So I got rid of customer success. Now customer success is the responsibility of the entire company. And so what we found at Snowflake was we built a professional services organization. That professional services organization, we would give away free professional services.Not always free, but we would give some away. And what I found was that if they pay for something, even if you're splitting the cost of it with the customer, a lot of times when they pay for something versus get something for free, they val ...

Product Focus - Go to market assistant is a super agent assisting sales representatives [1] - The tool supports daily meeting preparation and recaps, and takes action within sales systems like Salesforce [2] - The tool aims to free up teams to focus more time with customers and drive better customer experiences [2] Technology & Trust - Trust is crucial for the success of LLM-driven tools at scale, requiring collaboration with end-users [3] - Regular review of questions and expert auditing of sensitive queries are essential for maintaining trust and improving the knowledge base [4] - Proper implementation leads to users relying on the system for their work [4] Impact & Scalability - The tool helps account teams scale their operations and build deeper, more strategic customer relationships [5] - Customers have noted the speed and depth of work, feeling like they are working with a go-to-market team of the future [5]

Customer Success & Technology - DDN emphasizes customer success through its HPC experience, focusing on scale, end-to-end configurations, and tuning to ensure successful deployments [2] - DDN's partnership with Nvidia is 30 years old, with Nvidia using DDN for testing, including 4,000 Blackwell GPUs in their lab [2] - DDN highlights the importance of two pillars: Exascaler for large-scale GPU deployments and Infinia as a data intelligence platform [9][10] - DDN's solutions are designed for simple scalability, allowing customers to easily increase capacity by adding more DDN units [11] AI Market & Deployment - AI is permeating across various sectors, including cloud, industries, and daily life, driving significant changes in the next 10 years [3] - DDN is experiencing high demand and is actively hiring to meet customer needs and maintain delivery value [3] - DDN estimates supporting over 1 million GPUs before summer [3] Key Verticals & Partnerships - DDN serves various markets, including NCP/AI providers, healthcare (San Jud), financial services (HFT, fraud detection), energy (oil and gas), automotive (4GM, Tesla), defense, and public sector (NASA) [3] - DDN collaborates with technology partners like Super Micro, Nvidia, and others to deliver solutions at massive scale [6] - DDN has AI cloud program partners, including GCP and Scaleway, offering DDN solutions [6] Product Performance & Innovation - DDN's systems are running at 100% flawlessly [4] - Xia is running a quarter of a thousand GPUs based on 150 terabytes of Exascaler and close to 600 petabytes of Infinia for production [7] - DDN values customers who push the limits of their products, driving innovation and improvements [8]

Financial Data and Key Metrics Changes - Total revenue for Q1 2025 was $59.2 million, down 7% year over year, but above the high end of guidance [5][21] - Adjusted EBITDA was $14.7 million, representing a 25% margin, which was well ahead of expectations [6][21] - Unlevered free cash flow for the trailing twelve months was $67.1 million, down 12% year over year, with a 91% conversion from adjusted EBITDA [27][28] Business Line Data and Key Metrics Changes - Subscription revenue declined 7% year over year, while Professional Services revenue grew 9% in the quarter [23] - Adjusted gross profit was $47.1 million, down 11% from Q1 2024, with a gross profit margin of 79.5% [23] - Adjusted operating income was $12 million, down 35% from Q1 2024, with an operating income margin of 20% [26] Market Data and Key Metrics Changes - New logo activity was solid across all end markets, indicating ongoing demand for differentiated actionable data [7] - Renewal rates stabilized in Q1 at levels observed in the second half of 2024, but retention rates remain lower than desired [7][8] Company Strategy and Development Direction - The company is focusing on four strategic pillars: differentiated data, seamless integration, customer success, and digital engagement [9][18] - There is a commitment to improving retention rates and enhancing the value proposition through targeted investments in data quality and customer engagement [18][25] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in operational strategies despite lower retention rates, indicating a lag in seeing the positive impacts of changes made [8][19] - The company remains on track to meet full-year financial targets, with expectations for sequential revenue growth in the near term [19][33] Other Important Information - The company experienced a goodwill impairment of $176.5 million due to stock price decline, which is a non-cash accounting charge [29] - The company repurchased approximately 5.6 million shares for a total of $21.2 million, leaving $77 million remaining under the existing authorization [28] Q&A Session Summary Question: Can you elaborate on data integrations and challenges? - Management indicated that data sharing and integration depend on various factors, including data security and system compatibility, and they are working to facilitate these integrations [36][40] Question: What is the agency strategy and its impact on the go-to-market motion? - The agency strategy is seen as a logical next step to help customers activate data, applicable across all customer segments, with expectations for contributions this year [41][43] Question: What is the expected timeframe for seeing growth inflection? - Management anticipates seeing improvements in growth rates within the year as operational changes take effect [46][48] Question: How does the company plan to win back customers? - The company believes that high-quality data and service will create a competitive advantage, allowing them to win back former customers while also acquiring new ones [49][50] Question: What is the churn rate and competitive environment? - Churn rates were consistent with the second half of the previous year, and while there are pressures in the market, management has not observed significant changes in competitive dynamics [77][78]