© 2019 Snowflake Inc. All Rights Reserved
DELIVER REAL BUSINESS VALUE WITH A CLOUD DATA
PLATFORMTINO BOURBOULAS, SALES ENGINEER- SNOWFLAKE
BUSINESS VALUE
informal termhealth and well-being of the enterprise
in the long run
economic value
employee value
customer value
societal value
© 2019 Snowflake Inc. All Rights Reserved
‘MY’ MODEL OF BUSINESS VALUEAnd the Snowflake value proposal mapping
PROFIT & LOSS
TIME RISK
Pay Only for What You Use
Near Zero ManagementLive Data Sharing
All of your DataAll of your Users
Near Zero ManagementAll of your DataAll of your Users Near Zero Management
All of your Data
© 2019 Snowflake Inc. All Rights Reserved
EXAMPLE ?
© 2019 Snowflake Computing Inc. All Rights Reserved.
NEAR ZERO MANAGEMENT LOAD YOUR DATA, RUN QUERIES…WE DO THE REST!
Category Manual Task On-premises Cloud-Hosted EDW Snowflake
Infrastructure
Data center Customer Vendor Vendor
Hardware & software Customer Vendor Vendor
Scaling Customer Customer Vendor
Database management & tuning
Index management Customer Customer Vendor
Data partitioning Customer Customer Vendor
Metadata & statistics maintenance Customer Customer Vendor
Query optimization Customer Customer Vendor
Data & service protection
Failure recovery Customer Vendor Vendor
Disaster recovery Customer Customer Vendor
Data protection Customer Customer Vendor
Service monitoring & alerting Customer Customer Vendor
Security
Physical security Customer Vendor Vendor
Deployment security Customer Customer Vendor
Security monitoring Customer Customer Vendor
© 2019 Snowflake Inc. All Rights Reserved
WHERE TO START ?
Value Opportunities are Everywhere
Streamline the process of building data applications
Solve old business problems in new ways
Build data products for new sources of revenue
© 2019 Snowflake Inc. All Rights Reserved
SOLVE OLD PROBLEMS IN NEW WAYS
© 2019 Snowflake Inc. All Rights Reserved
WAYS TO USE SNOWFLAKE
SecureData SharingTurn data into a strategic business asset
DataApplicationsSnowflake as the backbone for mission critical apps
DataScienceSimplify machine learning and AI
AcceleratedAnalyticsDeliver faster analytics for better business results
DataLakeLeverage all your data regardless of format or scale
DataEngineeringRethink transformation with robust data pipelines
CloudEDWOptimize costs with a cloud native data warehouse
© 2019 Snowflake Inc. All Rights Reserved
A MARKETING EXAMPLE
SecureData SharingShare data with partners and agencies rather than managing endless spreadsheets.
DataApplicationsBuild predictive models to predict churn, identify best customers, optimize offers, and more.
DataScienceSnowflake powers analytics for customer data platforms and point marketing solutions.
AcceleratedAnalyticsEmpower every marketing teammate to self-serve for fast insights via partner solutions like Tableau and Looker.
DataEngineeringDecouple and accelerate data loading, eliminating data lag for campaign analysis.
DataLake
CloudEDWBuild multi-touch attribution models using a single data warehouse that contains all structured and semi-structured data.Drive reporting from a single source of truth.
© 2019 Snowflake Inc. All Rights Reserved
HEALTHCARE & LIFE SCIENCES
Healthcare Analytics ● Build advanced analytics, customer-facing
applications and industry data aggregation
Pharmaceuticals, Biotechnology & Medical Devices/IoT
● Measure drug performance/efficacy in trials● Improve sales, marketing, supply chain &
inventory analytics
Genomics● Conduct groundbreaking research on large
genomic datasets to inform drug development
Providers/Health Systems● Support clinical decision making to improve patient
experience and care outcomes ● Personalize care for specific patient populations
Digital Health● Provide customers with medical
recommendations and health/wellness insights
Payers/Insurance● Optimize policies/programs and align
reimbursements with outcomes● Proactively recommend preventative
treatments using predictive analytics
Common Use Cases● Improve care with 360° view of patients/customers● Identify and reduce instances of fraud, waste and
abuse
© 2019 Snowflake Inc. All Rights Reserved
SAMPLE HC & LIFE SCIENCES CUSTOMERS
SCENARIO● Equips patients with treatment cost
insights using proprietary healthcare database
PAIN POINTS● Large amounts of siloed, sensitive
data, concurrency issues and needed specialized talent
SNOWFLAKE SOLUTION● Workload isolation solved
concurrency issues, sensitive data protected and accessible to team
DIGITAL HEALTH HEALTHCARE ANALYTICS
SCENARIO● Serves life sciences organizations that
struggle with drug safety/surveillance
PAIN POINTS● Customers struggling with costly,
inflexible infrastructure that lags behind demands of pharmacovigilance
SNOWFLAKE SOLUTION● Built platform with advanced analytics to
help customers streamline drug safety operations & focus on patient safety
SCENARIO● Analytics provider interested in
monetizing data
PAIN POINTS● Source system data structure meant
for applications, not reporting ● Limited by processing capabilities
SNOWFLAKE SOLUTION● Generated entirely new revenue
stream by providing scalable service to pharmacy customers
ANALYTICS
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RETAIL & CPG
13
RETAIL & WHOLESALE ● In-store/regional reporting on performance
and inventory levels ● Analyze and share promotional data with
CPG partners● Reduce costs related to product waste and
staffing
CONSUMER PACKAGED GOODS (CPG)● Increase revenue through targeted marketing
and in-store execution● Integrate shopper, retail, social media, &
advertising data to understand consumer trends
● Exchange data with retail and advertising partners
ECOMMERCE● Tracking and analyzing buying process and
shopping cart abandonment● Offer real-time recommendations and
promotions
COMMON USE CASES● Build 360° view of customer across all
channels to personalize experiences, increase conversions and improve loyalty
● Improve supply chain planning and inventory management
● Anticipate item availability and forecast demand with predictive analytics
● Determine and optimize pricing
© 2019 Snowflake Inc. All Rights Reserved
SAMPLE RETAIL & CPG CUSTOMERS
Scenario● Flash sales retail website serving
20M+ members
Pain / Impact● Poor understanding of customer
preferences and behavior patterns● Separate systems for transactional
and web-based semi-structured data
Snowflake Solution ● Personalized, impactful marketing
campaigns● Efficiently plan merchandise inventory
and avoid costly markdowns
Scenario● Leading provider of business
services and supplies
Pain / Impact● High costs to maintain inefficient
system● Internal competition for capacity and
struggle to add new users
Snowflake Solution● Estimated 70% YOY maintenance
cost reduction● Built a cross-cloud merchandising
ML/AI platform to optimize pricing and assortment
E-TAILERRETAILER
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MEDIA & ENTERTAINMENT
15
Common Use Cases● Build 360-degree customer view through
analysis of consumer behavior and preferences
● Strengthen personalized content recommendations and identify new cross/upsell opportunities
● Increase customer acquisition and retention and analyze customer churn
Digital Media and Entertainment ● Drive content development, acquisition and
monetization● Improve security analytics to monitor platform
usage
Online and Mobile Gaming ● Enhance game play experience through
game development and design● Customize gaming offers● Combat in-game abuse
Adtech, Advertising and Marketing● Automate and measure advertising success
and audience engagement across channels● Improve conversion rates by delivering more
targeted and personalized ads● Report on campaign performance and track
ad impressions
Traditional Media and Entertainment● Improve customer sentiment analysis ● Determine product, channel and pricing
strategies● Optimize programming and scheduling
Sports Leagues and Teams● Optimize marketing spend and boost
event attendance● Improve sports management analytics
to track player performance
© 2019 Snowflake Inc. All Rights Reserved
SAMPLE MEDIA & ENTERTAINMENT CUSTOMERS
Scenario● Leading broadcasting company
advancing use of analytics to support digital transformation
Pain / Impact● Disparate systems and frequent
overprovisioning● Unreliable analytics due to
inconsistent view of data
Snowflake Solution / Benefits● Elimination of data silos, elastic scale
and performance● Effective content personalization,
marketing campaigns and cross brand collaboration
Scenario● Global leader in digital interactive
entertainment struggling with data management issues
Pain / Impact● Delayed access to data ● No holistic view of franchise revenue
across channels or platforms
Snowflake Solution / Benefits● Improved data management
processes and better customer intelligence
● Comprehensive view into franchise performance and new insights into subscription business
MEDIA GAMINGMARKETING
Scenario● Developer and provider of
software products for sales/inbound marketing
Pain / Impact● Significant investment in legacy
cloud solution● Detrimental resource contention
and performance issues
Snowflake Solution / Benefits● Support for BI, ETL and internal
users● Significantly faster performance
and improved scalability
© 2019 Snowflake Inc. All Rights Reserved 17
Software/SaaS ● Measure sales performance, drive
customer success and predict customer churn
● Share product usage data with customers
● Monitor and improve product security
Hardware/Semiconductors● Improve manufacturing output, delivery
and predictive maintenance ● Drive supply chain efficiency ● Reduce operational costs and optimize
pricing
Telecommunications● Improve network design, predict heavy
usage and plan infrastructure investment ● Analyze customer churn and optimize
service plan recommendations ● Improve payment recovery services
Common Use Cases● Gain 360-degree view of customer behavior and product usage● Improve BI/analytics functions across finance, marketing, sales ops, customer support and more● Determine and optimize pricing
Builders● Build advanced analytics and
external-facing applications on top of Snowflake
● Analyze customer usage to drive product improvement
TECHNOLOGY & TELECOMMUNICATIONS
© 2019 Snowflake Inc. All Rights Reserved
STREAMLINE THE PROCESS OF BUILDING
DATA APPLICATIONS
© 2019 Snowflake Inc. All Rights Reserved
Empower your DBA …
Capacity PlanningPlanning for (and spending!) for the
worst case scenario
Infrastructure ManagementMaintaining infrastructure, whether
you’re using it or not
Database Management & TuningRegardless of whether the data is
actually used
Data & Service ProtectionBackups, access control and monitoring
SecurityMonitoring the security of the physical
space
Proactive MonitoringTake preventive/corrective actions, as
required
Performance Monitoring & SQL TuningEnsure all your data workers are happy!
Roles and PermissionsManage functional roles, not users
Time Travel & ReplicationRewind data and replicate across regions & clouds
BusinessBroker
Technology
Keeping the lights on
SupportInnovation
Value
Share with Partners and CustomersNo more copies or multiple databases to manage
Chargeback Semi-Structured DataData Pipelines
© 2019 Snowflake Inc. All Rights Reserved
ISN’T A DATA LAKE THE ANSWER?
© 2019 Snowflake Inc. All Rights Reserved
TRADITIONAL ARCHITECTURE (BEFORE)
OLTP Databases
Enterprise Applications
Web / Log Data
Third-Party
Other
Data Sources
DatamartsETL BI / Analytics
Data Lake/ Hadoop
EDW Marketing
Finance
Externals
Test/Dev
Data Science
© 2019 Snowflake Inc. All Rights Reserved
THE TROUBLE WITH DATA LAKES
22
Poor resource & access controlMany formats, poor integration
No audit trail
Multiple systems, silos, copies Hard to manage
Expensive specialized labor
Poor GovernanceSlow PerformanceSlow queries
Unnecessary data reads Delays through data teams
High Complexity
!
© 2019 Snowflake Inc. All Rights Reserved
REALITY CHECK:
“THE REAL FAILURE RATE OF BIG DATA PROJECTS IS NOT 60%, BUT CLOSER TO 85%.”
GARTNER, VIA TECHREPUBLIC.COM, 85% OF BIG DATA PROJECTS FAIL, BUT YOUR DEVELOPERS CAN HELP YOURS SUCCEED, NOVEMBER 2017
© 2019 Snowflake Inc. All Rights Reserved
MODERN ARCHITECTURE (AFTER)
OLTP Databases
Enterprise Applications
Web / Log Data
Third-Party
Other
Data Sources
ETL / ELT / Streaming BI / Analytics
EDWMarketing
Finance
Externals
Test/Dev
Data Science
© 2019 Snowflake Inc. All Rights Reserved
FAST ELASTICITYPay for only what you use, at cloud economies of scale
25
Pay only for what you use Cloud economies of scale
$10,000 TB/yr
$1000 TB/yr
$360 TB/yr
Snowflake
Cloud data warehouse
On-premTraditional databases are inflexible
Snowflake uses the cloud to enable
elasticity
UsageVaries
Pay for only what you use with no overprovisioning
Eliminateoverbuy
Scale compute up and down,
transparently and automatically
No need for capacity planning,
make capacity decisions on the fly
© 2019 Snowflake Inc. All Rights Reserved
FIND NEW SOURCES OF REVENUE BY BUILDING NEW DATA PRODUCTS
Source: Forrester Research
have launched, or plan to launch,
initiatives to improve their
ability to source external data
76%
currently commercialize
their data
47%
want to expand their use of
external data
80%
ACCESS TO DATA IS TOP PRIORITY FOR MOST ORGANIZATIONS
27
ACCESS TO DATA UNLOCKS NEW VALUE ACROSS INDUSTRIES
Usage-based insurance Hyper personalization
Location-based Advertising Risk management
Value-added Services
28
OutdatedUnsecure
DownloadDecryptDecompressDB and schema LoadError check
Hours
Hours
Query & Analytics
Data extractionCompressionEncryptionTransmission
Traditional Data Exchange
Provider
THE PROBLEM: EXCHANGING DATA IS DIFFICULT
Consumer
! 29
A BETTER WAY TO SHARE DATA
30
Seamless SharingData stays in owner’s account and can be shared with unlimited number of consumers
Global Data Sharing Cross-region, Cross-cloud
Direct Query AccessConsumers can immediately start querying and join to their own data
Data Providers Data Consumers
WHAT IS THE DATA EXCHANGE?
31
DATA PROVIDERS
DATA CONSUMERS
Discover
Access
Generate Insights
Create Awareness
Generate New Revenue
Improve Customer Experience
DATA EXCHANGE
ALL DATA AND VERTICALS STANDARD AND PERSONALIZED LISTINGS BI-DIRECTIONAL FULLY SECURE
• No need to pay for storage• No ETL required• Query data immediately
• No ETL required• Reduce costs• Increase awareness and revenues
DATA MONETIZATION VIA DATA EXCHANGE
32
Snowflake Data Exchange is opportunity to evolve their business and gain market share• Provide freemium data sets on Exchange:
Historical (3 years), Forecast (15 days), Climatology all US Zip codes
• Immediate Success < 1 month• New business/logos• Upsell existing customer
• How they monetize• Pre-packaged datasets by location or history
• Customized per customer 100+ mil rows 6.2 GBs
© 2019 Snowflake Inc. All Rights Reserved
CONSEQUENTIAL GAINSSPELLING OUT THE BUSINESS VALUE
VALUE CREATION FROM A SINGLE PLATFORM
34
Streamline Testing & Development
Virtual WarehouseMedium
ContinuouslyLoad Data Without
Contention
Virtual WarehouseLarge
Virtual Warehouse2X-Large
Predict Future Outcomes with
Advanced Analytics
Scale with More Users
on More Data
Virtual WarehouseAuto Scale – X-Large x 5
VALUE CREATION FROM A SINGLE PLATFORM
35
Virtual WarehouseMedium
Virtual WarehouseLarge
Virtual Warehouse2X-Large
Scale with More Users
on More Data
Virtual WarehouseAuto Scale – X-Large x 5
Reduce operational
reporting timeStreamline Testing
& DevelopmentReduce time to market for new
products and services
ContinuouslyLoad Data Without
Contention
Better customer service to reduce
churn
Goal: “Annual customer satisfaction
survey >= 85%”
Predict Future Outcomes with
Advanced Analytics
Real time fraud detection and
prevention
Value Opportunities are Everywhere
Streamline the process of building data applications
Solve old business problems in new ways
Build data products for new sources of revenue
© 2019 Snowflake Inc. All Rights Reserved
Thank you!