Sridhar Ramaswamy

And in fact, our sales teams are incredibly well versed now in our products and in AI as a whole, because we created products that could work for them.

And having an effective go-to-market motion is the real strength of Snowflake.

Again, to make this super concrete, the number of use cases, these are new products basically within customers.

that our account executives won went up by some 75% year on year.

That's the power of sort of using AI to get work done faster.

And that is a tradition that will continue.

What we have added on is a new focus that comes from a product first person like me.

AI in sort of a generic way or about worry about things like what can it do.

But I think sometimes what we forget is if you have a well-built system that uses like the latest it's actually an incredible delight.

all kinds of information that you would want.

I was at a conference recently, every piece of information that I wanted to know about a customer that was having a conversation with, I would look up even live if I didn't know that I would do it in front of them and show them the power of Snowflake's AI.

A big part of our success over the past couple of years has been internalizing this.

AI is a different way to think about product and product delivery.

And the companies that are going to succeed are the ones that truly internalize that.

There is a big chasm between how we did it with web pages and clicking on things to these agentic flows that can truly solve problems.

First of all, a lot more familiarity with Snowflake is a must because these folks now have access to products that show off what Snowflake is about.

I expect every sales rep to have co-work on their phone and be able to show off the actual impact of having a product like that

with ready access to information to each and every one of our customers.

When it comes to our solution engineers, these are the technical pre-sales people.

Used to be that we'd have six demos total for all of Snowflake and maybe they would do a little bit of customization and say, hey, here's what Snowflake can do.