The startup is in to Data observability and finops which is very important now, as cost is escalating in no time. It caters well in Snowflake but not so great in databricks. Bu they are building great features. They are able to collect some wonderful data based on that they can analyse and take decisions. We help them to sell with not so great UI but show good value addition. AT POC level it is reducing 10% cost for the client. That gave cofidence for the client and they extend. We help by co-selling. To do co-selling we try in on our Centre Of Excellence (CoE), we experiment on our lab when it is successful we take it to client. Red flags while dealing with a startup: Not having case studies, as customers are asking for the reference. eg: Fabric (depsite of microsoft product was not mature) we tried it in our systems. Apprehension was Synapse came 4 years ago, people started adopting despite of teething issues. Now instead of Synapse now Fabric came.