Meeting Title: Brainforge x Nabil Collaboration Sync Date: 2026-04-30 Meeting participants: Robert Tseng, Uttam Kumaran, Awaish Kumar, Nabil, Lisa Whall
WEBVTT
1 00:00:01.520 ⇒ 00:00:02.350 Robert Tseng: Oops.
2 00:00:14.320 ⇒ 00:00:15.370 Uttam Kumaran: Hello?
3 00:00:15.900 ⇒ 00:00:18.050 Uttam Kumaran: Just got off with a wish, so…
4 00:00:31.290 ⇒ 00:00:32.440 Robert Tseng: Sorry, I was muted.
5 00:00:35.240 ⇒ 00:00:36.279 Uttam Kumaran: Oh, you’re good, you’re good.
6 00:00:43.470 ⇒ 00:00:44.530 Uttam Kumaran: Hey, no.
7 00:00:45.500 ⇒ 00:00:46.210 Awaish Kumar: Good morning.
8 00:00:47.010 ⇒ 00:00:48.300 Uttam Kumaran: Hey, hey, Wish.
9 00:00:48.630 ⇒ 00:00:53.389 Uttam Kumaran: Sorry, I’m just running to a meeting in Cedar Park, so I’m gonna be on,
10 00:00:53.580 ⇒ 00:00:59.180 Uttam Kumaran: Not on video, but… I was just talking to Awash anyways. How’s the day going?
11 00:01:00.270 ⇒ 00:01:01.440 Nabil: Yeah, pretty good.
12 00:01:01.820 ⇒ 00:01:07.240 Nabil: A lot of back-to-backs today. Yeah, generally after, like, Google Next, that’s, like, the busiest time, a lot of, like.
13 00:01:07.240 ⇒ 00:01:08.270 Uttam Kumaran: Yes.
14 00:01:08.400 ⇒ 00:01:11.460 Nabil: want to see, like, what we have announced, and…
15 00:01:11.460 ⇒ 00:01:18.490 Uttam Kumaran: It’s funny, after we talked, and then I’m like, oh my gosh, this is so crazy. It’s like perfect timing.
16 00:01:18.860 ⇒ 00:01:26.399 Nabil: Yeah, actually, that’s a perfect timing, especially with the partner funding as well. There’s, like, new… like, to utilize that partner funding, there’s, like…
17 00:01:26.540 ⇒ 00:01:33.690 Nabil: funds for, like, data cloud as well, and a lot of that, so… I think that’s a perfect timing that we guys are, like, discussing this.
18 00:01:33.930 ⇒ 00:01:42.249 Uttam Kumaran: Yeah, so I wanted to just introduce you to folks on my side. I don’t know if you ended up meeting Robert at VixelCon, but Robert is my business partner.
19 00:01:42.440 ⇒ 00:01:59.350 Uttam Kumaran: And so… and then Awash leads our data engineering service, at Brainforge. So, I’ve given them an intro, but maybe, guys, if you want to just say a quick hello, and yeah, we can kind of get into it. I can recap sort of our conversation.
20 00:01:59.880 ⇒ 00:02:12.220 Robert Tseng: Hey Nabil, good to meet you. I feel like I recognize your face from PixelCon, but I don’t think we got a chance to chat, so, excited to talk. Utam’s been really excited after kind of getting to meet you afterwards, so…
21 00:02:12.820 ⇒ 00:02:13.909 Nabil: Nice to meet you, Robert.
22 00:02:14.210 ⇒ 00:02:17.089 Awaish Kumar: Yeah, fine, Will, I’m a racer.
23 00:02:17.090 ⇒ 00:02:17.660 Robert Tseng: shop.
24 00:02:18.140 ⇒ 00:02:21.800 Awaish Kumar: Yeah, I’ve been working as a data engineer for 9-10 years.
25 00:02:22.040 ⇒ 00:02:25.770 Awaish Kumar: And, I’m from Pakistan, and yeah.
26 00:02:27.240 ⇒ 00:02:28.989 Nabil: Oh, nice. You’re from Pakistan.
27 00:02:29.310 ⇒ 00:02:29.940 Awaish Kumar: Yep.
28 00:02:30.190 ⇒ 00:02:32.679 Nabil: Okay, nice, nice. I’m from Pakistan as well, from Islam.
29 00:02:32.680 ⇒ 00:02:36.879 Awaish Kumar: Yeah, I just looked at your profile, yeah, studied it last, so…
30 00:02:37.210 ⇒ 00:02:45.290 Nabil: Yeah, nice, yeah, nice to meet you. A fellow Pakistani, yeah, that was unexpected, so really good. Looking forward to it now.
31 00:02:45.650 ⇒ 00:02:50.369 Uttam Kumaran: Yeah, now we have the connection, now we have to do some work together, so…
32 00:02:50.370 ⇒ 00:02:50.930 Nabil: Thank you.
33 00:02:50.930 ⇒ 00:03:02.110 Uttam Kumaran: Yeah, maybe… Nabil, maybe you want to just say a couple of words, and then I can just, like, do a speed recap of what we talked about, and then, yeah.
34 00:03:02.650 ⇒ 00:03:14.950 Nabil: Sure, sure. No, I, yeah, I think this is my second, like, pixel. Like, originally, I’m from Pakistan. I was, like, a software developer, like, at the start of my career,
35 00:03:15.210 ⇒ 00:03:20.309 Nabil: Like, worked in, like, 2-3 startups, and also, like, had my own little consulting.
36 00:03:20.410 ⇒ 00:03:23.870 Nabil: a gig while I was at my university, so…
37 00:03:23.890 ⇒ 00:03:41.150 Nabil: outsource the work to, like, some students. They ended up, like, building those services companies, and, like, one of… or, like, one of my… my students had, like, now has, like, 500 employees back in Pakistan as well. So, yeah, then I spent, like, a couple of years in…
38 00:03:41.490 ⇒ 00:03:59.180 Nabil: pre-sales, post-sales, so last six years, mostly on the data management side, but also a lot on the, like, application side as well. So I was working at Informatica for two and a half years in pre-sales, last four and a half years at Google. So, within Google, I’ve had a couple of roles.
39 00:03:59.220 ⇒ 00:04:13.719 Nabil: customer engineer, mainly for, like, APN integrations. Then I was, like, did a little bit of security as well, and last one and a half year, I’m doing data management. That is, like, everything on the data side. BigQuery.
40 00:04:13.750 ⇒ 00:04:24.849 Nabil: all the data products, and now a lot of, like, agentic workloads on top of BigQuery as well. So when I meet Utham, like, there’s a lot of people that you meet, but I feel like Utham had the same kind of…
41 00:04:25.040 ⇒ 00:04:32.680 Nabil: drive and personality, like… like I would like to collaborate with. A lot of times, you talk to people.
42 00:04:32.830 ⇒ 00:04:51.180 Nabil: They talk about staff, but a lot of times, they don’t… yeah, they’re not, like, up-to-date on the market and what’s happening, and a nice vision as well, and someone who can execute as well. So I thought, like, it was really, really good to meet with Utam and also learn from his vision as well. So I thought, like, this could be, like, a good potential collaboration.
43 00:04:51.220 ⇒ 00:05:04.599 Nabil: I’m also planning to eventually venture out into my own services business as well. And I’ve been thinking about a while now, but now, like, I’ve decided that maybe in, like, next 3-4 months, I have to, like, take some steps.
44 00:05:04.700 ⇒ 00:05:09.399 Nabil: So that’s why I think this timing is perfect for us to collaborate. So I’m really excited about this.
45 00:05:11.300 ⇒ 00:05:24.629 Uttam Kumaran: Awesome. Yeah, I appreciate the kind words. I mean, I felt really similarly. I think I rarely talk to folks at, like, the big cloud providers that have, like, a really good understanding. I also think, like.
46 00:05:25.210 ⇒ 00:05:29.949 Uttam Kumaran: We make it really friendly for people that are trying to get into consulting to, like.
47 00:05:30.020 ⇒ 00:05:39.459 Uttam Kumaran: get into and figure out that world. I think all of us are former, like, product people, so we’re also really new, but we’ve also seen a lot of success.
48 00:05:39.460 ⇒ 00:05:52.080 Uttam Kumaran: And I think, sort of, like, our conversation for the rest of the folks on the call kind of revolved around two things. I think, one, like, Nabeel really kindly offered to, you know, try to insert us into the, you know, Google Partner Program, and
49 00:05:52.170 ⇒ 00:06:01.960 Uttam Kumaran: You know, I told him that, like, hey, all of our folks on the data side are really AI-forward, and in fact, you know, we’re starting to brand our business as, like.
50 00:06:02.190 ⇒ 00:06:06.780 Uttam Kumaran: just the people that do context engineering, right? And so all of our work is around
51 00:06:06.800 ⇒ 00:06:17.569 Uttam Kumaran: context engineering, and I think that’s, like, really, really great for the mission that Google is trying to go after. And so I think there’s a lot there that we could do, and…
52 00:06:17.570 ⇒ 00:06:30.410 Uttam Kumaran: you know, it was funny because Navil told me that none of the Google partners really ever deliver clients to Google, and I was like, well, we could deliver clients today. Like, we have several clients that we basically,
53 00:06:30.580 ⇒ 00:06:37.339 Uttam Kumaran: you know, could have pushed everything into Google, and we just didn’t have a relationship, so we chose otherwise, so I think that’s…
54 00:06:37.340 ⇒ 00:06:53.690 Uttam Kumaran: one edge. Second is, you know, we’re familiar with all the sort of agentic tooling that’s coming out of Google, and I think we’d be a good partner there. Nobil was like, that’s great, happy to do that, but actually, let’s also talk about, you know, collaborating on an individual basis. And I said, look.
55 00:06:53.770 ⇒ 00:07:02.099 Uttam Kumaran: I think we are always in the need of, like, amazing people that understand, like, an ecosystem really, really well.
56 00:07:02.210 ⇒ 00:07:17.029 Uttam Kumaran: you know, Awaish, myself, we’ve done a lot of work across all the major clouds, but you have a ton of subject matter expertise, you know, in this ecosystem, and second, like, you’re also really interested in sort of trying to, like.
57 00:07:17.200 ⇒ 00:07:33.850 Uttam Kumaran: do your own thing, and I think some type of collaboration with us could be a great jumping-off point for that, because we are… we are getting a lot of active deals that rhyme with a lot of the stuff you’re doing, but also is beyond just GCP.
58 00:07:33.850 ⇒ 00:07:51.230 Uttam Kumaran: Right? And it actually is, like, around Snowflake, around Azure, but everything is revolving around context engineering, and enabling, you know, AI to interact with data, for a number of solutions. So that’s sort of, like, to set the stage for everybody, like, what we chatted about.
59 00:07:51.780 ⇒ 00:07:59.890 Uttam Kumaran: I don’t know, Robert, if you have any initial, like, questions or thoughts, or, like, you know, what your reaction is.
60 00:08:00.420 ⇒ 00:08:10.589 Robert Tseng: Yeah, no, I think, I think I see it’s great that he’s both pre-sales, post-sales, and also implementation, I guess, like, quite a wide range where we could
61 00:08:10.670 ⇒ 00:08:33.580 Robert Tseng: work with Nabil on an individual basis. I mean, I’ll let you and kind of Utam kind of sort out the details of what it would look like to kind of be included in the Google kind of partner program. I think I’m more interested in kind of learning more about how we can partner with you individually, in… in the short term. So, I mean, we have active clients in GCP that
62 00:08:33.580 ⇒ 00:08:35.710 Robert Tseng: You know, especially…
63 00:08:35.809 ⇒ 00:08:44.680 Robert Tseng: you know, with all the new agentic capabilities, like, having a leader there who can really, like, you know, share that
64 00:08:44.740 ⇒ 00:09:03.179 Robert Tseng: capability and, and lead that for our clients is… would be great. I mean, Awash, I recently messaged you about this over a couple clients, so, yeah, I think it’s… it’s timely. I could definitely see Nabil maybe plugging in on an existing client with… with… that’s on… that’s already in GCP.
65 00:09:03.180 ⇒ 00:09:08.949 Robert Tseng: And then, yeah, I would be interested in, kind of, Learning more about how to…
66 00:09:10.220 ⇒ 00:09:28.889 Robert Tseng: you know, we have clients that we haven’t… they haven’t… they haven’t selected a vendor, like Utom said, so knowing how to steer them towards HCP, like, what are the right… what are the right signals to do so, like, what would be a good… good fit, and, you know, what type of support we would be able to get from you if we were to, kind of
67 00:09:28.890 ⇒ 00:09:39.680 Robert Tseng: bring, like, a net new client into GCP. So, I think those are probably the two directions that I’m most interested in exploring, on this call.
68 00:09:40.910 ⇒ 00:09:51.540 Nabil: Perfect. I think, from a perspective of, like, my individual capacity, this is, like, my main expertise is to build prototypes and sell
69 00:09:51.610 ⇒ 00:09:59.390 Nabil: The vision to these customers, and then they buy from us, and then it’s the professional services organization who implements it.
70 00:09:59.390 ⇒ 00:10:16.209 Nabil: But I do, like, demos, custom demos, and proof of concepts as well. And that is something that I can really help you guys out as well, but once we get the deal, I’m super excited to actually go ahead and implement that as well, and partner that on the individual level.
71 00:10:16.210 ⇒ 00:10:30.490 Nabil: on the Google level, I think you guys have already started the onboarding program, so we do have, like, some incentives. Like, my… like, my conversations, I just give out work to a lot of partners.
72 00:10:30.490 ⇒ 00:10:37.449 Nabil: I don’t… yeah, I don’t… I don’t… nobody likes the partners in Google. Like, a lot of partners will come…
73 00:10:38.200 ⇒ 00:10:38.780 Uttam Kumaran: And…
74 00:10:38.780 ⇒ 00:10:56.449 Nabil: it’s not even about, like, US, it’s just, like, my whole experience with, like, enterprise sales. Like, these partners, they come to these events, they talk about stuff, a person doesn’t even know about anything, but he would say, without data, you can’t have AI. Like, even my 9-year-old son can say that, right?
75 00:10:57.560 ⇒ 00:11:11.129 Nabil: A lot of people say that, and they have only probably, asked about how to make, like, pass down chat GPT, right? And they would still come, and they would talk about how do they want to fix the data for AI. So I think,
76 00:11:11.380 ⇒ 00:11:36.330 Nabil: I think you guys are doing, like, amazing stuff. This is exactly what Google is… has totally repositioned as well. Agent Data Cloud. So, moving from the traditional data warehouses to more of, like, how do we… how do we add the context in the knowledge catalog within, within GCP? How do you organize the data within BigQuery with unstructured data so that the agents can access
77 00:11:36.330 ⇒ 00:11:41.410 Nabil: it properly. So I think that’s a good time from, like, the partner perspective as well. I’m happy to…
78 00:11:41.410 ⇒ 00:11:44.330 Nabil: Number one, like, include you in my deals.
79 00:11:44.550 ⇒ 00:11:52.900 Nabil: Once you become a partner, introduce you to my team so that everyone in my team also knows about when to include you.
80 00:11:52.900 ⇒ 00:12:06.030 Nabil: In their deals as well. And I think, lastly, I will quickly share this before we move on to this, like, sort of incentives that we have. This is just, like, a data analytics incentive. This just came up right now, just last week.
81 00:12:06.340 ⇒ 00:12:24.990 Nabil: So, some stuff, like how to involve partners in the early phase, like, you get these incentives, workshops, $10,000 that Google will give to the partner, and then the partner would engage with the customer, and this is generally more, leads coming from Google towards the partner.
82 00:12:25.290 ⇒ 00:12:39.579 Nabil: So this is what we do. We recommend the customer and the part… a partner for a particular customer when we see the workload, and these are the very… these are some of the, like, the startup pack workshops that we have right now, so…
83 00:12:39.860 ⇒ 00:12:46.509 Nabil: And this is what I plan to do as well in the future when I venture out to, like, fully GCP partnership.
84 00:12:46.650 ⇒ 00:13:00.340 Nabil: model after leaving Google to leverage my relationships to go after these, because right after that, you would definitely get the customer if you provide good value during this initial phase. And this is, like, super easy. Custom demo, I do this all the time.
85 00:13:00.560 ⇒ 00:13:10.520 Nabil: You get $20,000, and they’re like, I… yeah, that’s… that sounds crazy to me. And the partners, they don’t even do custom demo, and they actually…
86 00:13:10.930 ⇒ 00:13:18.700 Nabil: take up this offer, so… So these are some of the things that we can work on individual level, but also on the partnered level as well.
87 00:13:19.020 ⇒ 00:13:31.629 Robert Tseng: Great. I just added Lisa while you were chatting, because I was like, she should totally be on this call. Lisa is our partnerships lead, and, you know, Nabil was, kind of suggesting, like, hey, you know, like, he’s a…
88 00:13:31.670 ⇒ 00:13:52.820 Robert Tseng: He has a partner pipeline at Google, and was interested, once we kind of get into the program, to involve Brainforge on some of his individual… on his deals, within his team, and then we’re also trying to collaborate with him, kind of individually, to see how he can support our existing book as well.
89 00:13:52.820 ⇒ 00:13:54.509 Lisa Whall: Awesome, nice to meet you.
90 00:13:54.940 ⇒ 00:13:56.009 Nabil: Nice to meet you, Lisa.
91 00:13:57.610 ⇒ 00:13:59.059 Lisa Whall: I saw the,
92 00:13:59.360 ⇒ 00:14:06.089 Lisa Whall: some of the press releases from yesterday, that’s, wow. I think is exactly what I put in in our description.
93 00:14:06.490 ⇒ 00:14:07.080 Lisa Whall: Amazing.
94 00:14:07.080 ⇒ 00:14:07.520 Uttam Kumaran: Yes.
95 00:14:07.520 ⇒ 00:14:08.590 Lisa Whall: It’s amazing.
96 00:14:09.440 ⇒ 00:14:28.300 Nabil: Yeah, I think this is a… yeah, we have, like, a lot of momentum going on. A lot of stuff that, Utham, you talked about as well, context engineering, conversational analytics is, like, a big one. We talk to a lot of customers, about that, so there’s a lot of buzz going on around that.
97 00:14:28.440 ⇒ 00:14:40.490 Nabil: And then there’s a lot of incentives for the partners as well. So I think now, once you guys are onboarded, the next step would be that we can work on the deals officially as well.
98 00:14:40.820 ⇒ 00:14:44.719 Nabil: But then to be included in these special programs,
99 00:14:44.900 ⇒ 00:14:50.870 Nabil: I’m not sure, but you probably have to, like, achieve the Premier status, which is not a big deal, I think you need to have, like.
100 00:14:51.170 ⇒ 00:14:52.930 Nabil: 12 certifications.
101 00:14:53.190 ⇒ 00:14:57.419 Nabil: For that. Okay. But once, once you do that,
102 00:14:57.540 ⇒ 00:15:03.320 Nabil: then… then I think, Lisa, you… I’m happy to connect you with the partner managers over here to…
103 00:15:03.520 ⇒ 00:15:13.230 Nabil: to see that if you guys are, like, more visible, maybe, like, do one or two events for the GCP. We can do the events together as well, like… Yeah.
104 00:15:13.230 ⇒ 00:15:14.829 Uttam Kumaran: We should do something in Austin.
105 00:15:15.120 ⇒ 00:15:21.519 Nabil: Yeah, yeah, definitely. Like, we can do some sort of events together with the partner team, and once you have more visibility.
106 00:15:21.730 ⇒ 00:15:33.800 Nabil: then probably you would be included in these special programs as well. The program that I was showing right now, this is like, don’t quote me on that, I think this might be just the internal information.
107 00:15:33.810 ⇒ 00:15:43.640 Nabil: This is just one of the programs that we just launched internally, to include the partners for,
108 00:15:43.690 ⇒ 00:15:48.909 Nabil: In the early stage. And from the $750 million that we have.
109 00:15:49.270 ⇒ 00:16:03.310 Nabil: allocated for this year for the partners. This little bunch is going towards the data analytics workload. So, workshop is 10K, and this is the business value assessment workshop, and this is the custom demo.
110 00:16:03.340 ⇒ 00:16:17.620 Nabil: And the process for that is once, like, we find a deal that we think that would qualify for that, and these are, like, early stage, super early stage deals, so not, like, POCs, super early stage.
111 00:16:17.620 ⇒ 00:16:31.100 Nabil: So we recommend to, we recommend that, through, like, an intake form, and then a partner gets assigned to that. But right now, these are the only partners that are included in this. These are, like, 11 partners that are included.
112 00:16:31.680 ⇒ 00:16:40.640 Nabil: In this program. So I think once you get onboarded, we do some activities in Austin, then in future, you can definitely be included in those as well.
113 00:16:41.420 ⇒ 00:16:56.300 Uttam Kumaran: Yeah, and Nabil, we actually have active deals in Pipeline that, like, this is part of, you know, our charm, is that we can accelerate our way to that status, because we have active deals that I can just do on GCP.
114 00:16:56.650 ⇒ 00:17:06.550 Uttam Kumaran: also active deals where it would be an amazing fit, even for the customer who’s, like, maybe a little nervous, to just say, like, hey, GCP wants to help sponsor
115 00:17:06.560 ⇒ 00:17:16.759 Uttam Kumaran: like, a workshop or, you know, a small prototype. Like, we literally have a… I have, like, two right now that I’m talking to that are asking for exactly this.
116 00:17:17.170 ⇒ 00:17:21.460 Uttam Kumaran: You know, and so I think it’s a great opportunity. And so that’s what even… whatever help
117 00:17:21.650 ⇒ 00:17:25.120 Uttam Kumaran: you think would help us accelerate faster? I think…
118 00:17:25.390 ⇒ 00:17:27.410 Uttam Kumaran: We could try to deliver on that, you know?
119 00:17:28.250 ⇒ 00:17:41.480 Nabil: Perfect. And there’s also a requirement of 3 successful customer success stories, so I think once you… once you work on these, even though, like, it might be the case that, like, I talk to, like, 3-4 people.
120 00:17:41.480 ⇒ 00:17:51.890 Nabil: already, but everyone says the… points me to the same process. I feel like it might take some more time, because after Google Next, there’s a lot of partnership requests coming in.
121 00:17:51.960 ⇒ 00:18:02.439 Nabil: I just went to the portal and saw there was, like, a lot of requests coming in just in one day from different parts. So I think that might take some time, but we can…
122 00:18:02.600 ⇒ 00:18:04.700 Nabil: Definitely start working on those.
123 00:18:04.700 ⇒ 00:18:15.749 Uttam Kumaran: But that’s on us to kind of make noise, too, you know? And, like, that’s where, like, once you hand the baton to us, it’s like, we’ll try to compete, and I think, like, this is always what we’ve done, even for Snowflake, like.
124 00:18:15.970 ⇒ 00:18:28.359 Uttam Kumaran: you know, without anything, we just… because we delivered them, like, 5 deals, they’re like, oh my gosh, like, what do you want to do, you know? And so… that’s it, but I totally hear you on that, so that makes a lot of sense.
125 00:18:30.160 ⇒ 00:18:44.170 Nabil: Perfect, and I think if you can share the customer names, I can see who’s the account manager from our side, if those are already in our book of business. Okay. And I can check with them that if they’re already a GCP customer, they have something on GCP.
126 00:18:45.740 ⇒ 00:18:47.360 Uttam Kumaran: Even if it’s just workspace?
127 00:18:47.960 ⇒ 00:18:49.589 Nabil: Yeah, yeah, that would also work.
128 00:18:50.000 ⇒ 00:18:58.120 Uttam Kumaran: So yeah, maybe Awash and Lisa, if you guys want to take that, we can look through our active, like, GCP
129 00:18:58.560 ⇒ 00:19:04.970 Uttam Kumaran: you know, engagements. And then even we should share, like, some of our upcoming ones that I’m sure those are also
130 00:19:05.260 ⇒ 00:19:12.339 Uttam Kumaran: they’re all mostly using Workspace, so we can, you know, we can sign an NDA with Nabil and then share those over.
131 00:19:14.620 ⇒ 00:19:15.430 Awaish Kumar: Yuck.
132 00:19:15.430 ⇒ 00:19:16.060 Uttam Kumaran: Okay.
133 00:19:19.190 ⇒ 00:19:24.529 Uttam Kumaran: Cool. And then, yeah, I mean, it’s kind of the second conversation, Nabil, is like, yeah, like, I think…
134 00:19:24.630 ⇒ 00:19:40.080 Uttam Kumaran: as you mentioned, I think one thing that’s really lacking on our side is we don’t have a great sort of, like, prototyping motion right now. You know, I think we’ve been successful selling the vision and driving directly to a contract.
135 00:19:40.080 ⇒ 00:19:47.799 Uttam Kumaran: I think it’s, like, kudos to the team, but there’s totally an opportunity for us to lean heavily into, like.
136 00:19:47.890 ⇒ 00:19:58.279 Uttam Kumaran: hey, let’s do a short, like, discovery sprint, prototype sprint, right, that helps people bridge the gap. In addition, we are starting to get asked for a lot of strategy work.
137 00:19:58.410 ⇒ 00:19:59.840 Uttam Kumaran: So this is just, like.
138 00:20:00.030 ⇒ 00:20:13.259 Uttam Kumaran: basically talking about how you could implement a solution, what are the key components, and for which, like, your skill set and your demeanor and acumen is, like, a perfect fit for that sort of stuff. So it’s actually, like.
139 00:20:13.480 ⇒ 00:20:19.480 Uttam Kumaran: I think, sort of in line, and maybe even a little bit easier than the stuff you’re doing. Of course, we also have
140 00:20:19.650 ⇒ 00:20:24.290 Uttam Kumaran: we also implement, you know, on the back end, so I think there’s a lot of alignment there.
141 00:20:25.800 ⇒ 00:20:28.580 Nabil: Yeah, I think so. I think that’s something that…
142 00:20:28.730 ⇒ 00:20:47.080 Nabil: I have done quite a lot, even within… so, I mean, I’m happy to do those kind of things. I really like to do that stuff as well, just to show, like, one of the customers, they… they were using some other stuff, but just to convince them how to, like, use the BigQuy products. I’m not even showing BigQuery
143 00:20:47.290 ⇒ 00:20:55.010 Nabil: interface over here. But in this one particular demo, like, this is the customer name, and I met with the CTO and CEO.
144 00:20:55.180 ⇒ 00:21:04.839 Nabil: To convince them, like, I had to give them the whole story. They had some AI agents, they were using Postgres, they wanted real-time, blah blah, a lot of, like, stuff going on.
145 00:21:04.910 ⇒ 00:21:15.829 Nabil: But, like, this is what I built just in a day, just for the demo. So, there’s sensor data coming in, so doing some simulations on the data that they can relate to.
146 00:21:16.080 ⇒ 00:21:20.640 Nabil: then having these visual interfaces, but once I press this.
147 00:21:20.830 ⇒ 00:21:23.899 Nabil: This goes to a Cloud SQL database.
148 00:21:23.930 ⇒ 00:21:41.900 Nabil: And then DataStream, which is a product from our side, picks up and sends its data to BigQuery, and this is, like, the live BigQuery table that refreshes after every second. This is the one that just came up, no, I’m just going to wait for the new one that would come up over here.
149 00:21:41.900 ⇒ 00:21:44.109 Nabil: So, in the demo, I’m just showing them, okay.
150 00:21:44.110 ⇒ 00:21:50.819 Nabil: One thing added, now you can see, like, this new row is being added over here in real time.
151 00:21:51.280 ⇒ 00:22:00.559 Nabil: And then I would go ahead and show them in the demo as well. But one… okay, what happens after that? You have these PDFs, okay? I have these PDFs in cloud storage.
152 00:22:00.690 ⇒ 00:22:05.379 Nabil: Let’s open the PDF. It might not open right now, but these are the actual, like.
153 00:22:05.640 ⇒ 00:22:16.189 Nabil: manuals from their industry that I was just able to use Gemini to create very quickly, right? So I would show them, like, this is a manual for one simple machine.
154 00:22:16.190 ⇒ 00:22:29.230 Nabil: And this is in cloud storage, so just showing it more visually. Okay, let’s see what documents do we have in storage. These are the documents. Some are CAD drawings, some are PDFs, some are SOPs.
155 00:22:29.270 ⇒ 00:22:48.769 Nabil: Okay, let’s put, let’s create… link them to BigQuery. Okay, now it’s creating a table in BigQuery that links to all of that. Now, I’m not going to the interface to show that. Okay, let’s analyze these documents. So now we will use, like, an AI generate function, or ML generate function within BigQuery to analyze that.
156 00:22:49.000 ⇒ 00:23:00.660 Nabil: Okay, the whole thing, using some more, like, AI functions, let’s classify this, let’s extract, like, the… so I’m just, showing them how
157 00:23:00.810 ⇒ 00:23:10.310 Nabil: the story, like, all of this, and then moving on to the next step, okay, let’s now create a graph, because this is what you lack. So, for example, now you have…
158 00:23:10.310 ⇒ 00:23:24.949 Nabil: these machines with this, and, like, now I have to see, like, what are… how many machines are fixing, and what is the, whatever is, like, the risk in that, for example. So, showing that capability.
159 00:23:24.950 ⇒ 00:23:32.050 Nabil: And then going back to their problem, so they have 15 databases, how to consolidate that using the BigQuery.
160 00:23:32.190 ⇒ 00:23:36.720 Nabil: And then eventually, how your AI agent would, would actually.
161 00:23:36.790 ⇒ 00:23:42.729 Nabil: run those queries and doing the performance test. So, this might be, like, just one…
162 00:23:42.780 ⇒ 00:23:57.649 Nabil: one, one-hour demo, but right after that, they said, okay, we are moving towards, BigQuery Craft, and then they just signed the deal. So these are the kind of things that I like to do, and I think this is something that I could bring in the pre-sales
163 00:23:57.820 ⇒ 00:24:03.410 Nabil: deals as well, when you’re talking to the customers. And not only on BigQuery, I can… I can do that on Snow.
164 00:24:03.410 ⇒ 00:24:06.619 Uttam Kumaran: That was… that was gonna be my next question, basically, is like, you know.
165 00:24:07.090 ⇒ 00:24:17.610 Uttam Kumaran: For Google, if we’re a partner, we’re gonna pitch, but we’re also just, like, you know, sometimes a client is already on an Azure environment, or they’re… they’re like, we want to pick between Azure and stuff. Like, we have one client that’s, like.
166 00:24:17.750 ⇒ 00:24:30.549 Uttam Kumaran: we’re probably gonna choose between Azure and Snowflake, help us make the decision, but as kind of what I told you is, like, all of these products are kind of… it’s, like, very similar, you know? So, I’m not as, like, worried about your ability to move
167 00:24:30.550 ⇒ 00:24:46.920 Uttam Kumaran: it’s… it just may take some time, but frankly, like, the prototype building and the speed at which you can do it with AI, you’re right, it’s actually more like the client wants to have confidence in two places. Confidence that, like, and the solution, but also confidence that we can do it, right? And so part of it is, like.
168 00:24:47.000 ⇒ 00:24:57.129 Uttam Kumaran: are we… do we have a sense of expertise? Do we have, like, all the right documentation, the history on the platform? And then, ultimately, like, for the most part, they just listen to what we say.
169 00:24:57.260 ⇒ 00:25:11.089 Uttam Kumaran: So, it’s kind of interesting, because I feel like when you’re just in a GCP environment, you’re sort of convincing them of just GCP. Oftentimes, we’re kind of mostly convincing them that, like, it’s us, right? And, like, wherever you want to go, we’re going to steer you the right direction.
170 00:25:11.330 ⇒ 00:25:17.699 Nabil: That’s great. I think these kind of demos then even makes more sense, because then you’re telling them that I’ve already done that on a small.
171 00:25:17.700 ⇒ 00:25:19.490 Uttam Kumaran: Yes, yes.
172 00:25:19.790 ⇒ 00:25:28.899 Uttam Kumaran: And you’re gonna see, like, most of our stuff is a lot… it’s, like, all kind of similar, similar demos. So, like, we can pretty easily build a good demo library.
173 00:25:28.920 ⇒ 00:25:42.350 Uttam Kumaran: And yeah, I mean, again, a lot of folks want, like, just straight hours for strategy, like, sit with our CIO or CTO for 5… 5 hours, 10 hours to, like, come up with this plan.
174 00:25:42.390 ⇒ 00:25:51.160 Uttam Kumaran: And so on our side, again, it’s really, like, I think we just need more people that can speak in that sort of pre-sales, like, initial contact manner.
175 00:25:51.360 ⇒ 00:25:53.949 Uttam Kumaran: You know, and that language.
176 00:25:54.840 ⇒ 00:26:11.509 Nabil: No, definitely. I’m definitely interested in that, and for my services company, I wouldn’t want to stick to GCP, right? So, I mean, I’ve worked with Snowflake and Azure. Even if I’m talking about, like, other stuff, like, I do… I would spin up Snowflake and show them how
177 00:26:11.510 ⇒ 00:26:16.180 Nabil: this would work. So, for example, Cross Cloud Lake houses the new product.
178 00:26:16.740 ⇒ 00:26:20.960 Nabil: On that one, you have to show that the data sets in S3 bucket.
179 00:26:20.960 ⇒ 00:26:21.660 Uttam Kumaran: Yes.
180 00:26:21.660 ⇒ 00:26:24.030 Nabil: shift, so how do you do that?
181 00:26:24.030 ⇒ 00:26:28.190 Uttam Kumaran: Yeah, or, like, S3 files, right? Or, like, some of those new innovative, yeah.
182 00:26:28.190 ⇒ 00:26:32.849 Nabil: Exactly. So, I think a lot of people just talk about it and show it in the slides.
183 00:26:33.050 ⇒ 00:26:42.329 Nabil: I just like to spin up, like, different, different things, and then show it exactly so that they can visualize right how it would work in their environment.
184 00:26:42.660 ⇒ 00:26:50.469 Nabil: So, definitely, I’m interested in on the pre-sale strategy work, but also, like, the implementation part as well, I’m definitely…
185 00:26:50.580 ⇒ 00:26:52.940 Nabil: Excited to partner up on that as well.
186 00:26:54.930 ⇒ 00:26:57.460 Uttam Kumaran: Yeah, anyone else, any questions?
187 00:27:01.010 ⇒ 00:27:04.120 Awaish Kumar: Yeah, no questions, but I’m really excited to…
188 00:27:05.020 ⇒ 00:27:12.959 Awaish Kumar: about the Nabil’s expertise on GCP, like, we have been using GCP for… like, different services?
189 00:27:13.090 ⇒ 00:27:21.759 Awaish Kumar: But we have been using different services, like BigQuery, maybe Cloud Functions, but then we employ some other tools as well, maybe which are open source and things like that.
190 00:27:21.940 ⇒ 00:27:23.819 Awaish Kumar: So, yeah, it might be a…
191 00:27:24.270 ⇒ 00:27:35.459 Awaish Kumar: good idea to also look at the full GCP environment, where you run full… all your… your pipelines, end-to-end pipeline on GCP and things like that.
192 00:27:35.840 ⇒ 00:27:51.050 Nabil: Perfect, perfect. Yeah, and well said, like, in this case, it would never be just BigQD, so you would have Cloud Run, you would have Gemini Enterprise, that would be the interface where business people would talk to the data, so that’s, like.
193 00:27:51.350 ⇒ 00:27:59.570 Nabil: Google’s way of positioning that. On the back end, it would be BigQuery agents running to get the data, but then you might use ADK
194 00:27:59.670 ⇒ 00:28:14.190 Nabil: to pull in the data from the Google Drive as well. So, they would be, like, different systems when it comes to, like, the whole end-to-end solutions. Although we are talking about data, but definitely these other services would be a big play as well in the whole solution.
195 00:28:15.770 ⇒ 00:28:21.409 Awaish Kumar: Yeah, like, we are kind of carrying similar product at the end, but what I’m saying, like.
196 00:28:21.520 ⇒ 00:28:24.849 Awaish Kumar: Maybe we use different tools to make that. Now we haven’t.
197 00:28:24.850 ⇒ 00:28:26.510 Uttam Kumaran: We should just consolidate, yeah.
198 00:28:28.620 ⇒ 00:28:35.429 Nabil: Yeah, just like Utham, you were talking about that meeting notes thing, right? So, Gemini Enterprises is, like, a very, very quick way of doing that.
199 00:28:36.590 ⇒ 00:28:51.520 Uttam Kumaran: Yeah, I mean, that’s, like, so many of the asks are like that, right? We want a simple chat interface to pull meeting notes, to pull Drive. We’re completely on Gemini. Our alternative is to build it our own. Their alternative is, like, why don’t we get Claude Co-work? Well, actually, like.
200 00:28:51.670 ⇒ 00:29:08.780 Uttam Kumaran: we should just build it all on GCP services. I think the problem on our engineering team is just, like, a lot of those are new services, right? So, we’re not, like, battle-tested, or… and so having, like, an in-house expert there is great, and we’re seeing, like, very similar services come out of all the major clouds.
201 00:29:08.780 ⇒ 00:29:16.669 Uttam Kumaran: like, very similar to, like, ADK, like, pulling from different storage layers, functions, right, all the traditional stuff.
202 00:29:17.970 ⇒ 00:29:28.600 Nabil: And it’s a time where you would build a connector, and all of these sales specialists would, like, forward the customer to you in that case, because
203 00:29:28.650 ⇒ 00:29:44.439 Nabil: In all the cases, partners are building one or two connectors from their industry, and then just trying to penetrate into the accounts using that. So that’s one strategy as well. But Gemini Enterprise, I would… if I were you, like, I would really focus on that as well.
204 00:29:44.830 ⇒ 00:29:57.109 Nabil: Because that product is really killing it in the market, and all of our focus was on that, and it’s still on that. There’s a lot of marketing, internal push going on Gemini Enterprise. And it’s a very good product as well.
205 00:29:58.220 ⇒ 00:29:59.220 Uttam Kumaran: Okay, okay.
206 00:30:00.180 ⇒ 00:30:04.279 Uttam Kumaran: So yeah, I mean, maybe just to, like, put a pin in everything, I mean,
207 00:30:04.660 ⇒ 00:30:19.320 Uttam Kumaran: I guess, Robert, a question for you, like, I think we should definitely try to see if we can sign something with Nabil short-term. I think maybe, Nabil, we can… three of us can discuss, like, what a good structure is. I mean, on a personal level, I would love to give you the opportunity to see, like.
208 00:30:19.400 ⇒ 00:30:32.500 Uttam Kumaran: how this kind of company is running, you know, and to give you that exposure. Of course, selfishly, like, it’s amazing that, like, we’d love for you to help us out, but I also think we’ve always been open as, like, this is a great
209 00:30:32.500 ⇒ 00:30:46.600 Uttam Kumaran: stepping stone for anybody trying to get into this industry, because we literally just built this business, and we’re doing it in a very new way, as you saw at MixelCon. So that would kind of probably be my… my ask, and probably, like, where maybe we could follow up and discuss more.
210 00:30:47.040 ⇒ 00:31:04.600 Nabil: Yeah, yeah, definitely. So, Robert, like, feel free to, like, reach out. I think we should meet up to discuss some active engagements after we sign the NDA, but from my side, I’m excited to just move forward with it, like, as soon as possible, and I can take out time to, like, work on the opportunities, as we discussed.
211 00:31:05.430 ⇒ 00:31:21.650 Robert Tseng: Okay, sounds good. Yeah, we’ll get some of these docs kind of over to you as soon as possible. We can kick it off. And Lisa and I have already been doing some account mapping for partners this week, so I feel like we just kind of serve it up to Nabil, you know, as you’re doing, going through that, so…
212 00:31:23.050 ⇒ 00:31:24.310 Nabil: Perfect. Cool, sounds amazing.
213 00:31:24.310 ⇒ 00:31:31.879 Uttam Kumaran: Okay, cool, so I’ll shoot an email over with everybody, and then, yeah, we can go from there. Thank you so much, guys, and Nabil, for the time today, I appreciate it.
214 00:31:32.310 ⇒ 00:31:33.450 Robert Tseng: Thanks a lot. Thanks, everyone.
215 00:31:33.450 ⇒ 00:31:34.110 Nabil: Nice meeting you.
216 00:31:34.110 ⇒ 00:31:36.650 Lisa Whall: See you soon. Thank you so much. Bye-bye.