 Good evening. Welcome back to theCUBE's coverage of day one of Snowflake Summit 22 live from Caesars Forum in Las Vegas. Lisa Martin here with Dave Vellante. Dave, we have had an action-packed day one. A lot of news coming out this morning. We've talked to Snowflake folks. We've talked to partners. We've talked to customers. A lot going on today. It's our light day. Tomorrow even gets more intense. I know. I'm a little scared. We've got another partner of Snowflake's on board with us here. Please welcome Siddiart. Let me get this. Chaturvedi, president and executive board member at LTI. How did I do? Very well, actually. Welcome to the program. Tell us a little bit about you and then talk to the audience about LTI and what you're doing with Snowflake. Sure. LTI is a global technology consulting and services firm. We had called it out of India. We're part of a large conglomerate which is over 80 years old. Our founders were two Danish engineers who came to India and were essentially stuck when World War II broke out. And they created a company that's lasted 80 years. So we're very proud of our heritage. We come from an engineering background. And frankly, what we do with Snowflake is really bring that engineering DNA to Snowflake. So we've been a partner of Snowflake. We're an elite partner of Snowflake. And we work with them across all regions in the world, actually. 50 plus customers today. So we have a great partnership with them. And I have a note here. It says you're the GSI delivery platform partner of the year. Congratulations. What does that entail? What are the requirements to get that award? Yeah, I know we are very proud that we are the delivery platform partner of the year this year. We were the innovation partner of the year last year. So it shows the journey from innovation to execution. Ensuring delivery. I think what it entails is that we've been recognized for leadership and excellence in executing Snowflake programs at scale. The migration programs and the implementation programs that we've done for customers across the globe. How did you take us back? How did you first find Snowflake? When did you decide to lean in as a company? Oh, it's a great question, actually. In fact, we went public as a company in 2016. And at that time, there wasn't... Let me hurry up a little politely. People weren't expecting that much of us. They thought we'll be one amongst many other companies. And we decided that we'll vector the company on data, digital, and cloud. And we'll make bets on partners that are perhaps unknown at that time. So in late 2017, early 2018, we started partnering with Snowflake. And since then, I must hand it to Snowflake. We have a phenomenal partnership with them. I just met Frank this morning. Chris Degnan is their Chief Revenue Officer, Colin Capasio. And all of these people have been tremendous in terms of how they work together with us across the world to bring what essentially is phenomenal technology to our clients. What was the allure back then? It was cloud data warehouse, simplified data warehouse. Technically splitting storage from compute, infinite, blah, blah, blah. Was that the allure in saying... Or did you have a broader vision? No, I think what happened was clients were struggling with data, because data and applications in our world were very tightly intertwined. And they weren't really leveraging data for making real-time decisions. So the moment we saw the promise of Snowflake that you can create true data on cloud, which all data on cloud, what Frank was talking about this morning, and it's available in real time, and you can do a lot of things on it, we said this is technology of the future. Truly is, because it's separated storage and compute. It did many things that were not possible before. So I think the thing is when you see promising technology as a GSI, you always wonder, should we wait for it to be proven before we jump in? Or should we jump in right up front and help them prove the model? And we decided to take the first approach where we jumped in right up front. And I think that's helped us. Jumped in head first, pandemic hits, they go public, lots of stuff going on. Talk to us about how you're leveraging the power, this flywheel that Snowflake has created that I think is just getting bigger and faster. How are you leveraging the power of the technology to really deliver business outcomes for clients? That's a great question. And the thing with our initial focus was to get people onto data on cloud and with Snowflake. But now it's really around driving business outcomes from there. So we have a suite called Phosphor, which is a data to decisions product suite, which is Snowflake ready. We've also launched Polar Sled 2, which is based on business outcomes. So what we've done is we've actually created about 155 North stars. So various industry sectors, what business outcome do you want to achieve? We call that a North star. And then we say, how do you achieve it with Snowflake? So what we're doing is we're saying, let's achieve the business outcome. That's going to drive more consumption. But essentially, we live in a difficult world as increasingly difficult world. So we want to help people take better database decisions. What are some of the more interesting ways in which your clients are using Snowflake? Yeah, I think when I look at, for example, we have a client in the financial services sector who was struggling with, they're one of the largest asset management and fund management companies in the world. They're a household name. Everybody knows them. They probably have an EFT or some sort of 401k with them. And what they were struggling with was to say, how do I actually get various sources of data together in a way that I can make better fund management decisions? Because otherwise, it was left to a lot of very traditional equity research reporting and fund managers taking their expertise. Here, the data from multiple sources being available, running some AIML routines on it, were able to show them patterns in various asset classes on investments that they hadn't seen before. And now that they've jumped a headlong into it, there are 15 of their units across the world are using it now. So I think the power of once you see data in action, it's almost like the super power that smart people get. It's like, yeah, I know. You suddenly arm them with so much more than they had previously, and then they get so much better at what they're doing. And ultimately, consumers like us benefit from that. So that's really where we want to go. What's LTI's best sweet spot, where you go into a client and you know, wow, this is a perfect fit for what we do. Yeah. So I would say banking and insurance is 47% of our business. We really understand that business extremely well. The other aspect of LTI is because we come from a manufacturing heritage. We've had that as well. And media is something we've done more recently. So we've got media cloud along with Snowflake. So I would say these are the sectors that we've been very domain focused as a company. We've said domain-first technology will work with whatever technology the domain needs, but that's really been helpful to us. And this is where that whole point of North Star and Phosphor comes back in, which is today, I think without the data on cloud, you would have never achieved the kind of outcomes that we are able to achieve with our clients. How did you feel about the recent sales pivot that Snowflake has made in terms of retail, but also healthcare and life sciences? Talk to me about that and is that enabling your joint customers to really leverage that? Yeah. No, I think it's very exciting. We are working with clients on that. They like the new model. They're looking forward. I think what clients are now doing is they're putting data perhaps ahead of, even in these times where people are looking at, we're seeing seven or eight very difficult macroeconomic trends. People are wondering, clients are wondering, what's this going to mean for their business in the future? They're looking at spends and saying, what do I prioritize? What I find is that that data spend only goes up. Our own data practice has grown fourfold in the last six years. It's been just an exponential growth for us. And essentially, Snowflake is our largest bet in that space, even over every other technology that's out there. So I think clients, when they see that combination over how Snowflake is changing and what we can bring to them, I think the model works well for them. You know, ecosystem is one of the areas that we always pay attention to. You can see, just look around. I mean, you compare 2019 to where we are today. What's the importance of ecosystem to LTI and how do you see it evolving? That's a great question. I think in About a Boy, Hugh Grant says, no man is an island. And I think the same thing applies for companies. Any company, no matter what size they are, if they think that they can do everything themselves, they're not going to be successful in the long run. We believe that the ecosystem of partnerships is what drives all the best outcomes for our clients. And our clients expect that today. They want best of great partners to work together. And the thing with an ecosystem is, no one person can dominate an ecosystem. The customer has to be at the center of the ecosystem, and then everybody in the ecosystem is actually saying how best to serve as the customer. So I think if you have that kind of customer centricity and you understand that ecosystems, on your own, you'll never be as good as an ecosystem. I think you nailed it. But it requires a partnering ethos. And that's what we really like about Snowflake. Such a strong partnering ethos. I keep telling people, if I text or message Chris or Colleen, I'll get a response within 15, 20 minutes. That's invaluable when you're trying to do great things for your joint clients. Sounds like there's a lot of synergies there around the customer obsession, customer centricity. Absolutely. I think responsiveness in today's world is key. I think the first people to respond, even if it's to say, you know what? I hear you, I'm going to get back to you. I think people love that about you. It's easy to say customer centric. It's difficult to actually practice it in real life. And we believe that for us, responsiveness is the key. We'll respond no matter what time of day or night. And the other thing is we'll respond even with our partners. We're not going to respond on our own and then bring everybody else along. Even things like, I don't know this, but I can refer you to a partner who can help you do this. That's also a response. That responsiveness is so critical, especially in this day and age, where I think one of the things that was in short supply during COVID and one of the many things is patience and tolerance on us as consumers in our business lives. So being able to respond, even just to say, we're checking, don't know yet, that builds trust between organizations with customers. Absolutely. In fact, even the first year of the pandemic, we grew 9.5% year on year. In India, we were the fastest growing company that year. And if anybody asked me, why did you grow 9.5% when the industry grew at minus 1% in that financial year? I think it was the speed at which we responded between February and June to client requests. We responded even before. I was in calls from 12, 13 in the night working with clients to say, okay, how do we fix this? How do we change this? How do we stop doing something? How do we cut costs? Whatever they needed. And what we did in the first three months actually helped us or first four months when the first wave of the pandemic really hit. Actually, clients were like, these guys were on our side when the times were tough. Let's sort of bet on them. And the data business actually grew. And I keep saying this, whenever a big macro trend hits, when there's more uncertainty, people look to the data because your judgment and experience is no longer applicable. Nobody in the world had any experience or judgment that could be applied in COVID times. So you need to now look at the data and say, okay, is the data telling you something that I would never come to know based on my own experience? And I think this is what I call the real database decisions is no company in the world will say we don't do it. But I think today's world, we are seeing real-time data decisions being taken. We see it in the supply chain all the time. We see it and how banks are processing interest rate rises, et cetera. It's the speed at which they're acting would not be possible without a data-first kind of approach. Right. And it has to be real-time these days, every organization. That's no longer a nice to have. No. And data is getting out of date also so quickly. I mean, in today's world, with the war in Ukraine, I think the first thing we realized was that almost every parameter on commodity, whether it was oil or steel or shipping or whatever, it changed so rapidly that the only way to predict, many of our clients were not able to tell their customers when they would be able to deliver products and service or products, especially manufacturing clients, because they just didn't know when they would get their materials and get their parts, et cetera. And we use data to say, okay, let's at least establish a base on which, because clients get disappointed, more customers get disappointed when you don't meet a delivery date. So we wanted to say, let's make it more predictable, even in unpredictable times. So we're able to manage expectations. We're able to do that better. Without the data, there was no way it would have happened. There's just no way. And frankly, for us, Snowflake is the reason, for us, it's our biggest bet in the data space. And that's how most of the work that we're doing, it's a pleasure. And in fact, I'm just headed to a manufacturing event that our team has organized, which is with Snowflake on data on cloud for manufacturing clients. So we've been slightly behind the curve compared to some of the others, but now seeing the promise and saying, hey, let's go for this. There's a tremendous amount of potential. We're only scratching the surface. We thank you so much for joining Dave and me on the program, talking about LTI, the power of what you're doing together with Snowflake. We'll let you get to that manufacturing event. Thank you so much. It was lovely to speak to you. Thank you so much. Likewise, my pleasure. For our guests and Dave Vellante, this is Lisa Martin signing off from the show floor of Snowflake Summit 22. Day one coverage is complete. Dave and I look forward to seeing you bright and early tomorrow for a jam packed day two. Thanks so much for watching. Take good care.