  },
  {
    "startMs": 763440,
    "text": "test, and everything. Right? Then we"
  },
  {
    "startMs": 765440,
    "text": "start basically like coming to a point"
  },
  {
    "startMs": 767640,
    "text": "where, for example, we were creating all"
  },
  {
    "startMs": 769520,
    "text": "these like business processes and"
  },
  {
    "startMs": 770920,
    "text": "workflows. We couldn't fit them into the"
  },
  {
    "startMs": 772680,
    "text": "agent instructions anymore. And then the"
  },
  {
    "startMs": 774200,
    "text": "skills came, and we were like, \"Oh,"
  },
  {
    "startMs": 775360,
    "text": "perfect. Let's build a skill library.\""
  },
  {
    "startMs": 777920,
    "text": "You know, then the MCPs came. Perfect."
  },
  {
    "startMs": 780200,
    "text": "But now, like we have to put bunch of"
  },
  {
    "startMs": 781600,
    "text": "other instructions to basically"
  },
  {
    "startMs": 782760,
    "text": "orchestrate that, we hit the limits on"
  },
  {
    "startMs": 784520,
    "text": "the agent instructions. What do we do?"
  },
  {
    "startMs": 786360,
    "text": "Okay, let's do the progressive"
  },
  {
    "startMs": 787400,
    "text": "disclosures."
  },
  {
    "startMs": 788800,
    "text": "Right? And then user memory comes, task"
  },
  {
    "startMs": 791520,
    "text": "scheduling comes. We want to go beyond"
  },
  {
    "startMs": 792880,
    "text": "the chat screen and then, you know, chat"
  },
  {
    "startMs": 794480,
    "text": "interface and start doing the Slack"
  },
  {
    "startMs": 795880,
    "text": "interface and things like that. If I"
  },
  {
    "startMs": 797800,
    "text": "look at the PRD and the architectural"
  },
  {
    "startMs": 799360,
    "text": "diagram we wrote in the beginning of the"
  },
  {
    "startMs": 800960,
    "text": "project, if I compare to this"
  },
  {
    "startMs": 802800,
    "text": "architecture we have now, 80% of it It"
  },
  {
    "startMs": 805240,
    "text": "match."
  },
  {
    "startMs": 806839,
    "text": "Okay? So, like if you look at our"
  },
  {
    "startMs": 808560,
    "text": "sprints,"
  },
  {
    "startMs": 809960,
    "text": "like maybe 60-70% of the work we are"
  },
  {
    "startMs": 812480,
    "text": "doing is adding new features, improving"
  },
  {
    "startMs": 814200,
    "text": "quality, and all kind of things."
  },
  {
    "startMs": 816080,
    "text": "But 30-40% of the work is that we are"
  },
  {
    "startMs": 817920,
    "text": "constantly re-architecting with the new"
  },
  {
    "startMs": 819520,
    "text": "technology."
  },
  {
    "startMs": 821040,
    "text": "So, this is a time where like you need"
  },
  {
    "startMs": 822440,
    "text": "to get your hands dirty, you need to run"
  },
  {
    "startMs": 823920,
    "text": "with the new technology, and then you"
  },
  {
    "startMs": 826200,
    "text": "shouldn't be like, you know, too much"
  },
  {
    "startMs": 827640,
    "text": "tied to your architecture. You should be"
  },
  {
    "startMs": 829280,
    "text": "okay to like pivot very easily, so that"
  },
  {
    "startMs": 831440,
    "text": "you can basically double on down on"
  },
  {
    "startMs": 832960,
    "text": "these like new capabilities and things"
  },
  {
    "startMs": 834440,
    "text": "like that."
  },
  {
    "startMs": 835520,
    "text": "And then the longer you wait, the more,"
  },
  {
    "startMs": 837840,
    "text": "you know, you lose towards your"
  },
  {
    "startMs": 838960,
    "text": "competition, because if your competition"
  },
  {
    "startMs": 840760,
    "text": "is doing these kind of things like 3-4"
  },
  {
    "startMs": 842520,
    "text": "months ahead of you, right? That means"
  },
  {
    "startMs": 844600,
    "text": "that they're also getting more"
  },
  {
    "startMs": 845400,
    "text": "customers."
  },
  {
    "startMs": 848200,
    "text": "Um last thing is I would really, really"
  },
  {
    "startMs": 851840,
    "text": "recommend investing in your logs. Okay?"
  },
  {
    "startMs": 854240,
    "text": "Because they create the basically the"
  },
  {
    "startMs": 855920,
    "text": "feedback loop."
  },
  {
    "startMs": 857480,
    "text": "So, first of all, technically it's very"
  },
  {
    "startMs": 859080,
    "text": "fun. Okay? So, you basically use LLMs to"
  },
  {
    "startMs": 861800,
    "text": "like classify your logs and things like"
  },
  {
    "startMs": 863480,
    "text": "that. As I said, like we have 1.2"
  },
  {
    "startMs": 865640,
    "text": "million questions, we get 40,000"
  },
  {
    "startMs": 866960,
    "text": "questions every week. It's technically"
  },
  {
    "startMs": 868800,
    "text": "very fun, you know, how you do that at"
  },
  {
    "startMs": 870360,
    "text": "scale without breaking the bank and so"
  },
  {
    "startMs": 872160,
    "text": "on. You know, our data scientists love"
  },
  {
    "startMs": 873920,
    "text": "working on those things, and then they"
  },
  {
    "startMs": 875160,
    "text": "really experiment with new things."
  },
  {
    "startMs": 877080,
    "text": "But as a result of that, what we get is"
  },
  {
    "startMs": 879520,
    "text": "we get a very extremely detailed"
  },
  {
    "startMs": 881320,
    "text": "breakdown of topics and, you know,"
  },
  {
    "startMs": 883000,
    "text": "things that we are having. I'm just to"
  },
  {
    "startMs": 884400,
    "text": "showing you the top category"
  },
  {
    "startMs": 885800,
    "text": "categorization level there, but then"
  },
  {
    "startMs": 887720,
    "text": "basically we are able to track like, you"
  },
  {
    "startMs": 889240,
    "text": "know, what kind of questions they are"
  },
  {
    "startMs": 890880,
    "text": "asking. We are able to break down each"
  },
  {
    "startMs": 892760,
    "text": "of those categories to subcategories,"
  },
  {
    "startMs": 894640,
    "text": "you know, they are able to get like"
  },
  {
    "startMs": 896000,
    "text": "detailed example questions, this and"
  },
  {
    "startMs": 897720,
    "text": "that, and so on."
  },
  {
    "startMs": 899080,
    "text": "All good, but how do we use that? Then"
  },
  {
    "startMs": 901280,
    "text": "we start creating the basically the"
  },
  {
    "startMs": 902560,
    "text": "feedback loops."
  },
  {
    "startMs": 903760,
    "text": "Right? I know, I mean, I still"
  },
  {
    "startMs": 905560,
    "text": "interview, of course, users, but now I"
  },
  {
    "startMs": 907520,
    "text": "see in real time what my feature gaps"
  },
  {
    "startMs": 909240,
    "text": "are."
  },
  {
    "startMs": 909960,
    "text": "I'm clearly seeing what people are"
  },
  {
    "startMs": 911320,
    "text": "asking and we are not able to answer or"
  },
  {
    "startMs": 912880,
    "text": "where we have a like a quality issue,"
  },
  {
    "startMs": 914600,
    "text": "where they are swearing at the agent or"
  },
  {
    "startMs": 916160,
    "text": "like at repeating their question, so"
  },
  {
    "startMs": 917960,
    "text": "that we see where to improve."
  },
  {
    "startMs": 920040,
    "text": "For sales enablement is a goldmine."
  },
  {
    "startMs": 922840,
    "text": "Let's say that we launch a new product."
  },
  {
    "startMs": 925120,
    "text": "Usually, you know, they would need to"
  },
  {
    "startMs": 926680,
    "text": "interview maybe 100 sellers a week to be"
  },
  {
    "startMs": 928560,
    "text": "able to understand like how basically"
  },
  {
    "startMs": 930320,
    "text": "the you know, the topics are changing"
  },
  {
    "startMs": 932240,
    "text": "where there's gaps in terms of like"
  },
  {
    "startMs": 933640,
    "text": "knowledge documents, battle cards. I see"
  },
  {
    "startMs": 935720,
    "text": "that in real time in a minute or two by"
  },
  {
    "startMs": 937360,
    "text": "just asking an element question. And"
  },
  {
    "startMs": 939520,
    "text": "then we can then, you know, connect to"
  },
  {
    "startMs": 940920,
    "text": "Confluence, we can connect to Jira, we"
  },
  {
    "startMs": 942480,
    "text": "can connect to Slack channels, we can"
  },
  {
    "startMs": 944240,
    "text": "ingest the PRDs, and in couple of"
  },
  {
    "startMs": 946160,
    "text": "minutes we can actually like, you know,"
  },
  {
    "startMs": 947400,
    "text": "generate battle cards, sales enablement"
  },
  {
    "startMs": 949160,
    "text": "document and then feed it back into the"
  },
  {
    "startMs": 950480,
    "text": "agent."
  },
  {
    "startMs": 951400,
    "text": "Right? I mean, you cannot do that kind"
  },
  {
    "startMs": 953440,
    "text": "of a like a feedback loop with humans,"
  },
  {
    "startMs": 955240,
    "text": "right? So then you we can basically"
  },
  {
    "startMs": 956560,
    "text": "automate these kind of things."
  },
  {
    "startMs": 958600,
    "text": "Um within the sales organization, there"
  },
  {
    "startMs": 960720,
    "text": "will be different teams that are good"
  },
  {
    "startMs": 961880,
    "text": "trying to connect each other. They are"
  },
  {
    "startMs": 963120,
    "text": "trying to maybe target similar accounts"
  },
  {
    "startMs": 964800,
    "text": "from different angles. They don't know"
  },
  {
    "startMs": 966640,
    "text": "about each other. We do. We are now able"
  },
  {
    "startMs": 968720,
    "text": "to ping them. And then we are able to"
  },
  {
    "startMs": 970200,
    "text": "basically do matchmaking."
  },
  {
    "startMs": 971880,
    "text": "Right? I'm just giving you couple of"
  },
  {
    "startMs": 973160,
    "text": "examples, but this is also one of those"
  },
  {
    "startMs": 975280,
    "text": "areas where like you start building your"
  },
  {
    "startMs": 977400,
    "text": "AI platform, you start building your"
  },
  {
    "startMs": 979160,
    "text": "architecture."
  },
  {
    "startMs": 980520,
    "text": "The first features are difficult to get"
  },
  {
    "startMs": 982480,
    "text": "out. The next ones are easy. And then"
  },
  {
    "startMs": 985040,
    "text": "once you start tapping into your logs,"
  },
  {
    "startMs": 986600,
    "text": "this this like hockey stick exponential"
  },
  {
    "startMs": 989200,
    "text": "thing actually starts happening and it's"
  },
  {
    "startMs": 990720,
    "text": "magical."
  },
  {
    "startMs": 994520,
    "text": "So, if you were to take a couple of"
  },
  {
    "startMs": 996160,
    "text": "things from this talk,"
  },
  {
    "startMs": 998400,
    "text": "like quality over coverage."
  },
  {
    "startMs": 1000320,
    "text": "I'm very, very like religious about"
  },
  {
    "startMs": 1002640,
    "text": "this."
  },
  {
    "startMs": 1003640,
    "text": "If you go for the coverage,"
  },
  {
    "startMs": 1005520,
    "text": "you are going to shoot yourself in the"
  },
  {
    "startMs": 1006760,
    "text": "foot."
  },
  {
    "startMs": 1007839,
    "text": "Okay?"
  },
  {
    "startMs": 1009480,
    "text": "Change management. A lot of engineers"
  },
  {
    "startMs": 1011400,
    "text": "doesn't think about this, right? A lot"
  },
  {
    "startMs": 1013800,
    "text": "of these AI initiatives, they don't fail"
  },
  {
    "startMs": 1016040,
    "text": "because there's an issue with the"
  },
  {
    "startMs": 1017080,
    "text": "technology, there's an issue with that"
  },
  {
    "startMs": 1018480,
    "text": "as assuming you did the first one,"
  },
  {
    "startMs": 1019720,
    "text": "right? Right? So, they fail actually in"
  },
  {
    "startMs": 1022880,
    "text": "activation."
  },
  {
    "startMs": 1024319,
    "text": "So, make sure that you have a plan for"
  },
  {
    "startMs": 1026240,
    "text": "that, especially in larger organizations"
  },
  {
    "startMs": 1028319,
    "text": "where we are dealing with like 6,000"
  },
  {
    "startMs": 1029760,
    "text": "go-to-market users, right?"
  },
  {
    "startMs": 1032120,
    "text": "Um again, don't forget this concept of"
  },
  {
    "startMs": 1034560,
    "text": "collapsing law factor."
  },
  {
    "startMs": 1036600,
    "text": "You cannot stay where you are. You"
  },
  {
    "startMs": 1038439,
    "text": "cannot just say that, \"Hey, I did an"
  },
  {
    "startMs": 1039800,
    "text": "innovation. I'm going to surf that for a"
  },
  {
    "startMs": 1041760,
    "text": "year.\""
  },
  {
    "startMs": 1043240,
    "text": "You know, every time people are happy,"
  },
  {
    "startMs": 1044640,
    "text": "you should be paranoid. You should be"
  },
  {
    "startMs": 1045880,
    "text": "like, \"Okay, what am I going to show"
  },
  {
    "startMs": 1047360,
    "text": "them in a month or two now?\""
  },
  {
    "startMs": 1049320,
    "text": "How do I basically keep that excitement"
  },
  {
    "startMs": 1050880,
    "text": "going on?"
  },
  {
    "startMs": 1052080,
    "text": "Right?"
  },
  {
    "startMs": 1053160,
    "text": "Build fast with today's stack. Like,"
  },
  {
    "startMs": 1054960,
    "text": "don't try to invest in these like high,"
  },
  {
    "startMs": 1056760,
    "text": "you know, super like plat, you know,"
  },
  {
    "startMs": 1059000,
    "text": "architectures and have these like 6 9"
  },
  {
    "startMs": 1061240,
    "text": "months of long projects and things like"
  },
  {
    "startMs": 1063000,
    "text": "that. How do you turn around these"
  },
  {
    "startMs": 1064560,
    "text": "things in weeks, days, and so on?"
  },
  {
    "startMs": 1067000,
    "text": "And just be comfortable with the fact"
  },
  {
    "startMs": 1068520,
    "text": "that you are constantly going to be"
  },
  {
    "startMs": 1069640,
    "text": "re-architecting. That's fine."
  },
  {
    "startMs": 1071960,
    "text": "Right?"
  },
  {
    "startMs": 1073120,
    "text": "Just don't over-invest in the current"
  },
  {
    "startMs": 1074920,
    "text": "architecture. Just make sure that you"
  },
  {
    "startMs": 1076280,
    "text": "keep your like flexibility out there."
  },
  {
    "startMs": 1078840,
    "text": "Um and then the feedback loops. I think"
  },
  {
    "startMs": 1080640,
    "text": "that's what kind of like gives you"
  },
  {
    "startMs": 1081840,
    "text": "really that like, you know, the"
  },
  {
    "startMs": 1083240,
    "text": "incremental part of like that hockey"
  },
  {
    "startMs": 1084760,
    "text": "stick exponential part of the thing."
  },
  {
    "startMs": 1086960,
    "text": "Um we constantly publish like blog"
  },
  {
    "startMs": 1088800,
    "text": "posts, I mean, where we kind of like try"
  },
  {
    "startMs": 1090360,
    "text": "to have our, you know, learnings shared"
  },
  {
    "startMs": 1092160,
    "text": "with uh our customers and so on. Like,"
  },
  {
    "startMs": 1094520,
    "text": "we have blog posts on like how we do"
  },
  {
    "startMs": 1096000,
    "text": "agent instructions, how we do our"
  },
  {
    "startMs": 1097320,
    "text": "structured data with semantic views, you"
  },
  {
    "startMs": 1099480,
    "text": "know, how we basically build our"
  },
  {
    "startMs": 1100640,
    "text": "rack-based like knowledge assistants,"
  },
  {
    "startMs": 1102840,
    "text": "the non-technical side of the story,"
  },
  {
    "startMs": 1104600,
    "text": "like how do you derive change"
  },
  {
    "startMs": 1105600,
    "text": "management, and so on. So, feel free to"
  },
  {
    "startMs": 1107360,
    "text": "check those."
  },
  {
    "startMs": 1108560,
    "text": "Um and yeah, I think that's the end of"
  },
  {
    "startMs": 1111520,
    "text": "my talk."
  },
  {
    "startMs": 1113480,
    "text": "Okay."
  },
  {
    "startMs": 1116160,
    "text": ">> We have time for one question."
  },
  {
    "startMs": 1119400,
    "text": "Okay, there you go."
  },
  {
    "startMs": 1127680,
    "text": ">> Thanks for the talk. Um I don't know if"
  },
  {
    "startMs": 1129640,
    "text": "you already said this, but I saw in the"
  },
  {
    "startMs": 1131720,
    "text": "the titles of the articles Snowflake"
  },
  {
    "startMs": 1133680,
    "text": "Intelligence. Is that an underlying"
  },
  {
    "startMs": 1136560,
    "text": "context or layer that the tool or system"
  },
  {
    "startMs": 1139320,
    "text": "you built was on top of, or was that"
  },
  {
    "startMs": 1142400,
    "text": "the tool itself or something else?"
  },
  {
    "startMs": 1144680,
    "text": ">> Yeah, Snowflake Intelligence, we renamed"
  },
  {
    "startMs": 1146720,
    "text": "that to Snowflake Co-work a couple of"
  },
  {
    "startMs": 1148360,
    "text": "weeks ago in our summit. That's"
  },
  {
    "startMs": 1149920,
    "text": "basically our no-code agent platform"
  },
  {
    "startMs": 1151920,
    "text": "that we basically build have available"
  },
  {
    "startMs": 1153960,
    "text": "for our business users."
  },
  {
    "startMs": 1156040,
    "text": "I mean, the advantage of that is that"
  },
  {
    "startMs": 1157480,
    "text": "all of these tools are on like, you"
  },
  {
    "startMs": 1158800,
    "text": "know,"
  },
  {
    "startMs": 1159880,
    "text": "you know, Cortex analyst or Cortex"
  },
  {
    "startMs": 1162360,
    "text": "search or Cortex sense, a lot of those"
  },
  {
    "startMs": 1163800,
    "text": "things are basically comes out of the"
  },
  {
    "startMs": 1165360,
    "text": "box."
  },
  {
    "startMs": 1166320,
    "text": "We made a strategic choice for our"
  },
  {
    "startMs": 1167920,
    "text": "internal thing where we said that,"
  },
  {
    "startMs": 1169240,
    "text": "\"Look, it is important that we bring all"
  },
  {
    "startMs": 1171000,
    "text": "our data together.\" And we do that in"
  },
  {
    "startMs": 1172600,
    "text": "Snowflake. We bring all the first-party,"
  },
  {
    "startMs": 1174240,
    "text": "the third-party data, all the Salesforce"
  },
  {
    "startMs": 1176000,
    "text": "data, everything, the call transcripts,"
  },
  {
    "startMs": 1177440,
    "text": "and so on, all together. And then these"
  },
  {
    "startMs": 1179760,
    "text": "agents then can basically basically"
  },
  {
    "startMs": 1181920,
    "text": "inherit a lot of the role-based access"
  },
  {
    "startMs": 1183880,
    "text": "controls and so on. And I literally can"
  },
  {
    "startMs": 1186240,
    "text": "deploy these agents without writing a"
  },
  {
    "startMs": 1187880,
    "text": "single line of code, right?"
  },
  {
    "startMs": 1189880,
    "text": "And then, you know, you don't need to"
  },
  {
    "startMs": 1191080,
    "text": "worry about the UI, the chat UI comes"
  },
  {
    "startMs": 1193360,
    "text": "out of the box, and so on. And then we"
  },
  {
    "startMs": 1195360,
    "text": "have been the customer zero of that like"
  },
  {
    "startMs": 1196880,
    "text": "internally to build this ourselves. And"
  },
  {
    "startMs": 1198520,
    "text": "then, you know, our customers are able"
  },
  {
    "startMs": 1199880,
    "text": "to go and then build similar things"
  },
  {
    "startMs": 1202320,
    "text": "basically on Snowflake over platform as"
  },
  {
    "startMs": 1204240,
    "text": "well. And it comes with the guardrails"
  },
  {
    "startMs": 1205760,
    "text": "and things where you don't really need"
  },
  {
    "startMs": 1207640,
    "text": "to worry about them going very, you"
  },
  {
    "startMs": 1209760,
    "text": "know,"
  },
  {
    "startMs": 1210800,
    "text": "crazy on, you know, what data sources to"
  },
  {
    "startMs": 1213240,
    "text": "do things, and so on. So we are able to"
  },
  {
    "startMs": 1214720,
    "text": "do a lot of curation. We are able to do"
  },
  {
    "startMs": 1216600,
    "text": "a lot of security guardrails in there as"
  },
  {
    "startMs": 1218400,
    "text": "well."
  },
  {
    "startMs": 1221560,
    "text": "Thank you."
  }
]