[
  {
    "startMs": 1309,
    "text": "[music]"
  },
  {
    "startMs": 12640,
    "text": ">> Well, thank you everyone for joining."
  },
  {
    "startMs": 13760,
    "text": "I'm hoping that you guys had a great"
  },
  {
    "startMs": 15480,
    "text": "time so far at this conference and you"
  },
  {
    "startMs": 17240,
    "text": "guys have a lot of takeaways back, you"
  },
  {
    "startMs": 19480,
    "text": "know, to your company."
  },
  {
    "startMs": 20920,
    "text": "Um, I don't know if any of you guys saw"
  },
  {
    "startMs": 22200,
    "text": "the uh AGI pills downstairs."
  },
  {
    "startMs": 24720,
    "text": "Yeah, well, I just took some. So, if I"
  },
  {
    "startMs": 26760,
    "text": "say any phrases about that's the uh"
  },
  {
    "startMs": 30040,
    "text": "the"
  },
  {
    "startMs": 30640,
    "text": "the gun What's that What's that the"
  },
  {
    "startMs": 31920,
    "text": "phrase? That's the uh burning gun or the"
  },
  {
    "startMs": 34760,
    "text": "smoking gun or I start hallucinating in"
  },
  {
    "startMs": 36640,
    "text": "general, well, please snap me back."
  },
  {
    "startMs": 38360,
    "text": "That's probably just the AGI pills."
  },
  {
    "startMs": 41040,
    "text": "All right. So, without further ado,"
  },
  {
    "startMs": 43200,
    "text": "let's get started."
  },
  {
    "startMs": 45000,
    "text": "Uh my name is Justin Joyce. I'm a"
  },
  {
    "startMs": 46320,
    "text": "principal sales operations and strategy"
  },
  {
    "startMs": 48200,
    "text": "manager at Cloudflare."
  },
  {
    "startMs": 50440,
    "text": "Um and I work with the go-to-market team"
  },
  {
    "startMs": 53520,
    "text": "as part of the revenue operations"
  },
  {
    "startMs": 55320,
    "text": "organization, specifically on the teams"
  },
  {
    "startMs": 58040,
    "text": "that uh produce leads for the sales"
  },
  {
    "startMs": 60000,
    "text": "teams, as well as the customer"
  },
  {
    "startMs": 62360,
    "text": "experience team, which works on uh the"
  },
  {
    "startMs": 65239,
    "text": "customer experience after the sale the"
  },
  {
    "startMs": 67520,
    "text": "sales have been done."
  },
  {
    "startMs": 69840,
    "text": "And uh"
  },
  {
    "startMs": 71120,
    "text": "just a little background about me."
  },
  {
    "startMs": 73680,
    "text": "As Moda said, I started in sales"
  },
  {
    "startMs": 75520,
    "text": "operations uh"
  },
  {
    "startMs": 77320,
    "text": "and sales and then I moved to sales uh"
  },
  {
    "startMs": 80560,
    "text": "to the machine learning side about the"
  },
  {
    "startMs": 81960,
    "text": "last 7 years at Grainger. And I really"
  },
  {
    "startMs": 84160,
    "text": "wanted to do that to be able to learn"
  },
  {
    "startMs": 85880,
    "text": "how to"
  },
  {
    "startMs": 87120,
    "text": "uh"
  },
  {
    "startMs": 87840,
    "text": "have prescriptive analysis and"
  },
  {
    "startMs": 89880,
    "text": "prescriptive uh prediction so I can help"
  },
  {
    "startMs": 91800,
    "text": "the business better to make decisions"
  },
  {
    "startMs": 95000,
    "text": "and to understand what's the next step"
  },
  {
    "startMs": 97920,
    "text": "next best step."
  },
  {
    "startMs": 99520,
    "text": "So, uh"
  },
  {
    "startMs": 101240,
    "text": "6 months ago, I had an opportunity to"
  },
  {
    "startMs": 103240,
    "text": "move back into sales operations"
  },
  {
    "startMs": 106080,
    "text": "uh because I really wanted to use all"
  },
  {
    "startMs": 107840,
    "text": "the skills that I'd been learning from"
  },
  {
    "startMs": 110560,
    "text": "machine learning as well as from sales"
  },
  {
    "startMs": 112560,
    "text": "operations in general."
  },
  {
    "startMs": 117800,
    "text": "So, what's the general problem? The"
  },
  {
    "startMs": 119480,
    "text": "general problem is that traditional"
  },
  {
    "startMs": 121840,
    "text": "go-to-market does not scale."
  },
  {
    "startMs": 124720,
    "text": "There's a few um"
  },
  {
    "startMs": 126400,
    "text": "facets to this."
  },
  {
    "startMs": 127960,
    "text": "The first facet is that usually teams on"
  },
  {
    "startMs": 130720,
    "text": "the back office side, uh they're either"
  },
  {
    "startMs": 132520,
    "text": "doing work in Excel or sheets at worst,"
  },
  {
    "startMs": 136560,
    "text": "um building analysis each week, multiple"
  },
  {
    "startMs": 139400,
    "text": "hours a week, and as they take on"
  },
  {
    "startMs": 141120,
    "text": "multiple projects, it gets exponentially"
  },
  {
    "startMs": 143280,
    "text": "long with how many of those analysis"
  },
  {
    "startMs": 145320,
    "text": "that they're doing."
  },
  {
    "startMs": 146560,
    "text": "Uh at best, they are producing"
  },
  {
    "startMs": 148680,
    "text": "dashboards,"
  },
  {
    "startMs": 149920,
    "text": "um providing information to the uh"
  },
  {
    "startMs": 152160,
    "text": "leadership and executive team, um which,"
  },
  {
    "startMs": 155400,
    "text": "you know, meets the needs of most teams,"
  },
  {
    "startMs": 157640,
    "text": "um but not all of them. And that needs"
  },
  {
    "startMs": 160240,
    "text": "meets"
  },
  {
    "startMs": 161240,
    "text": "that needs uh"
  },
  {
    "startMs": 163000,
    "text": "means that in general, not all the"
  },
  {
    "startMs": 164640,
    "text": "requirements of the go-to-market teams"
  },
  {
    "startMs": 166480,
    "text": "are met. They're not able to really"
  },
  {
    "startMs": 168640,
    "text": "provide all the information that the"
  },
  {
    "startMs": 170400,
    "text": "teams need when um they need it."
  },
  {
    "startMs": 175120,
    "text": "The second problem, which is more on the"
  },
  {
    "startMs": 178000,
    "text": "go-to-market side with the sales and uh"
  },
  {
    "startMs": 181239,
    "text": "the sales teams and the other teams that"
  },
  {
    "startMs": 183080,
    "text": "I mentioned that I support, is they have"
  },
  {
    "startMs": 186120,
    "text": "two gaps. Essentially, the first gap is"
  },
  {
    "startMs": 188480,
    "text": "the context gap, meaning when a"
  },
  {
    "startMs": 191160,
    "text": "salesperson is"
  },
  {
    "startMs": 192640,
    "text": "uh talking to a prospect um one call and"
  },
  {
    "startMs": 195880,
    "text": "talking to a current customer in the"
  },
  {
    "startMs": 197200,
    "text": "next call, or um talking at an adoption"
  },
  {
    "startMs": 200120,
    "text": "conversation the call after that, they"
  },
  {
    "startMs": 202200,
    "text": "have to constantly switch contexts and"
  },
  {
    "startMs": 204840,
    "text": "they have to gather information for"
  },
  {
    "startMs": 206400,
    "text": "those specific calls,"
  },
  {
    "startMs": 208200,
    "text": "which is good. They really need to get"
  },
  {
    "startMs": 209840,
    "text": "that information to have those calls and"
  },
  {
    "startMs": 212040,
    "text": "understand how to approach the"
  },
  {
    "startMs": 213239,
    "text": "situation, but they have to do all that"
  },
  {
    "startMs": 215760,
    "text": "work in between."
  },
  {
    "startMs": 217560,
    "text": "Um the second one what is like what I"
  },
  {
    "startMs": 220000,
    "text": "like to call is the expert gap, which is"
  },
  {
    "startMs": 222760,
    "text": "the gap between how your expert"
  },
  {
    "startMs": 224680,
    "text": "salesperson or expert go-to-market um"
  },
  {
    "startMs": 227800,
    "text": "sales individual, how he would approach"
  },
  {
    "startMs": 230040,
    "text": "a situation, how he would talk to a"
  },
  {
    "startMs": 231840,
    "text": "prospect, how he would uh work on"
  },
  {
    "startMs": 234480,
    "text": "adoption call, how he would handle a"
  },
  {
    "startMs": 236280,
    "text": "customer satisfaction issue, and"
  },
  {
    "startMs": 239640,
    "text": "between also the"
  },
  {
    "startMs": 241600,
    "text": "a new salesperson or someone that's just"
  },
  {
    "startMs": 243200,
    "text": "ramping up. So, ideally like everyone"
  },
  {
    "startMs": 245240,
    "text": "working at the same operational level,"
  },
  {
    "startMs": 247120,
    "text": "so you have consistency in execution,"
  },
  {
    "startMs": 248920,
    "text": "consistency in messaging of how to"
  },
  {
    "startMs": 251520,
    "text": "assess a"
  },
  {
    "startMs": 253360,
    "text": "a customer's problems and how your"
  },
  {
    "startMs": 255760,
    "text": "product can help fit that portfolio. So,"
  },
  {
    "startMs": 258480,
    "text": "with these two problems with manual work"
  },
  {
    "startMs": 261440,
    "text": "as well as"
  },
  {
    "startMs": 262919,
    "text": "uh"
  },
  {
    "startMs": 263640,
    "text": "salespeople not having enough"
  },
  {
    "startMs": 264840,
    "text": "information and having the gap of having"
  },
  {
    "startMs": 267240,
    "text": "to get all the information they need"
  },
  {
    "startMs": 269840,
    "text": "and gather that as well as not be able"
  },
  {
    "startMs": 271640,
    "text": "to execute the same level, it really"
  },
  {
    "startMs": 273760,
    "text": "creates an inefficiency in the"
  },
  {
    "startMs": 274919,
    "text": "go-to-market organization."
  },
  {
    "startMs": 277120,
    "text": "And so, for the last 6 months or so"
  },
  {
    "startMs": 279680,
    "text": "since I've"
  },
  {
    "startMs": 280800,
    "text": "joined Cloudflare, I've been really"
  },
  {
    "startMs": 282640,
    "text": "focusing on how can I make this"
  },
  {
    "startMs": 283880,
    "text": "operation efficient from back to front"
  },
  {
    "startMs": 286560,
    "text": "and there's a lot of great things that"
  },
  {
    "startMs": 288440,
    "text": "we've been doing at our company in"
  },
  {
    "startMs": 289480,
    "text": "general that's helped me enable that and"
  },
  {
    "startMs": 291360,
    "text": "I really want to share some of those"
  },
  {
    "startMs": 293760,
    "text": "findings with you."
  },
  {
    "startMs": 296000,
    "text": "So, the framework that I'm proposing"
  },
  {
    "startMs": 299480,
    "text": "here, which I think is is"
  },
  {
    "startMs": 302200,
    "text": "it's going to really be effective in as"
  },
  {
    "startMs": 303760,
    "text": "we flesh this out in the future is a"
  },
  {
    "startMs": 305800,
    "text": "three-pillar approach."
  },
  {
    "startMs": 307919,
    "text": "The first pillar approach is how can we"
  },
  {
    "startMs": 309560,
    "text": "scale analysis and the ability of"
  },
  {
    "startMs": 312600,
    "text": "operations team to meet the data needs"
  },
  {
    "startMs": 315080,
    "text": "of executives, leadership,"
  },
  {
    "startMs": 317440,
    "text": "as well as be able to build applications"
  },
  {
    "startMs": 320000,
    "text": "using business context. How can they"
  },
  {
    "startMs": 322160,
    "text": "take things that would take 2 hours to"
  },
  {
    "startMs": 323720,
    "text": "do down to 5 minutes? Um back in well,"
  },
  {
    "startMs": 327880,
    "text": "not back in January of this year,"
  },
  {
    "startMs": 330200,
    "text": "I after I joined I joined the company,"
  },
  {
    "startMs": 333240,
    "text": "I had built these skills and I'd started"
  },
  {
    "startMs": 335320,
    "text": "asking questions of the data directly"
  },
  {
    "startMs": 337280,
    "text": "and I was able to get answers"
  },
  {
    "startMs": 338840,
    "text": "immediately while doing other things and"
  },
  {
    "startMs": 340760,
    "text": "I saw the huge power of how if we can"
  },
  {
    "startMs": 343200,
    "text": "scale the analysis and the operations of"
  },
  {
    "startMs": 345040,
    "text": "the teams, we can actually focus on the"
  },
  {
    "startMs": 347320,
    "text": "second part of my job, which is"
  },
  {
    "startMs": 348520,
    "text": "strategy."
  },
  {
    "startMs": 350400,
    "text": "The second pillar is how can is to scale"
  },
  {
    "startMs": 353560,
    "text": "insight."
  },
  {
    "startMs": 354680,
    "text": "There's"
  },
  {
    "startMs": 355640,
    "text": "story in the data, and how can we"
  },
  {
    "startMs": 356960,
    "text": "provide that to the team? How can we"
  },
  {
    "startMs": 358640,
    "text": "provide that team at, you know, the"
  },
  {
    "startMs": 360680,
    "text": "weekly level, at the different levels of"
  },
  {
    "startMs": 362360,
    "text": "management? How can we provide that"
  },
  {
    "startMs": 363640,
    "text": "information, that insight, that story to"
  },
  {
    "startMs": 365920,
    "text": "every customer that the sales teams are"
  },
  {
    "startMs": 368880,
    "text": "talking to?"
  },
  {
    "startMs": 371840,
    "text": "And the third one, which is arguably the"
  },
  {
    "startMs": 373200,
    "text": "biggest one, is"
  },
  {
    "startMs": 375280,
    "text": "uh to provide self-service capabilities"
  },
  {
    "startMs": 377840,
    "text": "to the go-to-market team."
  },
  {
    "startMs": 379720,
    "text": "When these sales individuals, when"
  },
  {
    "startMs": 382480,
    "text": "they're talking to a customer, how can"
  },
  {
    "startMs": 384040,
    "text": "they get the expert-level information"
  },
  {
    "startMs": 386280,
    "text": "that they need to interact with that"
  },
  {
    "startMs": 388400,
    "text": "customer and to best assess, you know,"
  },
  {
    "startMs": 391240,
    "text": "how they should approach the situation,"
  },
  {
    "startMs": 393240,
    "text": "how to handle rejections, how to upsell"
  },
  {
    "startMs": 395720,
    "text": "them, and how to handle customer"
  },
  {
    "startMs": 397680,
    "text": "satisfaction issues."
  },
  {
    "startMs": 399600,
    "text": "Uh this is a huge part of what I've seen"
  },
  {
    "startMs": 401600,
    "text": "we've done at Cloudflare, and I'll share"
  },
  {
    "startMs": 403480,
    "text": "a little bit what that looks like."
  },
  {
    "startMs": 407080,
    "text": "So, as it relates to scaling the"
  },
  {
    "startMs": 408600,
    "text": "analytical capability, the back-office"
  },
  {
    "startMs": 410400,
    "text": "operations,"
  },
  {
    "startMs": 411960,
    "text": "what we have done as we have built"
  },
  {
    "startMs": 413360,
    "text": "role-specific skill files, which have"
  },
  {
    "startMs": 416440,
    "text": "the context of the"
  },
  {
    "startMs": 418520,
    "text": "business information tying it to the"
  },
  {
    "startMs": 420720,
    "text": "data. This is for both technical and"
  },
  {
    "startMs": 422919,
    "text": "non-technical users. Technical users,"
  },
  {
    "startMs": 425040,
    "text": "you could say the ones who are building"
  },
  {
    "startMs": 426280,
    "text": "SQL and being able to data engineer a"
  },
  {
    "startMs": 429280,
    "text": "lot of solutions. And then the"
  },
  {
    "startMs": 430840,
    "text": "non-technical people would be more"
  },
  {
    "startMs": 433280,
    "text": "individuals who are closer to the"
  },
  {
    "startMs": 435000,
    "text": "business with the sales people who may"
  },
  {
    "startMs": 437040,
    "text": "not know how to write SQL."
  },
  {
    "startMs": 438960,
    "text": "And so, we have skill files that they're"
  },
  {
    "startMs": 441320,
    "text": "able to use to ask questions of the data"
  },
  {
    "startMs": 443320,
    "text": "to get answers fairly quickly while"
  },
  {
    "startMs": 445160,
    "text": "doing other tasks."
  },
  {
    "startMs": 447919,
    "text": "And"
  },
  {
    "startMs": 449440,
    "text": "one example here is in those skill"
  },
  {
    "startMs": 451040,
    "text": "files, we also,"
  },
  {
    "startMs": 452720,
    "text": "through testing, we've included the"
  },
  {
    "startMs": 455360,
    "text": "types of questions that the business"
  },
  {
    "startMs": 456680,
    "text": "would ask of the data. In this case,"
  },
  {
    "startMs": 459080,
    "text": "looking at"
  },
  {
    "startMs": 460240,
    "text": "closed date changes and opportunities,"
  },
  {
    "startMs": 461720,
    "text": "as well as uh changes in the amount of"
  },
  {
    "startMs": 463840,
    "text": "the opportunities, so that we can answer"
  },
  {
    "startMs": 465920,
    "text": "essentially 80% or or more of the"
  },
  {
    "startMs": 468120,
    "text": "questions, where the other 20% might be"
  },
  {
    "startMs": 470920,
    "text": "more uh complex strategic questions."
  },
  {
    "startMs": 474400,
    "text": "And so, overall, this allows the teams"
  },
  {
    "startMs": 476880,
    "text": "to be able to embed all of the logic"
  },
  {
    "startMs": 479360,
    "text": "into the skill files and get answers uh"
  },
  {
    "startMs": 482280,
    "text": "fairly quickly. So, I've seen users who"
  },
  {
    "startMs": 484120,
    "text": "do not know any SQL, and the essentially"
  },
  {
    "startMs": 486800,
    "text": "their request in the past we bottleneck"
  },
  {
    "startMs": 488560,
    "text": "to someone who knows data and can write"
  },
  {
    "startMs": 490520,
    "text": "SQL for complex queries, be able to just"
  },
  {
    "startMs": 492760,
    "text": "ask questions of the data and get"
  },
  {
    "startMs": 494840,
    "text": "answers."
  },
  {
    "startMs": 495919,
    "text": "And this is very useful also for what I"
  },
  {
    "startMs": 498720,
    "text": "show later on on the third pillar is for"
  },
  {
    "startMs": 501040,
    "text": "building skills for these go-to-market"
  },
  {
    "startMs": 503280,
    "text": "teams, so that they um can and ask"
  },
  {
    "startMs": 507000,
    "text": "questions of their data and and get"
  },
  {
    "startMs": 509000,
    "text": "answers. Also, uh in our team we've used"
  },
  {
    "startMs": 511919,
    "text": "these same skill files to build multiple"
  },
  {
    "startMs": 513479,
    "text": "applications. Uh when usually, you know,"
  },
  {
    "startMs": 516080,
    "text": "that is uh done in IT and bottlenecked"
  },
  {
    "startMs": 520039,
    "text": "in those areas, we're able to use the"
  },
  {
    "startMs": 521599,
    "text": "semantic information about the business"
  },
  {
    "startMs": 524720,
    "text": "um knowledge, as well as the columns"
  },
  {
    "startMs": 526160,
    "text": "table to build these applications rather"
  },
  {
    "startMs": 528480,
    "text": "quickly. So, this allows us to free up"
  },
  {
    "startMs": 530080,
    "text": "our time, so that we can focus on"
  },
  {
    "startMs": 532000,
    "text": "strategy and enablement."
  },
  {
    "startMs": 537520,
    "text": "All right, for the second pillar, uh"
  },
  {
    "startMs": 539000,
    "text": "what I mentioned earlier, there's a"
  },
  {
    "startMs": 540520,
    "text": "story in the data and they really"
  },
  {
    "startMs": 542480,
    "text": "shouldn't have to search for it. Uh what"
  },
  {
    "startMs": 544360,
    "text": "I'm showing you here is synthetic data"
  },
  {
    "startMs": 546120,
    "text": "on the right. Uh we have a weekly"
  },
  {
    "startMs": 548560,
    "text": "summary that goes out, which highlights"
  },
  {
    "startMs": 550760,
    "text": "how the business is doing, how they're"
  },
  {
    "startMs": 552000,
    "text": "pacing to their goals, and then"
  },
  {
    "startMs": 554040,
    "text": "highlighting um trends, uh standouts, as"
  },
  {
    "startMs": 556880,
    "text": "well as watches."
  },
  {
    "startMs": 558839,
    "text": "So,"
  },
  {
    "startMs": 560040,
    "text": "this uh we provide this information to"
  },
  {
    "startMs": 562280,
    "text": "the business, so they can, as you just"
  },
  {
    "startMs": 564240,
    "text": "like you can open your phone now uh on"
  },
  {
    "startMs": 566360,
    "text": "Gemini, if you have it, and you can see"
  },
  {
    "startMs": 567560,
    "text": "your notes for the day or the things"
  },
  {
    "startMs": 568960,
    "text": "that you need to do,"
  },
  {
    "startMs": 570280,
    "text": "giving that same level of information to"
  },
  {
    "startMs": 572480,
    "text": "the go-to-market team, so they can just"
  },
  {
    "startMs": 574560,
    "text": "go along their day, and if they do need"
  },
  {
    "startMs": 576440,
    "text": "to look at some of the reports or"
  },
  {
    "startMs": 577840,
    "text": "dashboards, they can to drill in, um but"
  },
  {
    "startMs": 580560,
    "text": "we bring the story to them."
  },
  {
    "startMs": 582960,
    "text": "And I'll pull this together why I think"
  },
  {
    "startMs": 584240,
    "text": "this is really important. Um you know,"
  },
  {
    "startMs": 586600,
    "text": "of course there's a place for dashboards"
  },
  {
    "startMs": 588680,
    "text": "and standard information, but there's"
  },
  {
    "startMs": 590000,
    "text": "different level of adoption of the KPI"
  },
  {
    "startMs": 592680,
    "text": "metrics at any given company. You're"
  },
  {
    "startMs": 594360,
    "text": "going to have people who are love"
  },
  {
    "startMs": 596200,
    "text": "dashboards, people are never going to"
  },
  {
    "startMs": 597280,
    "text": "look at them. So, I think you really"
  },
  {
    "startMs": 599280,
    "text": "need to have a way to scaffold that"
  },
  {
    "startMs": 600600,
    "text": "across"
  },
  {
    "startMs": 601720,
    "text": "um"
  },
  {
    "startMs": 602600,
    "text": "the business. So, how do we do this"
  },
  {
    "startMs": 604120,
    "text": "automated analysis? So, a big part of"
  },
  {
    "startMs": 606320,
    "text": "this is simplifying the data so that the"
  },
  {
    "startMs": 608160,
    "text": "AI agents can actually um analyze the"
  },
  {
    "startMs": 611200,
    "text": "data in a very consistent and clean way."
  },
  {
    "startMs": 614480,
    "text": "Here what we do is we transform the data"
  },
  {
    "startMs": 616240,
    "text": "by the"
  },
  {
    "startMs": 617320,
    "text": "dimension of time, also slice of the"
  },
  {
    "startMs": 620000,
    "text": "logical part of the business, which is"
  },
  {
    "startMs": 621400,
    "text": "manager, theater, and finally the"
  },
  {
    "startMs": 624040,
    "text": "metric. Here we have data uh that is"
  },
  {
    "startMs": 626520,
    "text": "wide. You could also go um from wide to"
  },
  {
    "startMs": 628720,
    "text": "long. Uh our trend information that I"
  },
  {
    "startMs": 630840,
    "text": "showed you, um"
  },
  {
    "startMs": 632960,
    "text": "uh that data is long, and then we do"
  },
  {
    "startMs": 634480,
    "text": "some pre-processing on that data um to"
  },
  {
    "startMs": 637160,
    "text": "then highlight trends. So, the the uh"
  },
  {
    "startMs": 640080,
    "text": "embedding of the logic of how you would"
  },
  {
    "startMs": 641640,
    "text": "filter this data to even analyze it, um"
  },
  {
    "startMs": 644520,
    "text": "as well as the logical um aggregations"
  },
  {
    "startMs": 647440,
    "text": "the business want to see is all"
  },
  {
    "startMs": 649040,
    "text": "engineered up front. This"
  },
  {
    "startMs": 651800,
    "text": "from my experience, this handles uh 80"
  },
  {
    "startMs": 654280,
    "text": "or plus percent of the requests is just"
  },
  {
    "startMs": 656920,
    "text": "getting information about the"
  },
  {
    "startMs": 658040,
    "text": "performance of the teams and how they're"
  },
  {
    "startMs": 659320,
    "text": "doing. You can always go down to the raw"
  },
  {
    "startMs": 661040,
    "text": "data, but this last uh pillar, which"
  },
  {
    "startMs": 663200,
    "text": "I'll go over in a minute, um allows them"
  },
  {
    "startMs": 665080,
    "text": "to do that. To be able to orchestrate"
  },
  {
    "startMs": 667040,
    "text": "this uh effectively and be able to rely"
  },
  {
    "startMs": 669320,
    "text": "on it, we have a multi-agent workflow"
  },
  {
    "startMs": 671760,
    "text": "where we first get the data, and then we"
  },
  {
    "startMs": 673960,
    "text": "do a first pass draft on the data"
  },
  {
    "startMs": 676280,
    "text": "calling our MCPs,"
  },
  {
    "startMs": 678080,
    "text": "um and then this we have a second"
  },
  {
    "startMs": 679839,
    "text": "reviewer agent who checks the veracity"
  },
  {
    "startMs": 681520,
    "text": "of the data, and then we have a third um"
  },
  {
    "startMs": 684000,
    "text": "agent, which is a tone agent, who using"
  },
  {
    "startMs": 686320,
    "text": "a multi-shot prompt um is able to just"
  },
  {
    "startMs": 688800,
    "text": "craft the message and highlight the"
  },
  {
    "startMs": 690600,
    "text": "risks and opportunities"
  },
  {
    "startMs": 692400,
    "text": "um equally. And with every run, we have"
  },
  {
    "startMs": 694320,
    "text": "observability into each of the LLM"
  },
  {
    "startMs": 695960,
    "text": "calls, so we can see what is passed and"
  },
  {
    "startMs": 698440,
    "text": "what is the response that is going on"
  },
  {
    "startMs": 701080,
    "text": "there."
  },
  {
    "startMs": 701880,
    "text": "And so, this architecture we tested for"
  },
  {
    "startMs": 705040,
    "text": "about 2-3 months and, you know, looking"
  },
  {
    "startMs": 707520,
    "text": "every single run to see what is going"
  },
  {
    "startMs": 709760,
    "text": "wrong. And this is the the model that we"
  },
  {
    "startMs": 712320,
    "text": "had set up that is really working for"
  },
  {
    "startMs": 714000,
    "text": "us. And we really hope to expand this"
  },
  {
    "startMs": 716400,
    "text": "beyond just what I've shown you for"
  },
  {
    "startMs": 718880,
    "text": "multiple teams, but also down to the"
  },
  {
    "startMs": 720520,
    "text": "customer level like I was just talking"
  },
  {
    "startMs": 722400,
    "text": "to you about."
  },
  {
    "startMs": 723640,
    "text": "The third part is the self-service"
  },
  {
    "startMs": 725960,
    "text": "model. And what I'm showing you here is"
  },
  {
    "startMs": 728840,
    "text": "our internal tool called Cloudflare OS,"
  },
  {
    "startMs": 731400,
    "text": "which is an agentic workspace that is"
  },
  {
    "startMs": 733320,
    "text": "running on Cloudflare where the"
  },
  {
    "startMs": 735560,
    "text": "go-to-market team can come in here. It"
  },
  {
    "startMs": 737240,
    "text": "spins up their own compute and their own"
  },
  {
    "startMs": 740520,
    "text": "persistent environment using Cloudflare"
  },
  {
    "startMs": 742800,
    "text": "workers as well as durable objects,"
  },
  {
    "startMs": 745160,
    "text": "which is basically a storage"
  },
  {
    "startMs": 747840,
    "text": "sort of like S3."
  },
  {
    "startMs": 749320,
    "text": "And so, the sales people can come in"
  },
  {
    "startMs": 750840,
    "text": "here and get the data they need it when"
  },
  {
    "startMs": 753720,
    "text": "they need it."
  },
  {
    "startMs": 756640,
    "text": "So, some use cases that these teams are"
  },
  {
    "startMs": 758360,
    "text": "using it for is doing a forecast brief,"
  },
  {
    "startMs": 760760,
    "text": "building QBR decks,"
  },
  {
    "startMs": 762560,
    "text": "building a purchase deck on what the"
  },
  {
    "startMs": 764800,
    "text": "customer that they're onboarding has"
  },
  {
    "startMs": 766000,
    "text": "purchased, doing account planning,"
  },
  {
    "startMs": 767960,
    "text": "general queries of the data,"
  },
  {
    "startMs": 770320,
    "text": "as well as renewal preparation. How are"
  },
  {
    "startMs": 772160,
    "text": "they going to look at what the customer"
  },
  {
    "startMs": 773640,
    "text": "has used and"
  },
  {
    "startMs": 775800,
    "text": "either upsell them or figure out how"
  },
  {
    "startMs": 777720,
    "text": "they can get them adopting their product"
  },
  {
    "startMs": 779120,
    "text": "more."
  },
  {
    "startMs": 781480,
    "text": "So, just a little bit more into that"
  },
  {
    "startMs": 783280,
    "text": "Cloudflare S setup that I just showed"
  },
  {
    "startMs": 785200,
    "text": "you. The AI agent workspace is where"
  },
  {
    "startMs": 787880,
    "text": "that screen I was I was showing you. And"
  },
  {
    "startMs": 790000,
    "text": "through the the three-part"
  },
  {
    "startMs": 792520,
    "text": "piece of the skills in the lower left,"
  },
  {
    "startMs": 794880,
    "text": "which is our like expert"
  },
  {
    "startMs": 796880,
    "text": "level information,"
  },
  {
    "startMs": 798520,
    "text": "as well as the MCP connection and the AI"
  },
  {
    "startMs": 801920,
    "text": "gateway, they're able to have"
  },
  {
    "startMs": 803440,
    "text": "conversations in this agentic workspace"
  },
  {
    "startMs": 805920,
    "text": "to pull data they need and using"
  },
  {
    "startMs": 807920,
    "text": "expert-level skills, which is curated,"
  },
  {
    "startMs": 810560,
    "text": "um so that they're able to execute the"
  },
  {
    "startMs": 812840,
    "text": "jobs that they need to do when they need"
  },
  {
    "startMs": 814560,
    "text": "to do it."
  },
  {
    "startMs": 816400,
    "text": "And so, a little more information about"
  },
  {
    "startMs": 817680,
    "text": "the skill repository, uh we have a"
  },
  {
    "startMs": 819480,
    "text": "central alias where skills are presented"
  },
  {
    "startMs": 822600,
    "text": "uh to uh the central team, curated by"
  },
  {
    "startMs": 825640,
    "text": "the uh go-to-market team, as well as by"
  },
  {
    "startMs": 827600,
    "text": "operations team, and they're reviewed,"
  },
  {
    "startMs": 829440,
    "text": "so we can make sure that we're not"
  },
  {
    "startMs": 831160,
    "text": "having a proliferation of skills, and we"
  },
  {
    "startMs": 833760,
    "text": "have an expert-level knowledge skill at"
  },
  {
    "startMs": 835560,
    "text": "every level, so that they can really get"
  },
  {
    "startMs": 837840,
    "text": "all the information they need for how to"
  },
  {
    "startMs": 839800,
    "text": "approach uh any customer situation."
  },
  {
    "startMs": 844360,
    "text": "And so, just a few more uh um images"
  },
  {
    "startMs": 846360,
    "text": "here of uh them using it. Here, uh we"
  },
  {
    "startMs": 848880,
    "text": "have them building a prescriptive plan"
  },
  {
    "startMs": 851160,
    "text": "for their daily work. They're asking a"
  },
  {
    "startMs": 853000,
    "text": "question, it's their um you can see the"
  },
  {
    "startMs": 855280,
    "text": "agent is responding by looking into the"
  },
  {
    "startMs": 857320,
    "text": "MCP and starting to pull the data"
  },
  {
    "startMs": 858880,
    "text": "together."
  },
  {
    "startMs": 860520,
    "text": "And related to the QBR deck, uh here's a"
  },
  {
    "startMs": 863840,
    "text": "slide of generating a custom slide deck"
  },
  {
    "startMs": 866080,
    "text": "for a customer call."
  },
  {
    "startMs": 869360,
    "text": "And so, this has really, I think,"
  },
  {
    "startMs": 870960,
    "text": "unlocked the ability of the go-to-market"
  },
  {
    "startMs": 872600,
    "text": "teams to be able to really have all"
  },
  {
    "startMs": 875280,
    "text": "their information uh serviced to them."
  },
  {
    "startMs": 879040,
    "text": "And so, bring it together with the three"
  },
  {
    "startMs": 880560,
    "text": "pillars that I talked about."
  },
  {
    "startMs": 882320,
    "text": "Um"
  },
  {
    "startMs": 883480,
    "text": "if you really don't have all these, I"
  },
  {
    "startMs": 884680,
    "text": "think you have issues with serving the"
  },
  {
    "startMs": 886080,
    "text": "go-to-market needs uh in terms of uh"
  },
  {
    "startMs": 888560,
    "text": "using"
  },
  {
    "startMs": 889520,
    "text": "optimizing the use of Agentyc uh"
  },
  {
    "startMs": 891800,
    "text": "systems."
  },
  {
    "startMs": 893400,
    "text": "With self-service, you allow them to be"
  },
  {
    "startMs": 894760,
    "text": "able to pull data when they need it for"
  },
  {
    "startMs": 896280,
    "text": "whatever situation they need it with the"
  },
  {
    "startMs": 897520,
    "text": "expert-level information."
  },
  {
    "startMs": 899600,
    "text": "The the second is by pushing the uh the"
  },
  {
    "startMs": 902920,
    "text": "insights to the business, you're able to"
  },
  {
    "startMs": 904720,
    "text": "surface the generalized standardized"
  },
  {
    "startMs": 906680,
    "text": "information of how these teams are"
  },
  {
    "startMs": 908480,
    "text": "doing, and also um"
  },
  {
    "startMs": 911080,
    "text": "yeah, so so that there's no and also uh"
  },
  {
    "startMs": 913280,
    "text": "so they're aligning with source of truth"
  },
  {
    "startMs": 914440,
    "text": "on performance."
  },
  {
    "startMs": 915760,
    "text": "Um and then, the the third one is the"
  },
  {
    "startMs": 918040,
    "text": "scaling of the analytical team for them"
  },
  {
    "startMs": 919680,
    "text": "to be able to answer queries and build"
  },
  {
    "startMs": 921480,
    "text": "applications for the teams, which really"
  },
  {
    "startMs": 923840,
    "text": "unlocks a lot um because the opportunity"
  },
  {
    "startMs": 926080,
    "text": "cost of that team being overloaded and"
  },
  {
    "startMs": 927920,
    "text": "being able to help is that the meet the"
  },
  {
    "startMs": 930040,
    "text": "needs of the go-to-market team um is not"
  },
  {
    "startMs": 932560,
    "text": "met."
  },
  {
    "startMs": 934440,
    "text": "So, some findings um and the future."
  },
  {
    "startMs": 937520,
    "text": "So,"
  },
  {
    "startMs": 938520,
    "text": "uh the first thing is skill curation is"
  },
  {
    "startMs": 940480,
    "text": "the basis for all of this agentic"
  },
  {
    "startMs": 942560,
    "text": "workforce. If you're able to embed the"
  },
  {
    "startMs": 944440,
    "text": "knowledge of the business into the skill"
  },
  {
    "startMs": 947400,
    "text": "files as well as the skills uh uh for"
  },
  {
    "startMs": 950560,
    "text": "the an analyst to be able to build uh"
  },
  {
    "startMs": 953360,
    "text": "answer questions or build applications"
  },
  {
    "startMs": 955200,
    "text": "as well as the skills that I showed you"
  },
  {
    "startMs": 956640,
    "text": "in the Cloudflare OS,"
  },
  {
    "startMs": 958480,
    "text": "you're really able to uh give them the"
  },
  {
    "startMs": 961160,
    "text": "ability to use the agentic systems in a"
  },
  {
    "startMs": 963520,
    "text": "more predictable and deterministic way"
  },
  {
    "startMs": 965440,
    "text": "so that they can execute um evenly"
  },
  {
    "startMs": 968200,
    "text": "across the board."
  },
  {
    "startMs": 969560,
    "text": "The second thing is through this whole"
  },
  {
    "startMs": 971600,
    "text": "process, the feedback loop is very"
  },
  {
    "startMs": 973840,
    "text": "important. Just like uh a company would"
  },
  {
    "startMs": 976480,
    "text": "try to sell a product externally and get"
  },
  {
    "startMs": 978000,
    "text": "feedback, with these internal teams, uh"
  },
  {
    "startMs": 980480,
    "text": "the feedback loop is very important to"
  },
  {
    "startMs": 982440,
    "text": "be able to see is is what you're"
  },
  {
    "startMs": 984040,
    "text": "building is it actually useful? What are"
  },
  {
    "startMs": 985520,
    "text": "some issues that they're having? And how"
  },
  {
    "startMs": 987160,
    "text": "can you make this uh work more"
  },
  {
    "startMs": 989240,
    "text": "efficiently? And the third thing is the"
  },
  {
    "startMs": 991800,
    "text": "layering of those uh three pillars that"
  },
  {
    "startMs": 994600,
    "text": "I talked about. Being able to answer"
  },
  {
    "startMs": 996440,
    "text": "questions where the team comes to you,"
  },
  {
    "startMs": 998400,
    "text": "some of the go-to-market team, that's"
  },
  {
    "startMs": 1000200,
    "text": "how they like to interface with the"
  },
  {
    "startMs": 1001600,
    "text": "operations team is to be able to ask"
  },
  {
    "startMs": 1002839,
    "text": "questions. Um and then the pushing of"
  },
  {
    "startMs": 1005240,
    "text": "information and then"
  },
  {
    "startMs": 1006160,
    "text": "self-serviceability. Through that,"
  },
  {
    "startMs": 1007800,
    "text": "you're able to uh interweave all the"
  },
  {
    "startMs": 1010760,
    "text": "needs of the team to be able to be met"
  },
  {
    "startMs": 1013160,
    "text": "by this uh agentic run uh team. So,"
  },
  {
    "startMs": 1016360,
    "text": "through all these uh"
  },
  {
    "startMs": 1018280,
    "text": "different pillars that I talked about,"
  },
  {
    "startMs": 1020040,
    "text": "we've really been able to 2x our"
  },
  {
    "startMs": 1021600,
    "text": "efficiency and be able to serve the"
  },
  {
    "startMs": 1023120,
    "text": "teams as well as allowing them to be"
  },
  {
    "startMs": 1025560,
    "text": "able to get the information that they"
  },
  {
    "startMs": 1027079,
    "text": "need to do their job."
  },
  {
    "startMs": 1028959,
    "text": "And some some things um that I see going"
  },
  {
    "startMs": 1030959,
    "text": "into the future. Number one is a deeper"
  },
  {
    "startMs": 1032720,
    "text": "integration with uh"
  },
  {
    "startMs": 1034640,
    "text": "our systems that we work in. So, for"
  },
  {
    "startMs": 1036400,
    "text": "example, those QBR decks and um"
  },
  {
    "startMs": 1040160,
    "text": "renewal call skills,"
  },
  {
    "startMs": 1042480,
    "text": "uh how can we set up meetings for the"
  },
  {
    "startMs": 1045000,
    "text": "go-to-market team and embed those"
  },
  {
    "startMs": 1046760,
    "text": "artifacts in those meetings so they"
  },
  {
    "startMs": 1049160,
    "text": "don't have to actually pull them. We can"
  },
  {
    "startMs": 1051720,
    "text": "allow them to that self-service portal"
  },
  {
    "startMs": 1053320,
    "text": "to be more ad hoc in what they need."
  },
  {
    "startMs": 1055760,
    "text": "But, that requires some information or"
  },
  {
    "startMs": 1057600,
    "text": "some security setup and how can we do"
  },
  {
    "startMs": 1059520,
    "text": "that? And then also, another example is"
  },
  {
    "startMs": 1062920,
    "text": "getting meeting notes from those calls,"
  },
  {
    "startMs": 1065440,
    "text": "which you have to set up that across the"
  },
  {
    "startMs": 1067560,
    "text": "board. So, there's some system side"
  },
  {
    "startMs": 1069800,
    "text": "thing that we have to work on there. The"
  },
  {
    "startMs": 1071680,
    "text": "second thing is harder problems"
  },
  {
    "startMs": 1074160,
    "text": "around quoting and approvals and"
  },
  {
    "startMs": 1077160,
    "text": "updating the CRM itself. Uh we use"
  },
  {
    "startMs": 1080200,
    "text": "Salesforce and we're just in the midst"
  },
  {
    "startMs": 1082720,
    "text": "of"
  },
  {
    "startMs": 1084200,
    "text": "building the connections and the ability"
  },
  {
    "startMs": 1085880,
    "text": "for us to update Salesforce with these"
  },
  {
    "startMs": 1087520,
    "text": "Agenty systems. And I see that being um"
  },
  {
    "startMs": 1091240,
    "text": "set up in a way that I set up with that"
  },
  {
    "startMs": 1093640,
    "text": "automated analysis where you have"
  },
  {
    "startMs": 1095720,
    "text": "workflows uh to just make sure that"
  },
  {
    "startMs": 1097760,
    "text": "everything is getting um done right. And"
  },
  {
    "startMs": 1100360,
    "text": "the second thing is we're sort of"
  },
  {
    "startMs": 1101640,
    "text": "reached the Cambrian stage of using"
  },
  {
    "startMs": 1103920,
    "text": "Agenty systems, which means there's an"
  },
  {
    "startMs": 1105360,
    "text": "explosion of excitement and skills and"
  },
  {
    "startMs": 1109000,
    "text": "finding out ways to solve anything with"
  },
  {
    "startMs": 1111240,
    "text": "AI. But, I see as we get to this"
  },
  {
    "startMs": 1115120,
    "text": "uh fuller integration and"
  },
  {
    "startMs": 1116240,
    "text": "standardization, we're going to"
  },
  {
    "startMs": 1118720,
    "text": "uh want to come back and and and not"
  },
  {
    "startMs": 1121760,
    "text": "really limit, but just figure out a"
  },
  {
    "startMs": 1123400,
    "text": "really strategic approach for allowing"
  },
  {
    "startMs": 1125320,
    "text": "each team to use the Agenty system so"
  },
  {
    "startMs": 1127120,
    "text": "that the source of truth in all the"
  },
  {
    "startMs": 1128920,
    "text": "systems are aligning."
  },
  {
    "startMs": 1130760,
    "text": "All right. Well, thank you for joining"
  },
  {
    "startMs": 1132280,
    "text": "this talk and I appreciate you,"
  },
  {
    "startMs": 1134200,
    "text": "um you know, coming here. Hope you have"
  },
  {
    "startMs": 1136080,
    "text": "a great conference."
  },
  {
    "startMs": 1137093,
    "text": ">> [applause]"
  },
  {
    "startMs": 1152813,
    "text": "[music]"
  }
]