Meeting Title: Snowflake and Omni Partnerships Sync Date: 2026-04-27 Meeting participants: Uttam Kumaran, Lisa Whall
WEBVTT
1 00:06:10.770 ⇒ 00:06:11.760 Lisa Whall: Hi!
2 00:06:12.030 ⇒ 00:06:13.329 Uttam Kumaran: Hey, how are you?
3 00:06:14.100 ⇒ 00:06:16.240 Lisa Whall: Oh, I can’t hear you.
4 00:06:16.730 ⇒ 00:06:17.950 Uttam Kumaran: I can hear you.
5 00:06:19.440 ⇒ 00:06:22.279 Uttam Kumaran: I don’t think you can hear me, my mic’s working, though.
6 00:06:29.400 ⇒ 00:06:30.700 Uttam Kumaran: Hello, hello, hello?
7 00:06:32.010 ⇒ 00:06:33.180 Uttam Kumaran: Anything now?
8 00:06:33.180 ⇒ 00:06:36.269 Lisa Whall: Oh, it’s my speaker? Oh, it could be, it could be.
9 00:06:36.550 ⇒ 00:06:38.979 Lisa Whall: I’ve had this happen before, hold on.
10 00:06:40.030 ⇒ 00:06:41.989 Uttam Kumaran: Test, test, test, test, test.
11 00:06:41.990 ⇒ 00:06:44.160 Lisa Whall: It, it was working fine earlier.
12 00:06:44.560 ⇒ 00:06:47.529 Lisa Whall: That’s so weird. Ugh, I beat this.
13 00:06:48.260 ⇒ 00:06:53.319 Lisa Whall: Hmm… Let me check. Hold on.
14 00:06:53.320 ⇒ 00:06:53.970 Uttam Kumaran: Race.
15 00:07:03.470 ⇒ 00:07:06.919 Lisa Whall: Why didn’t I have to stop them in a long time? I don’t know what’s going on. Hold on.
16 00:07:14.690 ⇒ 00:07:16.180 Lisa Whall: Oh, shit.
17 00:07:17.950 ⇒ 00:07:18.420 Uttam Kumaran: Working?
18 00:07:20.050 ⇒ 00:07:25.739 Lisa Whall: Can you hear me now? Yes. Or can I hear you now? Can you hear me? Hold on, hold on. I know what it is. Hold on.
19 00:08:40.909 ⇒ 00:08:41.709 Uttam Kumaran: How about now?
20 00:08:44.049 ⇒ 00:08:46.389 Lisa Whall: my headphones on downstairs because I was doing my training.
21 00:08:46.390 ⇒ 00:08:47.950 Uttam Kumaran: Oh, okay. Okay, no worries.
22 00:08:47.950 ⇒ 00:08:49.809 Lisa Whall: To get out of the office.
23 00:08:50.580 ⇒ 00:08:53.400 Lisa Whall: I’m like… How’s it going?
24 00:08:53.400 ⇒ 00:08:54.630 Uttam Kumaran: Good, how are you?
25 00:08:54.800 ⇒ 00:08:58.169 Lisa Whall: I’m loving it, dude, I love it. I love every minute of it.
26 00:08:58.550 ⇒ 00:08:58.960 Uttam Kumaran: Great.
27 00:08:58.960 ⇒ 00:09:01.050 Lisa Whall: Thank you so much for the opportunity.
28 00:09:01.050 ⇒ 00:09:19.789 Uttam Kumaran: Thank you! Oh my gosh, no, thank you. I feel like, yeah, we’re… we do our best to try to have stuff set up, people to sort of jump in. I think, like, working with Robert is great. I think you’re gonna enjoy it. He has a really good level of intensity and has done a really good job getting us organized as, like, a one-man band.
29 00:09:19.790 ⇒ 00:09:21.739 Lisa Whall: Oh my god, incredibly well.
30 00:09:21.740 ⇒ 00:09:28.269 Uttam Kumaran: Yeah, so I think… Yeah, I mean, really, the core of, like, the first 30 days is, like.
31 00:09:28.390 ⇒ 00:09:44.209 Uttam Kumaran: just, like, if you could take on Snowflake and Omni, I think that’s great. So I think I owe you sort of a list of, like, who we know at both those places, and a little bit, but I’m happy to, you know, answer. Both of those relationships are ones that I sort of brought to the table.
32 00:09:44.210 ⇒ 00:09:44.630 Lisa Whall: Okay.
33 00:09:44.630 ⇒ 00:09:59.459 Uttam Kumaran: Similar, like, I think… I think a good amount of the partnerships is, you know, where I’ve been spending… I spend a lot of my time, sort of just, like, getting us in the door, and then we’re… we’re now, like, going for certifications and things like that.
34 00:10:00.430 ⇒ 00:10:01.250 Uttam Kumaran: But…
35 00:10:01.500 ⇒ 00:10:19.300 Uttam Kumaran: Yeah, I’m… I’ve sort of just wanted to say hi and see where I could be helpful or see what you need from me this week. A couple, like, probably the bigger things is there are some, like, Snowflake… there’s, like, a Snowflake conference coming up that Robert was like, do you want to go? So I’ll sort of leave that decision to you, maybe once you…
36 00:10:19.760 ⇒ 00:10:21.549 Lisa Whall: Oh, I totally Montego, I mean, I…
37 00:10:21.550 ⇒ 00:10:22.090 Uttam Kumaran: Cool.
38 00:10:22.090 ⇒ 00:10:24.830 Lisa Whall: I think that you and I need to go, and… Okay.
39 00:10:24.990 ⇒ 00:10:41.470 Lisa Whall: you just talk to everybody, and I follow up, grab cards… Okay. Oh, networking too, but you definitely want to have two people at those things, and I want you to be unencumbered with follow-ups and all of that. I mean, that’s what I’m here for, so I absolutely want to go.
40 00:10:41.470 ⇒ 00:10:42.330 Uttam Kumaran: Okay, so that’s.
41 00:10:42.330 ⇒ 00:10:47.620 Lisa Whall: Big shot, and that way we can have We’ll… we’ll nail people down.
42 00:10:47.940 ⇒ 00:10:54.959 Uttam Kumaran: Yeah, and I think when you’re talking to all the Snowflake folks this week, you just mentioned, and so I’ll work with Rico, and I’ll get stuff booked.
43 00:10:55.200 ⇒ 00:11:01.759 Uttam Kumaran: And I’ll… and yeah, we’ll just end up… we’ll… we’ll go. And then I also can, like, I have some…
44 00:11:02.200 ⇒ 00:11:21.980 Uttam Kumaran: I think, like, I don’t know if we’ve already connected you to any of the Snowflake folks. I can already go ahead and… I can go ahead and do that, so you just let me know, like, okay, so I can go ahead and just… some of them are just DMs, because we don’t have, like, a concise channel with them, so I’ll loop you in, and then maybe we can just catch up with them together, or whatever.
45 00:11:21.980 ⇒ 00:11:23.110 Lisa Whall: That would be perfect.
46 00:11:23.110 ⇒ 00:11:23.550 Uttam Kumaran: Wow.
47 00:11:23.550 ⇒ 00:11:24.850 Lisa Whall: Yep.
48 00:11:24.850 ⇒ 00:11:34.140 Uttam Kumaran: Yeah, and then, yeah, with all of them, I think we should just mention that we’re gonna go to Summit, and then we can meet with them, or whoever there.
49 00:11:34.140 ⇒ 00:11:44.070 Lisa Whall: I don’t think we need… I mean, this is just my personal opinion. I haven’t been to the Snowflake Conference, but I’ve been to a million other ones. I don’t think that we need to go walk the floor, per se.
50 00:11:44.500 ⇒ 00:11:47.609 Uttam Kumaran: Yeah, I’d rather have… I’d rather have meetings, or…
51 00:11:47.610 ⇒ 00:11:49.259 Lisa Whall: Yeah, I mean, I don’t think we need to waste.
52 00:11:49.260 ⇒ 00:11:49.810 Uttam Kumaran: customers.
53 00:11:49.810 ⇒ 00:11:53.650 Lisa Whall: yeah, waste the money on walking the floor. I think this…
54 00:11:54.260 ⇒ 00:11:59.290 Lisa Whall: setting up shop someplace, and then… that’s what I always do.
55 00:11:59.290 ⇒ 00:12:03.000 Uttam Kumaran: I think we set up shop, and then also we could do something adjacent, like…
56 00:12:03.000 ⇒ 00:12:03.510 Lisa Whall: Oh, true.
57 00:12:03.510 ⇒ 00:12:17.400 Uttam Kumaran: bar or something beforehand, so Hannah and Rico will kind of help put a lot of that together. So, I feel like, yeah, I feel good about that. We actually just are doing a bunch of work with Cortex AI, so…
58 00:12:17.500 ⇒ 00:12:21.500 Uttam Kumaran: we have, like, really good talking points around deploying their AI products.
59 00:12:21.640 ⇒ 00:12:36.530 Uttam Kumaran: That I can speak to, you know, pretty in-depth. And I think that’s the one thing we’re finding with a lot of the vendors or the platforms right now, is there’s not a lot of partners that are bringing in deals, let alone doing the, like, latest frontier stuff.
60 00:12:36.720 ⇒ 00:12:37.070 Lisa Whall: Yeah.
61 00:12:37.070 ⇒ 00:12:44.590 Uttam Kumaran: So, another example is, like, I have a friend… I just made a new friend at Google here, who’s, like, kind of a senior solutions engineer.
62 00:12:44.590 ⇒ 00:12:45.090 Lisa Whall: Oops.
63 00:12:45.090 ⇒ 00:12:51.949 Uttam Kumaran: And he’s like… I told him, like, we have a couple of active Google clients that we can just bring to the table.
64 00:12:52.190 ⇒ 00:13:00.209 Uttam Kumaran: And we also are… can totally implement their, like, Gemini stuff. And he’s like, dude, I should just connect you immediately with, like, their partnerships person.
65 00:13:00.750 ⇒ 00:13:01.470 Lisa Whall: Do it!
66 00:13:01.470 ⇒ 00:13:04.579 Uttam Kumaran: So, for those, that’s where I’m… sort of just wanting to…
67 00:13:05.380 ⇒ 00:13:09.070 Uttam Kumaran: Say hi today, basically be like, okay, let’s, like, let’s start to…
68 00:13:09.280 ⇒ 00:13:13.800 Uttam Kumaran: I could either just rush and make all those intros, or you kind of let me know what your…
69 00:13:13.800 ⇒ 00:13:16.469 Lisa Whall: Rush, just make the introes, I can keep up.
70 00:13:16.470 ⇒ 00:13:19.689 Uttam Kumaran: Okay, okay, cool, so then let me, I mean, that’s…
71 00:13:20.080 ⇒ 00:13:21.470 Lisa Whall: Yeah.
72 00:13:21.820 ⇒ 00:13:28.300 Uttam Kumaran: I’ll text him again, today, and then I’ll basically push that through. It’s funny, he actually is thinking about leaving.
73 00:13:28.440 ⇒ 00:13:31.899 Uttam Kumaran: And I was like, you should come work for us, so he’s thinking about that, too.
74 00:13:31.900 ⇒ 00:13:32.230 Lisa Whall: Oh.
75 00:13:32.230 ⇒ 00:13:42.180 Uttam Kumaran: And so, interesting guy. So I’ll message him, ask him for the intro, because he’s gonna intro either someone on this sales counterpart or whatever. He basically is like.
76 00:13:42.480 ⇒ 00:13:54.659 Uttam Kumaran: he can bring us on a few deals, he’s like, the people I’ll introduce you, they’ll be super open. So, I think one thing that I can also probably ask you is, like, how do you want to prep for some of these, or what do you want to come in with?
77 00:13:54.830 ⇒ 00:14:00.390 Uttam Kumaran: Like, what have you found helpful in form of, like, decks or materials? I don’t think we have, like.
78 00:14:00.490 ⇒ 00:14:01.990 Uttam Kumaran: the best setup?
79 00:14:02.230 ⇒ 00:14:16.370 Uttam Kumaran: But I would kind of like to hand ownership of, like, what you want to have in terms of materials, and then between, like, Hannah, me, a couple people can, like, basically help put those together. Yep. That way… and we… some of these we could just…
80 00:14:16.660 ⇒ 00:14:20.339 Uttam Kumaran: Just say hi first, and then arrange something bigger, or whatever, you know.
81 00:14:20.340 ⇒ 00:14:21.550 Lisa Whall: I’m not… I mean…
82 00:14:22.560 ⇒ 00:14:24.559 Uttam Kumaran: It’s mainly, like, takeaway… take-homes.
83 00:14:24.560 ⇒ 00:14:28.370 Lisa Whall: Yeah, I’m not a big… if I have to lean on a deck, then I don’t know what I’m doing.
84 00:14:28.370 ⇒ 00:14:32.939 Uttam Kumaran: Yeah, it’s actually more of just, like, okay, in case, like, someone new joins a call, or it’s, like.
85 00:14:33.300 ⇒ 00:14:36.889 Uttam Kumaran: Hey, okay, you loved us, like, here’s, like, a deck you can send to, like.
86 00:14:37.330 ⇒ 00:14:44.350 Lisa Whall: Right, right, exactly. And it’s… Yeah, I’ve got ideas on how I want to structure it.
87 00:14:44.530 ⇒ 00:14:48.600 Lisa Whall: from a… well, there’s always two. It’s like, do you want to send this
88 00:14:48.840 ⇒ 00:14:54.939 Lisa Whall: partner to… do you want to send this directly to your client, or do you want this internally? Because you really need to…
89 00:14:54.940 ⇒ 00:14:55.500 Uttam Kumaran: Yeah.
90 00:14:55.500 ⇒ 00:15:12.929 Lisa Whall: two sets, right? I mean, this is meaning the obvious, but for partner decks, it’s just all about them and how we help them be successful. I mean, you know this, I know this. Yeah. You have to be pretty direct, and it’s got to be pretty short. No one has any attention span. I mean, if they open it.
91 00:15:13.420 ⇒ 00:15:16.950 Uttam Kumaran: Yeah, it’s great if they open it, yeah, and do something with it.
92 00:15:16.950 ⇒ 00:15:19.650 Lisa Whall: Right, exactly.
93 00:15:21.020 ⇒ 00:15:30.639 Lisa Whall: What else? I don’t know how deep you want to go today, but I did get into the Snowflake portal. I got the admin, thank you.
94 00:15:31.290 ⇒ 00:15:35.879 Lisa Whall: In terms of certifications on our team, on Snowflake.
95 00:15:36.630 ⇒ 00:15:40.490 Lisa Whall: Robert told me to talk to you about some things still blank, so…
96 00:15:40.490 ⇒ 00:15:41.200 Uttam Kumaran: Yeah.
97 00:15:41.200 ⇒ 00:15:44.170 Lisa Whall: Do we have people certified?
98 00:15:44.170 ⇒ 00:15:47.900 Uttam Kumaran: There’s, like, 2 or 3 people that are in process on certifications.
99 00:15:48.280 ⇒ 00:15:53.280 Uttam Kumaran: But we’ve actually brought a lot of… I think we’ve brought, like, 3 or 4 deals to them already.
100 00:15:53.450 ⇒ 00:15:53.860 Lisa Whall: Okay.
101 00:15:53.860 ⇒ 00:15:59.570 Uttam Kumaran: So, like, again, we’ve… we’ve kind of skipped go with a lot… you’ll notice on a lot of our partners, we’ve skipped go.
102 00:15:59.820 ⇒ 00:16:00.280 Lisa Whall: Right.
103 00:16:00.280 ⇒ 00:16:02.510 Uttam Kumaran: And now we’re sort of coming back
104 00:16:03.030 ⇒ 00:16:05.440 Uttam Kumaran: To just, like, make sure we button all of it up.
105 00:16:05.440 ⇒ 00:16:06.510 Lisa Whall: Right, right, right.
106 00:16:06.510 ⇒ 00:16:21.080 Uttam Kumaran: So right now, we… so what we did going into this quarter, we actually put internal incentives towards getting certs. Like, not only will we pay for it, we’ll actually give a bonus on top of it, and then there is a team led by Brile, who you’ll probably meet if you haven’t already.
107 00:16:21.080 ⇒ 00:16:21.950 Lisa Whall: Tomorrow, yep.
108 00:16:21.950 ⇒ 00:16:24.310 Uttam Kumaran: Yeah, who… he learn… he leads, like, learning and development.
109 00:16:24.310 ⇒ 00:16:26.139 Lisa Whall: Oh, okay, yeah, yeah, yeah, yeah, yeah, yeah.
110 00:16:26.140 ⇒ 00:16:26.950 Uttam Kumaran: So…
111 00:16:26.950 ⇒ 00:16:28.889 Lisa Whall: He’s who I need to talk to about this one.
112 00:16:28.890 ⇒ 00:16:34.539 Uttam Kumaran: Yeah, and in fact, like, He’s… he’s an interesting moment, because… I feel like…
113 00:16:35.540 ⇒ 00:16:45.829 Uttam Kumaran: we sort of plan on, like, hey, probably after this quarter, we can actually start to sell the L&D stuff as a service, because he’s teaching everybody internally, like, how to use all of our AI systems.
114 00:16:45.830 ⇒ 00:16:46.849 Lisa Whall: I’m so excited to take.
115 00:16:46.850 ⇒ 00:16:54.230 Uttam Kumaran: Yeah, and the goal of his thing was, like, he was the first person who’s ever come to me with, like, an internal project, and he’s like, I’d like to commercialize this.
116 00:16:54.360 ⇒ 00:17:00.979 Uttam Kumaran: by Q3. I called him the other day, I said, I think this is gonna happen, like, I think I’m gonna be able to sell this, like, next month.
117 00:17:01.290 ⇒ 00:17:07.729 Uttam Kumaran: So, I would be curious, like, for you, while you take his, like, his, like, coursework that he built.
118 00:17:07.970 ⇒ 00:17:20.499 Uttam Kumaran: all using AI, and kind of think about, like, that is… when we go and sell strategy work and training work, that’s going to be the training component. Like, people go through… there’s no, like, concise…
119 00:17:20.660 ⇒ 00:17:34.169 Uttam Kumaran: like, certification process in AI right now, so we have a good opportunity to be, like, we can… here, we have a structured course where we can teach your folks, in addition to just, like… I’m getting asked to just do, like, broader strategy work, you know, in AI, so…
120 00:17:34.170 ⇒ 00:17:35.300 Lisa Whall: Yeah, that makes sense.
121 00:17:35.930 ⇒ 00:17:36.890 Lisa Whall: Okay.
122 00:17:37.960 ⇒ 00:17:38.860 Lisa Whall: Cool.
123 00:17:39.230 ⇒ 00:17:41.659 Lisa Whall: God, I mean, I have a million things.
124 00:17:41.660 ⇒ 00:17:47.049 Uttam Kumaran: Please, I’m here, I’m gonna be on, I’m gonna be on for the next forever, so it’s Monday.
125 00:17:47.050 ⇒ 00:17:49.659 Lisa Whall: Okay, let me pull up my list.
126 00:17:50.180 ⇒ 00:17:52.360 Lisa Whall: Okay.
127 00:17:52.480 ⇒ 00:17:57.979 Lisa Whall: So, and maybe this is this braille… braille, did I say that correctly, Braille?
128 00:17:57.980 ⇒ 00:17:58.860 Uttam Kumaran: Brile, yeah.
129 00:17:58.860 ⇒ 00:18:07.930 Lisa Whall: Ryle, Ryle. I’m just… I want to org… after getting that email on Friday about the Snowflake training, and that they’re cracking down, and…
130 00:18:07.930 ⇒ 00:18:08.670 Uttam Kumaran: Yes.
131 00:18:08.670 ⇒ 00:18:11.010 Lisa Whall: I was like, Jesus!
132 00:18:11.010 ⇒ 00:18:15.829 Uttam Kumaran: Well, I don’t know why… yeah, what was the gist of, like, that? Like, I didn’t… I read it, I forgot.
133 00:18:15.830 ⇒ 00:18:18.409 Lisa Whall: If you don’t hog spaces, I guess, is gonna…
134 00:18:18.410 ⇒ 00:18:20.439 Uttam Kumaran: Oh, for vouchers, yeah.
135 00:18:20.440 ⇒ 00:18:28.450 Lisa Whall: Yeah, for vouchers. So I just want to be very cognizant. Although, it’s like, most of the stuff is on demand, so…
136 00:18:28.620 ⇒ 00:18:35.010 Lisa Whall: it was… I thought it was kind of weird, but that’s… maybe that’s… I’m missing something. I’ll reread it, but…
137 00:18:35.610 ⇒ 00:18:40.839 Lisa Whall: I just want to get that organized, and get as many certs into the portal, because
138 00:18:41.270 ⇒ 00:18:44.029 Lisa Whall: That will matter to the partner people.
139 00:18:44.340 ⇒ 00:18:51.149 Lisa Whall: you know, I mean, we can go directly to the… there’s a lot of skirting that you can do, but in order for us to really move up.
140 00:18:51.370 ⇒ 00:18:52.090 Uttam Kumaran: Yeah.
141 00:18:52.090 ⇒ 00:19:01.360 Lisa Whall: properly, we do need to do the basics, so I just… Want to understand How we get people
142 00:19:01.580 ⇒ 00:19:03.860 Lisa Whall: I mean, are the people that I’ve signed up for…
143 00:19:03.860 ⇒ 00:19:06.440 Uttam Kumaran: Kyle actually leads that, so basically…
144 00:19:06.440 ⇒ 00:19:08.980 Lisa Whall: Perfect. I think I can talk to him about all things.
145 00:19:08.980 ⇒ 00:19:11.429 Uttam Kumaran: Everybody that’s in process across all certifications.
146 00:19:11.430 ⇒ 00:19:11.990 Lisa Whall: Oh, oh.
147 00:19:11.990 ⇒ 00:19:14.539 Uttam Kumaran: He’ll give you the certification roadmap, like…
148 00:19:14.540 ⇒ 00:19:15.450 Lisa Whall: Perfect!
149 00:19:15.450 ⇒ 00:19:18.569 Uttam Kumaran: and Snowflake are the number ones. Right. We have, like…
150 00:19:19.060 ⇒ 00:19:24.650 Uttam Kumaran: we have, like, 3 or 4 people that pass, like, the Tier 1 Omni, and, like, 2 or 3 there will pass the Tier 2.
151 00:19:25.230 ⇒ 00:19:32.980 Uttam Kumaran: And again, we’re, like, basically, like, paying people to go do that as well. So, like, I feel like it’s only… it’s been a month since we put that in, and…
152 00:19:33.210 ⇒ 00:19:38.809 Uttam Kumaran: I think Snowflake is, like, taking a little bit of time, but he’s aware, and that’s his OKR to get people.
153 00:19:39.280 ⇒ 00:19:39.780 Lisa Whall: Hey.
154 00:19:39.780 ⇒ 00:19:40.290 Uttam Kumaran: Certified.
155 00:19:40.290 ⇒ 00:19:44.429 Lisa Whall: I’m more than that, so he’s covering it. I’m cool.
156 00:19:44.430 ⇒ 00:19:45.060 Uttam Kumaran: Yeah.
157 00:19:45.060 ⇒ 00:19:53.780 Lisa Whall: I just want to make sure it all gets into the portal so we get credit, and everybody’s signed up correctly, so him and I can work on that. I’m just looking at my list.
158 00:20:00.580 ⇒ 00:20:08.270 Uttam Kumaran: And I also think we are… we are… we may be the premier… like, we went through, like, a… like, a certifi… like, a partner acceleration.
159 00:20:08.520 ⇒ 00:20:11.249 Uttam Kumaran: Bang. So they put us at, like, another tier.
160 00:20:11.360 ⇒ 00:20:15.880 Uttam Kumaran: And we didn’t even… I don’t even think we, like… because we knew some had a partnership at some point.
161 00:20:16.050 ⇒ 00:20:22.599 Uttam Kumaran: So, I don’t know if we are Premier or Select, but it looks like we do have several vouchers.
162 00:20:22.740 ⇒ 00:20:23.670 Uttam Kumaran: like…
163 00:20:23.670 ⇒ 00:20:24.430 Lisa Whall: Oh, cool.
164 00:20:24.430 ⇒ 00:20:26.180 Uttam Kumaran: I think we… it looks like…
165 00:20:26.830 ⇒ 00:20:30.250 Uttam Kumaran: We have a quarter… quarterly voucher allocation.
166 00:20:30.460 ⇒ 00:20:32.370 Uttam Kumaran: Tied to our SPN tier.
167 00:20:34.050 ⇒ 00:20:35.590 Lisa Whall: Are you seeing that in the portal?
168 00:20:35.590 ⇒ 00:20:37.500 Uttam Kumaran: I’m just seeing that in that email that they sent us.
169 00:20:37.500 ⇒ 00:20:38.930 Lisa Whall: Oh, oh, oh, yeah, yeah, yeah, yeah.
170 00:20:39.280 ⇒ 00:20:45.130 Uttam Kumaran: So, maybe the val- the portal’s kind of, like, a little bit tough to navigate, but it’s… I’m sure it’s there somewhere.
171 00:20:45.490 ⇒ 00:20:46.640 Lisa Whall: Brilliant.
172 00:20:46.640 ⇒ 00:20:49.439 Uttam Kumaran: Yeah, it’s like some data technology, but it’s…
173 00:20:49.440 ⇒ 00:20:51.150 Lisa Whall: It’s in there soon.
174 00:20:51.570 ⇒ 00:20:56.859 Lisa Whall: You’re being so nice, so understated. Oh my god, when I got in there, I’m like, oh, geez, like.
175 00:20:56.860 ⇒ 00:20:57.610 Uttam Kumaran: Yeah.
176 00:20:57.780 ⇒ 00:21:00.250 Lisa Whall: Okay.
177 00:21:00.650 ⇒ 00:21:05.710 Lisa Whall: I’m almost trying to think of what else to accelerate. Well, I saw Omni have that big raise.
178 00:21:05.920 ⇒ 00:21:06.490 Lisa Whall: That they just.
179 00:21:06.490 ⇒ 00:21:14.699 Uttam Kumaran: Yeah, so they had a big raise, and we know, like, a lot of their team, and I think we’re one of the more serious partners that they have.
180 00:21:14.950 ⇒ 00:21:15.930 Uttam Kumaran: So…
181 00:21:16.550 ⇒ 00:21:23.830 Uttam Kumaran: And all of them have basically been like, we want to sell you… send you more leads, but you need to get certified. So, this is where I think that’s, like.
182 00:21:24.760 ⇒ 00:21:32.440 Uttam Kumaran: I think we kind of need to do both, like, Greg is gonna be great to talk to. He’s a friend… old friend of mine, and, like, now…
183 00:21:32.440 ⇒ 00:21:34.230 Lisa Whall: Greg D is an old friend.
184 00:21:34.230 ⇒ 00:21:38.369 Uttam Kumaran: Yeah, so… so he just happened to get a job there, like, last year.
185 00:21:38.370 ⇒ 00:21:39.150 Lisa Whall: Oh.
186 00:21:39.150 ⇒ 00:21:39.759 Uttam Kumaran: known him.
187 00:21:40.350 ⇒ 00:21:44.480 Uttam Kumaran: for a while, and then one day he’s like, dude, I just took this, like, job at Omni. I’m like, dude.
188 00:21:44.670 ⇒ 00:21:49.700 Uttam Kumaran: we love Omni, we’re gonna… we’re about to do our second implementation. He’s like, yeah, I lead North America commercial sales.
189 00:21:49.700 ⇒ 00:21:51.119 Lisa Whall: Oh, okay, I was like…
190 00:21:51.120 ⇒ 00:21:52.099 Uttam Kumaran: I was like, bingo.
191 00:21:52.100 ⇒ 00:21:54.249 Lisa Whall: high up to be our handler, now that makes sense.
192 00:21:54.250 ⇒ 00:21:56.290 Uttam Kumaran: No, no, that’s… so that’s, like, our, like…
193 00:21:56.650 ⇒ 00:22:00.430 Uttam Kumaran: friend, and then Savannah is sort of the handler.
194 00:22:00.740 ⇒ 00:22:03.180 Uttam Kumaran: And then we have a few of our…
195 00:22:03.380 ⇒ 00:22:09.600 Uttam Kumaran: they’re a sort of small team, but we have a few of the sales reps that we work directly with, like Max. Max. So…
196 00:22:09.880 ⇒ 00:22:13.049 Uttam Kumaran: Yeah, so I could… Sorry, go ahead.
197 00:22:13.460 ⇒ 00:22:22.029 Lisa Whall: I, I just, I slapped Greg directly, just to… he hasn’t gotten back to me. I mean, obviously, it was just a few
198 00:22:23.160 ⇒ 00:22:24.330 Lisa Whall: Hours ago.
199 00:22:24.450 ⇒ 00:22:25.460 Lisa Whall: But now that I know.
200 00:22:25.460 ⇒ 00:22:32.909 Uttam Kumaran: Let me know if he doesn’t, and then I can just put us in the chat in Slack. I mean, you’ll meet Greg, he’s just like, talk about the… like, let’s talk about deals.
201 00:22:33.050 ⇒ 00:22:33.990 Uttam Kumaran: So…
202 00:22:34.100 ⇒ 00:22:51.510 Uttam Kumaran: he’s also our… he’s an internal champion of ours, and is, like, knows that we’re really, really good, because he knows me for a while. Right. So the big thing, I think he’s, like, he’s put in a really good word for us. I’ve met the CEO before, that, like, met a bunch of them, so they all know us, and now, like, half our team is just, like, getting certified.
203 00:22:51.510 ⇒ 00:22:54.799 Uttam Kumaran: And if you look at that channel, we’re posting a lot, asking for feedback.
204 00:22:55.180 ⇒ 00:22:59.659 Uttam Kumaran: So, I feel like we’re in a really good spot. One.
205 00:22:59.810 ⇒ 00:23:05.830 Uttam Kumaran: Every single client of theirs, they offer, like, a sponsored, like…
206 00:23:06.000 ⇒ 00:23:11.470 Uttam Kumaran: quick start, basically. Like, I think it’s, like, 5K or 10K, and they always do that with a partner.
207 00:23:11.740 ⇒ 00:23:16.139 Uttam Kumaran: So… I just want to become the people that they recommend.
208 00:23:16.140 ⇒ 00:23:16.810 Lisa Whall: Yeah.
209 00:23:16.810 ⇒ 00:23:20.319 Uttam Kumaran: Yeah, and so they, they basically, like, well, we could do that.
210 00:23:20.480 ⇒ 00:23:26.200 Uttam Kumaran: And then they’ve also sent us some deals, just like, hey, this is… we have a customer, but they’re struggling.
211 00:23:26.830 ⇒ 00:23:28.260 Uttam Kumaran: But outside of Omni.
212 00:23:28.690 ⇒ 00:23:29.310 Lisa Whall: Right.
213 00:23:29.310 ⇒ 00:23:37.540 Uttam Kumaran: want to work with them. I feel like, though, the… the second one has been nice. The first one is the real, like, money. It’s, like, sort of like the AWS-sponsored work.
214 00:23:37.650 ⇒ 00:23:45.950 Uttam Kumaran: sort of deal. You know, they’re like, we’re gonna put… I think before, they were even doing, like, 50% of the contract value they’re gonna put to services. Now, I think they’ve…
215 00:23:46.060 ⇒ 00:23:55.189 Uttam Kumaran: limited to, like, 10K or 15K that’s gonna go towards just getting people set up on the tool, and they’ll, they’ll, like, they’ll kick in for that.
216 00:23:55.720 ⇒ 00:24:00.949 Lisa Whall: Okay, in that portal, We need to add, payment.
217 00:24:01.510 ⇒ 00:24:07.559 Uttam Kumaran: Yeah, I think one thing I suggest is you can actually just use… if you do, like, at linear in Slack.
218 00:24:07.970 ⇒ 00:24:17.119 Uttam Kumaran: it’s like a little… that’s our project management tool. Yeah. You can tell it, it’ll… it’ll actually just submit it to Rico, who leads ops. He’ll go in there and put our payment stuff in there.
219 00:24:17.120 ⇒ 00:24:18.170 Lisa Whall: Perfect, okay.
220 00:24:19.340 ⇒ 00:24:21.440 Lisa Whall: This is the stuff I need to know.
221 00:24:23.870 ⇒ 00:24:25.120 Lisa Whall: That’s refuilt.
222 00:24:25.350 ⇒ 00:24:25.940 Uttam Kumaran: Yeah.
223 00:24:28.590 ⇒ 00:24:32.659 Uttam Kumaran: So Rico leads operations, Kayla leads people, Brile leads L&D,
224 00:24:33.080 ⇒ 00:24:37.059 Uttam Kumaran: I’m sort of, like, mostly on partnerships in terms of sales.
225 00:24:37.460 ⇒ 00:24:39.899 Uttam Kumaran: Robert is sort of like everything else.
226 00:24:40.240 ⇒ 00:24:42.019 Uttam Kumaran: And then I also lead delivery.
227 00:24:42.280 ⇒ 00:24:44.939 Uttam Kumaran: Huh. That’s, like, the next…
228 00:24:45.060 ⇒ 00:24:50.859 Uttam Kumaran: I feel like we’re doing two things on the delivery side. We’re still, like, trying to create a really good, like, delivery leadership group.
229 00:24:51.340 ⇒ 00:24:58.859 Uttam Kumaran: And then we’re, like, evaluating people to come, lead delivery, broadly. Like, that… that… that… like, I think…
230 00:24:59.010 ⇒ 00:25:04.670 Uttam Kumaran: Bringing you on was a huge move, because partnerships has been a huge percentage of our revenue, and it’s…
231 00:25:04.670 ⇒ 00:25:05.220 Lisa Whall: Cape.
232 00:25:05.460 ⇒ 00:25:09.059 Uttam Kumaran: we just need to double down there, because I think the money’s just sitting, and then…
233 00:25:09.060 ⇒ 00:25:09.940 Lisa Whall: I agree with that.
234 00:25:09.940 ⇒ 00:25:17.289 Uttam Kumaran: Being able to move me out of, like, core delivery into, like, continuing to build, like, the highest billable strategy work.
235 00:25:17.290 ⇒ 00:25:17.940 Lisa Whall: Right.
236 00:25:17.940 ⇒ 00:25:22.440 Uttam Kumaran: And then, just like… Basically, doing sales.
237 00:25:22.720 ⇒ 00:25:24.590 Uttam Kumaran: It’s, like, the next, like, click.
238 00:25:24.840 ⇒ 00:25:33.709 Uttam Kumaran: So, we have a couple people for, like, head of delivery. It’s just a tough role. It’s a tough role, and it’s like, I have a lot of expectations, so it’s…
239 00:25:33.920 ⇒ 00:25:34.980 Uttam Kumaran: really tough.
240 00:25:35.360 ⇒ 00:25:36.610 Lisa Whall: I had one person.
241 00:25:36.610 ⇒ 00:25:37.310 Uttam Kumaran: Yeah.
242 00:25:37.620 ⇒ 00:25:38.920 Lisa Whall: If you’re interested.
243 00:25:38.920 ⇒ 00:25:45.829 Uttam Kumaran: Yeah, I talk to anybody, I mean, it’s a… I feel like you’re walking into a pretty good portfolio. Most of it is actually just, like.
244 00:25:46.860 ⇒ 00:25:53.590 Uttam Kumaran: Building up, like, A delivery dashboard, like, having an opinionated thing about how we deliver client service.
245 00:25:53.920 ⇒ 00:25:55.890 Uttam Kumaran: And then,
246 00:25:56.790 ⇒ 00:26:06.150 Uttam Kumaran: yeah, the next piece is, like, kind of owning margin, which… we actually have a pretty good margin because of how much we’re using AI, so it’s actually, like, that person is walking into a pretty good setup.
247 00:26:06.720 ⇒ 00:26:11.860 Uttam Kumaran: I think for the most part, the challenge here is, like, people development.
248 00:26:12.130 ⇒ 00:26:15.429 Uttam Kumaran: And, like, a process for, like, bringing
249 00:26:15.580 ⇒ 00:26:18.580 Uttam Kumaran: People into, like, the way that we deliver.
250 00:26:20.380 ⇒ 00:26:22.169 Lisa Whall: Been a really good person.
251 00:26:23.340 ⇒ 00:26:26.970 Lisa Whall: I will see if he’s available. Okay. He’s my favorite.
252 00:26:27.350 ⇒ 00:26:27.830 Uttam Kumaran: Okay.
253 00:26:28.110 ⇒ 00:26:33.889 Lisa Whall: And he’s led ginormous teams, but he’s still, like, a… he’s still one of us. He’s not…
254 00:26:35.190 ⇒ 00:26:36.799 Lisa Whall: you know, the brands.
255 00:26:36.800 ⇒ 00:26:37.210 Uttam Kumaran: Yeah.
256 00:26:37.210 ⇒ 00:26:45.309 Lisa Whall: up his sleeves, but he’s actually built out huge teams, and he’s just the kindest, nicest, he’s AI, data.
257 00:26:45.310 ⇒ 00:26:54.210 Uttam Kumaran: Yeah, it’s mainly I’m looking for, like, I don’t know, we… yeah, it’s a tough role. I don’t know, yeah, I’d be super down to talk to him. That’s the next thing for me to think about, because…
258 00:26:54.460 ⇒ 00:26:56.879 Uttam Kumaran: Yeah. We’re…
259 00:26:56.880 ⇒ 00:27:02.420 Lisa Whall: He’s… yeah, he’s, like, the only person that I would, like, 100% back. Okay.
260 00:27:03.000 ⇒ 00:27:08.789 Uttam Kumaran: Well, actually, let me ask you, if there’s anyone else in your life that you’re like, I put my 100% weight, we could find them a job to do here?
261 00:27:10.320 ⇒ 00:27:11.240 Lisa Whall: I have a feeling!
262 00:27:11.240 ⇒ 00:27:11.820 Uttam Kumaran: That’s what I tell.
263 00:27:11.820 ⇒ 00:27:12.440 Lisa Whall: That’s always happening.
264 00:27:12.440 ⇒ 00:27:16.680 Uttam Kumaran: As a team, I literally say if you, there’s someone in your life that you, like.
265 00:27:17.000 ⇒ 00:27:23.800 Uttam Kumaran: think are very smart, just, like, let me know what… just, like, refer them to me. Like, I don’t care what they do.
266 00:27:23.800 ⇒ 00:27:27.390 Lisa Whall: But that’s how… that’s how we grew on when I did scroll motion.
267 00:27:27.770 ⇒ 00:27:38.749 Lisa Whall: I can’t even tell you all our recruiting scenarios. I mean, we would… I met our VP of HR, we met at Trivia.
268 00:27:39.140 ⇒ 00:27:40.390 Uttam Kumaran: Yeah, I mean, there’s a…
269 00:27:40.390 ⇒ 00:27:42.580 Lisa Whall: And she was cool as hell.
270 00:27:43.090 ⇒ 00:27:46.469 Uttam Kumaran: I’m the same way. I, like, will meet, like, the waiter, and I’m like…
271 00:27:46.470 ⇒ 00:27:46.800 Lisa Whall: Yeah.
272 00:27:46.800 ⇒ 00:27:51.780 Uttam Kumaran: I know an awful lot about AI to be in, like, the restaurant business, like, what do you do?
273 00:27:51.780 ⇒ 00:28:01.400 Lisa Whall: No, I… I… literally, we grew the best team ever by… that’s funny. Yeah, you and I have a lot in common. Okay,
274 00:28:02.040 ⇒ 00:28:04.649 Lisa Whall: I don’t have anything. I think,
275 00:28:05.110 ⇒ 00:28:07.440 Lisa Whall: I’m gonna say it wrong. Bro, bro.
276 00:28:07.810 ⇒ 00:28:08.410 Uttam Kumaran: Bryo.
277 00:28:08.620 ⇒ 00:28:21.210 Lisa Whall: Bryle, Bryle. Midwestern style. Bryle. Bryle, I think, will be able to help me. I just really want to get this snowflake.
278 00:28:22.200 ⇒ 00:28:25.570 Lisa Whall: and Omni Partnerships organized this week.
279 00:28:26.320 ⇒ 00:28:31.319 Uttam Kumaran: Yeah, that’s where I was almost like, I don’t know if you tell me where you want to have… how you want to have things organized.
280 00:28:31.800 ⇒ 00:28:33.430 Uttam Kumaran: I’ll just brain dump.
281 00:28:35.050 ⇒ 00:28:40.339 Uttam Kumaran: you know, for example, one thing I want to give you is, like, everyone in my Snowflake, like, Rolodex.
282 00:28:40.460 ⇒ 00:28:47.130 Uttam Kumaran: Or even, like, anyone I know, basically, like, people that we can hit up so you… you at least have some, like.
283 00:28:47.490 ⇒ 00:28:50.250 Uttam Kumaran: understanding of, like, our… my CRM.
284 00:28:50.510 ⇒ 00:28:50.860 Lisa Whall: Right.
285 00:28:50.860 ⇒ 00:28:53.090 Uttam Kumaran: in terms of, like, Snowflake, especially.
286 00:28:53.280 ⇒ 00:29:03.330 Uttam Kumaran: And then once we’re confirmed going to Snowflake, I think there’s some more senior people at Snowflake that I’d love to message. It’s been, like, a year or so since I’ve said anything to them.
287 00:29:03.600 ⇒ 00:29:09.509 Uttam Kumaran: With, like, a good, nice splashy message being like, we’re gonna go, here’s all the work we’ve done, here’s who we’re talking to.
288 00:29:10.080 ⇒ 00:29:14.179 Uttam Kumaran: And, like, an ask or something. Those folks are kind of busy.
289 00:29:15.690 ⇒ 00:29:18.500 Lisa Whall: Yeah, but you know what? That’s what those conferences are for.
290 00:29:18.500 ⇒ 00:29:22.530 Uttam Kumaran: No, totally, and they, I mean, that’s why we’re gonna say that we’re there trying to drive business.
291 00:29:22.530 ⇒ 00:29:23.830 Lisa Whall: We’ll get the meetings.
292 00:29:23.830 ⇒ 00:29:24.470 Uttam Kumaran: Yeah.
293 00:29:24.820 ⇒ 00:29:31.470 Uttam Kumaran: And then for Google, too, so this is where for Google, so the bonus items, like, in that 30 days, like, we had this thing with contextual.
294 00:29:31.830 ⇒ 00:29:37.730 Uttam Kumaran: Contextual AI, they just got, like, aqua hired, basically, but then, like, left
295 00:29:38.060 ⇒ 00:29:39.980 Uttam Kumaran: A good part of the company there.
296 00:29:40.460 ⇒ 00:29:46.850 Uttam Kumaran: the CEO kind of called us, like, hey, we… we… a lot of our engineers have left, like, we need support. Okay.
297 00:29:47.160 ⇒ 00:29:50.849 Uttam Kumaran: like… We have active clients we’re trying to support.
298 00:29:51.060 ⇒ 00:29:57.769 Uttam Kumaran: So there’s some opportunity there for us to, like, move that along, and then really, like, as of last week, this Google opportunity came up.
299 00:29:57.880 ⇒ 00:30:10.519 Uttam Kumaran: So, I’m gonna make the Google intros. I think that probably the biggest thing that everybody sees when they kind of join the company, though, is there’s, like, a lot of trash on the ground. So if you’re good at, like, if you’re someone who just, like, picks up all the trash.
300 00:30:10.900 ⇒ 00:30:11.810 Uttam Kumaran: you’re gonna…
301 00:30:12.040 ⇒ 00:30:17.620 Uttam Kumaran: see that there’s so much. So probably the only thing that I give everybody a recommendation is just, like.
302 00:30:17.850 ⇒ 00:30:20.599 Uttam Kumaran: breathe, because there’s so much…
303 00:30:20.600 ⇒ 00:30:21.570 Lisa Whall: Thank you.
304 00:30:21.570 ⇒ 00:30:27.980 Uttam Kumaran: There’s… you’ll see there’s so much opportunity, especially if you’re someone that’s seen it a couple times.
305 00:30:27.980 ⇒ 00:30:28.510 Lisa Whall: Right.
306 00:30:28.510 ⇒ 00:30:35.150 Uttam Kumaran: So the biggest thing is just to, like, avoid… what we’ve tried to do in that proposal is just, like.
307 00:30:35.440 ⇒ 00:30:42.570 Uttam Kumaran: Snowflake Omni, like, let’s just nail. Think about the repeatable solution in terms of, like, partner activation.
308 00:30:42.770 ⇒ 00:30:47.860 Uttam Kumaran: Because we have so many, like, there’s a lot of folks that are interested in working with us.
309 00:30:48.020 ⇒ 00:30:53.600 Uttam Kumaran: And so we just wanted to cement the couple big ones, and then see if we can create a playbook.
310 00:30:53.750 ⇒ 00:30:59.349 Uttam Kumaran: Right. You know, our past in partnerships has just been, like, spread thin across, like.
311 00:30:59.910 ⇒ 00:31:16.409 Uttam Kumaran: 10, 12, and it’s hard to say no, some of them are okay. It’s hard to say no. Yeah, like, Omni and stuff, like, a lot of this just came through saying yes and trying things, but then, similarly, there’s other folks where it never results in everything, so I’d like to move to something more, like, predictable and…
312 00:31:16.410 ⇒ 00:31:16.890 Lisa Whall: Right.
313 00:31:16.890 ⇒ 00:31:20.999 Uttam Kumaran: Have a process, and you understud… you kind of also get a sense of, like.
314 00:31:21.170 ⇒ 00:31:25.840 Uttam Kumaran: Resourcing and, like, what are we able… what are we able to handle, you know?
315 00:31:27.370 ⇒ 00:31:37.359 Lisa Whall: My, husband worked with, Google on, a lot of things. I had him look once he sent me that message. He still has a lot of contacts there, so…
316 00:31:38.210 ⇒ 00:31:41.679 Uttam Kumaran: Amazing, yeah, so maybe once I get this intro,
317 00:31:42.280 ⇒ 00:31:54.400 Uttam Kumaran: Yeah, I mean, basically what they… what he told me… I, like, went to the Google office here, he’s like, nobody… he’s like, most of their partners, we… so he’s like, they literally, like, hand almost everything to a partner.
318 00:31:54.400 ⇒ 00:31:55.509 Lisa Whall: Yep, that’s right.
319 00:31:55.510 ⇒ 00:31:59.750 Uttam Kumaran: None of their… none of their partners typically bring deals in.
320 00:32:00.160 ⇒ 00:32:05.259 Uttam Kumaran: And he also said, like, they just released this Gemini for Enterprise. He’s like, not only do the…
321 00:32:05.400 ⇒ 00:32:12.259 Uttam Kumaran: do the… Google sales engineers not really know how to use it. None of the partners have anything.
322 00:32:12.460 ⇒ 00:32:14.669 Uttam Kumaran: And he’s like, it’s the fastest growing segment.
323 00:32:15.650 ⇒ 00:32:16.300 Lisa Whall: Interesting.
324 00:32:16.300 ⇒ 00:32:20.159 Uttam Kumaran: So… This guy’s a lot of intel,
325 00:32:20.960 ⇒ 00:32:28.380 Uttam Kumaran: Yeah, and I… he’s actually… so he’s interested in, like, leaving and starting his own thing. I was like, dude, you should… you should, like, just come do…
326 00:32:28.870 ⇒ 00:32:33.049 Uttam Kumaran: Google stuff for us, see what it’s like, and then leave in, like, a year.
327 00:32:33.750 ⇒ 00:32:34.460 Lisa Whall: Right.
328 00:32:35.000 ⇒ 00:32:37.600 Uttam Kumaran: Oh, we may work with him.
329 00:32:37.840 ⇒ 00:32:41.910 Uttam Kumaran: I basically should come in and just lead Google Gemini service for us.
330 00:32:42.210 ⇒ 00:32:42.540 Lisa Whall: Yeah.
331 00:32:42.540 ⇒ 00:32:52.259 Uttam Kumaran: But… but he basically was like, I can immediately intro you to a few… to a few leads, but I think the bigger prize is, like, getting a word in with…
332 00:32:52.800 ⇒ 00:32:56.230 Uttam Kumaran: I don’t know, regional manager, whoever the salesperson would be.
333 00:32:56.380 ⇒ 00:32:58.140 Lisa Whall: Right. Cool.
334 00:32:58.520 ⇒ 00:33:01.060 Lisa Whall: Well, I’m excited about that, because he always…
335 00:33:01.170 ⇒ 00:33:06.810 Lisa Whall: you know, I’ve always been in the Microsoft… not always been for the last 10 years in the Microsoft world, and
336 00:33:07.670 ⇒ 00:33:13.640 Lisa Whall: Google, it’s… he just… he’s like, you’re just… So much more partner-friendly.
337 00:33:14.300 ⇒ 00:33:17.450 Lisa Whall: So, that’s how he felt.
338 00:33:17.450 ⇒ 00:33:26.849 Uttam Kumaran: Yeah, and that’s also the thing, I think one thing I wrote, I don’t know if you read, like, the 60 or 90 day, I basically said, like, we should think about… we have a sort of established partners in… for data.
339 00:33:27.450 ⇒ 00:33:31.630 Uttam Kumaran: And we don’t really have an established partner…
340 00:33:32.030 ⇒ 00:33:34.670 Uttam Kumaran: blow for, like, just AI work.
341 00:33:34.670 ⇒ 00:33:35.840 Lisa Whall: Right, right.
342 00:33:35.840 ⇒ 00:33:37.390 Uttam Kumaran: Partly because…
343 00:33:37.970 ⇒ 00:33:44.220 Uttam Kumaran: there, like, a lot of the companies, like, for example, there’s a lot of startups and, like, Series C, Series D startups.
344 00:33:44.330 ⇒ 00:33:52.000 Uttam Kumaran: that we use, where their partnership looks like me just DMing the CEO on LinkedIn, being like, we just deployed your thing twice, like…
345 00:33:52.300 ⇒ 00:33:53.619 Uttam Kumaran: We’d like to do more.
346 00:33:54.020 ⇒ 00:34:01.820 Uttam Kumaran: And then they’re like, cool, like, let’s… let me connect you with my head of sales. And there’s no, like, partner flow, because they’re just, like, too young.
347 00:34:01.990 ⇒ 00:34:02.630 Lisa Whall: Right, right.
348 00:34:02.630 ⇒ 00:34:19.359 Uttam Kumaran: an opportunity if I was to just… I can tell you all of the tools that we’re using, and we could literally… you could just… I’ll give you my LinkedIn, you could just DM everybody and see what… see who’s up to do anything. They… those guys are really having a strong lack of support from SI partners, because they’re…
349 00:34:19.380 ⇒ 00:34:23.699 Uttam Kumaran: Some of these tools are really brand new, like, last, like, 2 years, or even last, like, year.
350 00:34:23.920 ⇒ 00:34:38.920 Uttam Kumaran: And so we’re one of the few people that we just, like, consume the latest. And we have a case study… we have a case study related to it that, like, could immediately go to market with. And those guys are struggling, because they have no… they have no internal, like, professional services.
351 00:34:38.920 ⇒ 00:34:39.809 Lisa Whall: That’s cool.
352 00:34:39.810 ⇒ 00:34:41.820 Uttam Kumaran: You know? And let alone, like…
353 00:34:42.449 ⇒ 00:34:45.099 Uttam Kumaran: A lot of these guys don’t have any connection to a…
354 00:34:45.419 ⇒ 00:34:47.109 Uttam Kumaran: A lot of the firms, so…
355 00:34:47.110 ⇒ 00:34:47.889 Lisa Whall: Right.
356 00:34:48.300 ⇒ 00:34:52.450 Uttam Kumaran: that’s… and that’s… so that’s how on the AI side… and then second is, like, I think…
357 00:34:53.050 ⇒ 00:35:00.910 Uttam Kumaran: the AI side is a way for us to get into one or many of the hyperscalers, kind of, like, jump in faster, you know?
358 00:35:00.910 ⇒ 00:35:02.410 Lisa Whall: Yeah, 100%.
359 00:35:02.410 ⇒ 00:35:15.109 Uttam Kumaran: So I’m kind of, like, leave it to you to think about what the… whether it’s… we should go after all of them, whether we should just pick the easiest one to get into, I don’t know, but that’s kind of, like, what I would like to see is, like, for us to establish some…
360 00:35:15.220 ⇒ 00:35:19.529 Uttam Kumaran: Of course, like, I think there’s the OpenAI and Anthropic partnerships. That one.
361 00:35:20.050 ⇒ 00:35:21.289 Uttam Kumaran: I think we’ll have to just…
362 00:35:21.630 ⇒ 00:35:28.839 Uttam Kumaran: from what I heard, it’s really difficult, and the guys who have… I know a guy who’s in there, he’s like, it’s okay, he’s like, they’re still sending leads, but…
363 00:35:29.350 ⇒ 00:35:35.239 Uttam Kumaran: So I think we’re gonna have much more immediate luck with just, like, Google or one of the hyperscalers.
364 00:35:35.240 ⇒ 00:35:35.760 Lisa Whall: Yeah.
365 00:35:35.760 ⇒ 00:35:39.280 Uttam Kumaran: If we can articulate our value add. Yeah.
366 00:35:40.260 ⇒ 00:35:41.990 Uttam Kumaran: But again, I’ll… I was like…
367 00:35:42.290 ⇒ 00:35:44.750 Uttam Kumaran: You decide what the play is and what to try.
368 00:35:45.160 ⇒ 00:35:50.050 Lisa Whall: Well, I mean… You go deep on a few, and you…
369 00:35:51.920 ⇒ 00:35:58.450 Lisa Whall: I mean, with AI, there’s so many things that we can do that automate a lot of this, you know, reaching out.
370 00:35:58.450 ⇒ 00:36:01.719 Uttam Kumaran: Well, that’s also, that’s also the thing, is, like, for you to think about…
371 00:36:02.030 ⇒ 00:36:12.969 Uttam Kumaran: like, what if… let’s say I put, let’s say we were just like, cool, we’re not gonna hire another partnerships person until we triple the business. I do this exercise with everybody in the company.
372 00:36:13.290 ⇒ 00:36:15.620 Uttam Kumaran: And I’m like, what needs to be true?
373 00:36:15.770 ⇒ 00:36:19.769 Uttam Kumaran: Right? Right. And that’s like a, okay, let’s look at time, let’s look at…
374 00:36:20.220 ⇒ 00:36:23.910 Uttam Kumaran: let’s look at the number of meetings, like, and I think it’s been interesting, because
375 00:36:24.270 ⇒ 00:36:29.170 Uttam Kumaran: we have a one-man operations team, like Rico, but he’s using AI like crazy, and…
376 00:36:29.170 ⇒ 00:36:29.760 Lisa Whall: Great.
377 00:36:29.760 ⇒ 00:36:30.310 Uttam Kumaran: I’d…
378 00:36:30.460 ⇒ 00:36:39.579 Uttam Kumaran: if you ask him, he’s… I ask him every week, he’s like, I don’t need another person, I’m good. Yeah, Kayla also is, like, one… one woman in recruiting.
379 00:36:40.090 ⇒ 00:36:43.409 Uttam Kumaran: And they’re both… I think they’re both not even, like.
380 00:36:43.790 ⇒ 00:36:45.649 Uttam Kumaran: all the way there on AI.
381 00:36:45.870 ⇒ 00:36:46.380 Lisa Whall: Right.
382 00:36:46.380 ⇒ 00:36:47.190 Uttam Kumaran: And…
383 00:36:47.300 ⇒ 00:36:54.820 Uttam Kumaran: I’m interested in… and for me, the benefit is, like, I would rather have less people, but I’d rather pay those people more, enable more AI.
384 00:36:55.060 ⇒ 00:36:55.780 Lisa Whall: Right.
385 00:36:55.990 ⇒ 00:37:03.590 Uttam Kumaran: So this is where I’m actually, like, interested in any team that’s… yeah, I’m interested in people coming with, like, okay, let’s try to work within that constraint.
386 00:37:03.720 ⇒ 00:37:10.669 Uttam Kumaran: and see. But, you know, some… some teams naturally have to grow, and… but, I don’t know, it’s a fun thing for us to try to.
387 00:37:10.670 ⇒ 00:37:14.939 Lisa Whall: That’s all… I mean, honestly, since I got the offer, that’s all I think about.
388 00:37:15.070 ⇒ 00:37:15.800 Lisa Whall: It’s.
389 00:37:15.800 ⇒ 00:37:17.469 Uttam Kumaran: Yeah, it’s like, what would need to be true?
390 00:37:17.470 ⇒ 00:37:19.919 Lisa Whall: people. That’s… Yeah. No, I mean, that’s…
391 00:37:19.920 ⇒ 00:37:26.959 Uttam Kumaran: Because, you know, it also adds another layer, another node in the network for communication, Another person to manage.
392 00:37:27.120 ⇒ 00:37:35.230 Uttam Kumaran: And… It’s, again, it’s, like, another person that has to sort of translate A mission, or a goal.
393 00:37:35.550 ⇒ 00:37:42.710 Uttam Kumaran: But also, there’s, like, natural constraints. There’s only so much time in the day. Some of the AI stuff isn’t, like, all the way figured out, but…
394 00:37:43.110 ⇒ 00:37:49.160 Uttam Kumaran: I… I don’t know, I think we have a great… we have a great chance. Like…
395 00:37:49.330 ⇒ 00:37:53.429 Uttam Kumaran: And, you know, to tell you the truth, like, we’ve gotten this far in partnerships with maybe, like.
396 00:37:53.880 ⇒ 00:37:56.390 Uttam Kumaran: 5 hours of my time a week.
397 00:37:56.670 ⇒ 00:37:57.180 Lisa Whall: Right.
398 00:37:57.180 ⇒ 00:37:58.020 Uttam Kumaran: Or less.
399 00:37:58.570 ⇒ 00:38:04.289 Uttam Kumaran: Maybe, I don’t know, or, like, 10 hours. But, like, not even a full person got us this far.
400 00:38:04.290 ⇒ 00:38:11.470 Lisa Whall: Right, I mean, now it’s organizing and executing, but there is… I mean, between AI and
401 00:38:11.700 ⇒ 00:38:15.949 Lisa Whall: Offshoring some of, you know, having some virtual assistants.
402 00:38:15.950 ⇒ 00:38:16.460 Uttam Kumaran: Correct, correct.
403 00:38:16.460 ⇒ 00:38:17.979 Lisa Whall: Like, that, that is what I’ve been.
404 00:38:17.980 ⇒ 00:38:20.250 Uttam Kumaran: Well, I’m interested in every lever we can pull.
405 00:38:20.250 ⇒ 00:38:21.070 Lisa Whall: Exactly.
406 00:38:21.070 ⇒ 00:38:26.159 Uttam Kumaran: Yeah, I’m down for every lever, you know, and we have, like, great, like, VA,
407 00:38:26.370 ⇒ 00:38:33.590 Uttam Kumaran: contacts, in terms of staffing firms. Of course, like, we have folks here in the States, like.
408 00:38:34.400 ⇒ 00:38:40.109 Uttam Kumaran: I don’t know, I just think it’s like a… it’s a good exercise, and I think you’re gonna find that we… everybody moves super fast, because
409 00:38:40.560 ⇒ 00:38:44.140 Uttam Kumaran: there’s… one thing I’m trying to think a lot more about is, like, less…
410 00:38:44.380 ⇒ 00:38:53.469 Uttam Kumaran: distance between me and, like, sort of the IC at the company. So we’re thinking a lot about, like, there’s only gonna be, like, 4 levels, max.
411 00:38:54.510 ⇒ 00:39:03.569 Uttam Kumaran: So how do we, like, really reduce the need for more middle management? I think we have, like, people that are individual contributors, we have sort of, like, leads, and then we have, like.
412 00:39:04.080 ⇒ 00:39:05.760 Uttam Kumaran: An exec team, and, like.
413 00:39:06.270 ⇒ 00:39:13.460 Uttam Kumaran: That’s where we are now, and it allows, like, a lot… it just allows for a lot of compression, and for information to go between those
414 00:39:13.600 ⇒ 00:39:15.310 Uttam Kumaran: Wrongs way faster.
415 00:39:15.310 ⇒ 00:39:15.820 Lisa Whall: Yep.
416 00:39:15.820 ⇒ 00:39:19.550 Uttam Kumaran: And so we’re thinking really hard about, like, how do we have teams of one or two?
417 00:39:19.740 ⇒ 00:39:23.510 Uttam Kumaran: Or maybe there’s a lead and someone to delegate, and then that person starts to take over.
418 00:39:24.230 ⇒ 00:39:28.490 Uttam Kumaran: I don’t know, it’s all interesting. It’s, like, not been… it’s not been possible, you know?
419 00:39:28.920 ⇒ 00:39:36.300 Lisa Whall: It never was possible until now. Yeah. And that’s why I’m here, because I… If I had…
420 00:39:36.300 ⇒ 00:39:40.859 Uttam Kumaran: I think you’re gonna see… you’re gonna be… you’re gonna really enjoy Bryle’s stuff tomorrow, then.
421 00:39:40.860 ⇒ 00:39:43.140 Lisa Whall: I’m excited.
422 00:39:43.140 ⇒ 00:39:44.689 Uttam Kumaran: Like, this is insane, yeah.
423 00:39:44.690 ⇒ 00:39:50.360 Lisa Whall: I told my friend, I was in Vegas realistine Seinfeld a couple years ago.
424 00:39:50.490 ⇒ 00:39:58.560 Lisa Whall: And I told her my dream was to start a company and not have any employees, have every employee be AI.
425 00:39:58.560 ⇒ 00:39:59.560 Uttam Kumaran: Yeah, yeah, yeah.
426 00:39:59.560 ⇒ 00:40:01.699 Lisa Whall: I mean, it’s not…
427 00:40:01.700 ⇒ 00:40:06.910 Uttam Kumaran: No, no, no, I know. No, but it’s also, like, you can’t feel bad for not hiring the next person, like, come on.
428 00:40:06.910 ⇒ 00:40:07.790 Lisa Whall: Right.
429 00:40:07.790 ⇒ 00:40:13.839 Uttam Kumaran: So… I think we’re… we are… yeah, you’ll see that we’re really pushing it.
430 00:40:13.950 ⇒ 00:40:20.309 Uttam Kumaran: Part of it is, like, maybe if we restarted the company now, and we… we’re in sort of a moment, and I think…
431 00:40:20.540 ⇒ 00:40:25.730 Uttam Kumaran: you’ll see we should have a video edited. We just gave this conference talk last Monday here in Austin.
432 00:40:25.860 ⇒ 00:40:29.370 Uttam Kumaran: And I’ve never had as much reception
433 00:40:29.740 ⇒ 00:40:32.420 Uttam Kumaran: Immediately after we got off stage.
434 00:40:32.700 ⇒ 00:40:33.300 Lisa Whall: Privile.
435 00:40:33.300 ⇒ 00:40:39.630 Uttam Kumaran: 10 or 15 people walk up, and we had 4 people from Brain Forge, and all of us sort of got swamped. Oh, that’s cool.
436 00:40:39.630 ⇒ 00:40:40.610 Lisa Whall: Awesome.
437 00:40:40.750 ⇒ 00:40:45.019 Uttam Kumaran: like, out of it, like, I have… like, we just had a… I don’t know if you’re familiar with Kalint.
438 00:40:45.360 ⇒ 00:41:01.800 Uttam Kumaran: it’s a big AWS shop, the CEO, like, I just talked to him today. We have, like, 2 or 3 investor meetings in the next few days, just, like, private equity, or… and then we also… I met a guy from BP, we met, like, several AWS pretty senior people.
439 00:41:02.070 ⇒ 00:41:05.170 Uttam Kumaran: we’re talking to folks at Deloitte and UI, and like.
440 00:41:05.370 ⇒ 00:41:07.600 Uttam Kumaran: People are just seeing, like, our pace.
441 00:41:07.740 ⇒ 00:41:15.510 Uttam Kumaran: and how we’ve done so much with so little, and then how forward we are at AI, professional services, and they’re like, we need…
442 00:41:15.620 ⇒ 00:41:17.540 Uttam Kumaran: This attitude at our company.
443 00:41:17.960 ⇒ 00:41:20.529 Uttam Kumaran: And so the reception was really incredible.
444 00:41:20.940 ⇒ 00:41:22.539 Uttam Kumaran: We haven’t really poked our head out.
445 00:41:22.910 ⇒ 00:41:24.459 Uttam Kumaran: To do something like that.
446 00:41:24.790 ⇒ 00:41:28.259 Uttam Kumaran: And so it feels like another moment where we’re having to just, like.
447 00:41:28.720 ⇒ 00:41:32.530 Uttam Kumaran: Try to re-found the company, you know? Think about every role, and like…
448 00:41:33.400 ⇒ 00:41:39.109 Uttam Kumaran: Okay, like, how… we’re in a new moment, the demand is very high, how are we gonna actually, like.
449 00:41:39.370 ⇒ 00:41:45.419 Uttam Kumaran: step up and take advantage of that. You know, but remain… remain flat, remain, like, pretty nimble.
450 00:41:45.600 ⇒ 00:41:55.039 Uttam Kumaran: You know, and, like, keep the core people who are executing and operating, like, out of meetings that aren’t, sort of, like, very, very revenue generating, you know?
451 00:41:55.040 ⇒ 00:41:55.720 Lisa Whall: Exactly.
452 00:41:55.720 ⇒ 00:42:01.700 Uttam Kumaran: And you’ll see, like, we don’t have a ton of internal meetings. We’ve tried to do, just from my time at startups, we’ve tried to reduce, like.
453 00:42:02.040 ⇒ 00:42:10.440 Uttam Kumaran: distraction pretty heavily, and then you’ll also see, like, we’re annoying about, like, put stuff in public channels, because, like, someone will respond, or you’ll see that…
454 00:42:10.440 ⇒ 00:42:14.900 Lisa Whall: Holy… I… I was doing the, I don’t want to bother people…
455 00:42:14.900 ⇒ 00:42:16.240 Uttam Kumaran: Oh, that’s what…
456 00:42:16.240 ⇒ 00:42:17.360 Lisa Whall: I’m all about it, man.
457 00:42:17.360 ⇒ 00:42:25.969 Uttam Kumaran: Yeah, people who are… people also who come from big organizations, or anywhere, you have that. You’re like, I don’t want to bother. And I’m like, no, like, bother, like, this has to be…
458 00:42:25.970 ⇒ 00:42:26.690 Lisa Whall: I…
459 00:42:26.690 ⇒ 00:42:35.680 Uttam Kumaran: need to see bothering. Like, everybody needs to understand what’s going on. Like, we’re very open. You’ll see, it’s like, everybody is waking up and attacking.
460 00:42:35.870 ⇒ 00:42:43.759 Uttam Kumaran: Which is great, and so… but again, that’s… it’s a lot of baggage sometimes. It’s, like, from… from past places, or just, like…
461 00:42:43.760 ⇒ 00:42:44.279 Lisa Whall: Yeah, it is.
462 00:42:44.280 ⇒ 00:42:46.010 Uttam Kumaran: It’s that here, we’re trying to just, like, make…
463 00:42:46.010 ⇒ 00:42:46.400 Lisa Whall: Yeah.
464 00:42:46.400 ⇒ 00:42:50.709 Uttam Kumaran: information flow, like, super, super fast. I don’t want game of telephones.
465 00:42:51.270 ⇒ 00:42:56.439 Uttam Kumaran: Want meetings to be, like, it’s sort of like how Amazon thinks about meetings, where it’s like.
466 00:42:56.440 ⇒ 00:42:56.910 Lisa Whall: Yep.
467 00:42:56.910 ⇒ 00:43:04.809 Uttam Kumaran: There’s, like, people actually prepare and read, and, like, again, sort of, through reading everything about some of these companies, we just tried to pick the things that…
468 00:43:05.180 ⇒ 00:43:09.919 Uttam Kumaran: you know, help us… help us out. Try to have that be the culture.
469 00:43:09.920 ⇒ 00:43:11.090 Lisa Whall: the partners…
470 00:43:11.420 ⇒ 00:43:24.269 Lisa Whall: And I hadn’t heard of some, I’ll admit to that. And I’m like, Jesus, they raised $120 million? They raise… Yeah. I mean, my husband worked at… you know Seismic, right?
471 00:43:24.270 ⇒ 00:43:24.880 Uttam Kumaran: Yeah.
472 00:43:25.100 ⇒ 00:43:28.080 Lisa Whall: So he worked… he was, like, number 20 employee.
473 00:43:28.260 ⇒ 00:43:29.729 Lisa Whall: play at Seismic.
474 00:43:30.080 ⇒ 00:43:34.650 Lisa Whall: And he ran partnerships, and…
475 00:43:35.160 ⇒ 00:43:41.500 Lisa Whall: The head of sales just didn’t understand The need to have
476 00:43:41.620 ⇒ 00:43:44.460 Lisa Whall: because no one knew how to implement Seismic. This is…
477 00:43:44.750 ⇒ 00:44:01.110 Lisa Whall: And so, it was a real struggle for my husband, because he did… the VP of Sales is what sells, sell, sell, and he’s like, here’s who’s going to implement all this? Don’t worry about it. Oh, don’t… we have plenty of professional services people. And I mean, it really hurt.
478 00:44:01.110 ⇒ 00:44:07.789 Uttam Kumaran: No, but you also, like, the big companies totally realize this, it’s a different game. They’ll reserve their people to do, like, the biggest.
479 00:44:07.790 ⇒ 00:44:10.919 Lisa Whall: Right, right, right, but Seismic was only 20 people at that point.
480 00:44:10.920 ⇒ 00:44:12.430 Uttam Kumaran: Yeah, yeah, yeah. You know?
481 00:44:12.430 ⇒ 00:44:14.210 Lisa Whall: And it was, like, he didn’t understand.
482 00:44:14.210 ⇒ 00:44:22.510 Uttam Kumaran: That’s what you’re gonna see in the AI world, is there’s these startups with 10, 15 people, they’re raising hundreds of millions of dollars, no professional service partners, all their people are just…
483 00:44:22.510 ⇒ 00:44:23.059 Lisa Whall: Let’s see.
484 00:44:23.060 ⇒ 00:44:27.059 Uttam Kumaran: And I want to be the first one. And I want to help them basically build it out.
485 00:44:27.060 ⇒ 00:44:30.660 Lisa Whall: That’s… that’s where I’m going with it. That’s exactly… I mean…
486 00:44:31.240 ⇒ 00:44:33.289 Uttam Kumaran: I don’t mind being the first, I don’t mind being…
487 00:44:33.290 ⇒ 00:44:33.700 Lisa Whall: We could be…
488 00:44:33.700 ⇒ 00:44:35.030 Uttam Kumaran: It can be messy, whatever.
489 00:44:35.030 ⇒ 00:44:41.070 Lisa Whall: Well, you can… but with AI, you can figure everything out. You can figure everything out.
490 00:44:41.070 ⇒ 00:44:41.740 Uttam Kumaran: Yeah.
491 00:44:41.740 ⇒ 00:44:45.939 Lisa Whall: That’s what people don’t… I don’t think people really understand that, that…
492 00:44:45.940 ⇒ 00:44:46.370 Uttam Kumaran: Yeah.
493 00:44:46.370 ⇒ 00:44:49.960 Lisa Whall: As long as you’re a critical thinker, You can figure it out.
494 00:44:49.960 ⇒ 00:44:52.219 Uttam Kumaran: AI our way… yeah, we’ll AI our way out of it. So that’s the thing.
495 00:44:52.220 ⇒ 00:44:54.079 Lisa Whall: AI our way out of it.
496 00:44:54.080 ⇒ 00:45:02.910 Uttam Kumaran: Yeah, and so you’ll see, like, whether it’s building, like, our own partner CRM, like, in our platform, or whatever it is, that’s what we’re hoping that you’ll get the tools from.
497 00:45:02.910 ⇒ 00:45:04.299 Lisa Whall: That’s exactly what I wanted to.
498 00:45:04.300 ⇒ 00:45:08.399 Uttam Kumaran: Yeah, it’s like, okay, I want to just, like, quickly vibe code our own, like, partner CRM.
499 00:45:08.400 ⇒ 00:45:09.000 Lisa Whall: Yes.
500 00:45:09.000 ⇒ 00:45:11.120 Uttam Kumaran: You’ll, like, one thing that I’ll…
501 00:45:11.280 ⇒ 00:45:14.780 Uttam Kumaran: One thing that we actually, you know, I’ve been working on…
502 00:45:14.900 ⇒ 00:45:26.139 Uttam Kumaran: today is, like, Miranda asked me, like, hey, can we build something that helps me, like, track events a little bit better, basically directly in the platform? And so I built her out for her, where
503 00:45:26.350 ⇒ 00:45:33.940 Uttam Kumaran: Like, while we’re, while we’re basically, like, at an event, you can quickly say, create a new event, and we can just add the people that we met.
504 00:45:34.060 ⇒ 00:45:35.689 Uttam Kumaran: So that’s, like, easy to track.
505 00:45:35.690 ⇒ 00:45:36.180 Lisa Whall: Yay!
506 00:45:36.180 ⇒ 00:45:45.349 Uttam Kumaran: So those are some things I just, like, worked on it over the weekend. And so, as I’m working on it, though, more of my intention is to see, like, how hard was it for me to do it?
507 00:45:45.520 ⇒ 00:45:45.840 Lisa Whall: Right.
508 00:45:45.840 ⇒ 00:45:49.630 Uttam Kumaran: And then, like, what part of the platform needs to be easier for anybody to create apps?
509 00:45:49.900 ⇒ 00:45:59.450 Uttam Kumaran: You know, and so that’s… if you look at, like, my screen right now, that’s, like, all that is. It’s like, I’m using a lot of the tools to build these, and to see, like, how hard is it to actually…
510 00:46:00.080 ⇒ 00:46:02.280 Uttam Kumaran: You know, build it out, so…
511 00:46:02.280 ⇒ 00:46:08.560 Lisa Whall: And then, like you said, then you can commercialize it. Our partner platform, I would like to commercialize it.
512 00:46:10.340 ⇒ 00:46:17.319 Lisa Whall: That was… that’s been my thought since I’m like… and I really want to do it myself, but I’m gonna have to ask for it.
513 00:46:17.320 ⇒ 00:46:25.160 Uttam Kumaran: what we should do is we should call these guys and say, hey, you guys are, like, spending all this money on a partner platform, or, like, you don’t have a great partner CRM, like…
514 00:46:25.370 ⇒ 00:46:31.090 Uttam Kumaran: we come in and implement custom partner CRMs, you know, like, that are AI-focused or whatever, you know?
515 00:46:31.090 ⇒ 00:46:33.050 Lisa Whall: Right, and then we become their number one partner.
516 00:46:33.050 ⇒ 00:46:34.290 Uttam Kumaran: Yeah, yeah.
517 00:46:34.290 ⇒ 00:46:49.349 Lisa Whall: So, oh my god. But I… I’m buzzing right now, because I’m just like, oh my god, there’s so much to do, but it’s just one step, and you can only do one thing at a time, you cannot ask. You can actually only do one thing at a time. That is… that is legitimate.
518 00:46:50.800 ⇒ 00:46:58.259 Uttam Kumaran: So yeah, let me, let me move on the Snowflake conference, and then… yeah, just Slack me whatever you need. Okay.
519 00:46:58.590 ⇒ 00:47:02.869 Uttam Kumaran: like, I’m probably the one bouncing around everywhere, so if I don’t get back on something, just…
520 00:47:03.140 ⇒ 00:47:06.749 Uttam Kumaran: Just ping me, I don’t care at all. I’ll just… I’ll figure it out.
521 00:47:06.750 ⇒ 00:47:14.880 Lisa Whall: I mean, same with me. I don’t have… I shouldn’t say this, but I have no boundaries. So, my kids graduated
522 00:47:15.290 ⇒ 00:47:16.339 Lisa Whall: I live in.
523 00:47:16.340 ⇒ 00:47:19.960 Uttam Kumaran: No, I’m also usually working, like, I’m on. Yeah, so…
524 00:47:19.960 ⇒ 00:47:22.270 Lisa Whall: You can text me, like.
525 00:47:22.750 ⇒ 00:47:31.870 Lisa Whall: it doesn’t bother me at all. I like to be part of the team, so if you, like… and I’m usually up in the middle of the night. You can text me 24-7, like…
526 00:47:33.100 ⇒ 00:47:38.080 Lisa Whall: You know, I… it’s not gonna bother me, and if I’m busy, like, I’ll be cool, but…
527 00:47:38.190 ⇒ 00:47:41.980 Lisa Whall: I just want to really get things done in this next 30 days, like.
528 00:47:42.610 ⇒ 00:47:51.599 Lisa Whall: I feel the clock ticking. I want to get all of this basic building block stuff done, so that we can be generating revenue, like.
529 00:47:51.600 ⇒ 00:47:52.170 Uttam Kumaran: Yeah.
530 00:47:52.410 ⇒ 00:47:56.060 Lisa Whall: That’s the fun part. We just need to get some of this stuff done, so…
531 00:47:56.060 ⇒ 00:47:56.600 Uttam Kumaran: Yeah.
532 00:47:57.100 ⇒ 00:47:58.020 Uttam Kumaran: Okay.
533 00:47:58.020 ⇒ 00:47:58.790 Lisa Whall: Alrighty, sir.
534 00:47:59.160 ⇒ 00:48:01.569 Uttam Kumaran: Thank you so much. Thank you for the time. Yeah, of course.
535 00:48:01.760 ⇒ 00:48:02.790 Lisa Whall: Alright, we’ll talk to you later.
536 00:48:02.790 ⇒ 00:48:03.350 Uttam Kumaran: Dude.
537 00:48:03.350 ⇒ 00:48:03.789 Lisa Whall: They grew up.