Fivetran

Martin Casado speaks with George Fraser, cofounder and CEO of Fivetran, about the future of data infrastructure in the age of AI. The conversation covers Fivetran’s merger with dbt, the changing role of data platforms, and why Fraser believes many companies are overestimating the threat AI poses to enterprise software. They discuss open data access, the backlash against AI agents accessing systems of record, and why businesses still need centralized data foundations even as agent-based workflows become more common. Along the way, Fraser shares his views on data gravity, coding agents, enterprise AI adoption, and how AI is changing the way software companies build and operate products.   Resources: Follow George Fraser on X: https://x.com/frasergeorgew Follow Martin Casado on X: https://x.com/martin_casado Stay Updated: Find a16z on YouTube: YouTube Find a16z on X Find a16z on LinkedIn Listen to the a16z Show on Spotify Listen to the a16z Show on Apple Podcasts Follow our host: https://twitter.com/eriktorenberg Please note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

George Fraser

Founder

Fivetran

At Google Cloud Next 2026, Fivetran Chief Product Officer Anjan Kundavaram argued that enterprise data systems are unprepared for the scale of AI-driven analytics. Unlike humans, AI agents can generate exponentially more queries, often routing them through the same expensive compute infrastructure. Kundavaram compared it to “using a Lamborghini to mow the lawn.” To address this, Fivetran introduced its “Open Data Infrastructure” vision and a benchmark designed to expose hidden AI workload costs in closed ecosystems. Kundavaram said agents can optimize for cost instead of speed, choosing cheaper compute engines when appropriate — but only in open architectures with multiple options. Closed systems force every query through high-cost paths. He also warned that fragmented data and weak context create a “triple whammy” of poor AI responses, soaring analytics bills, and wasted compute. While many organizations respond by tightening controls, Kundavaram argued the better path is investing in open infrastructure, interoperability, and strong semantic data practices before AI costs spiral further.   Learn more from The New Stack around the latest in enterprise data systems:  Enterprise AI Success Demands Real-Time Data Platforms AI Agents Are Morphing Into the 'Enterprise Operating System' Join our community of newsletter subscribers to stay on top of the news and at the top of your game.

Anjan Kundavaram

Chief Product Officer

Fivetran

Over the past decade, usage-based pricing has soared in popularity. Why? Because it aligns cost with value, letting customers pay only for what they use. But, that flexibility is not without issues - especially when it comes to predicting revenue. Fortunately, with the right process and infrastructure, your usage-based revenue can become more predictable than the traditional seat-based SaaS model.  In this episode from the a16z Growth team, Fivetran’s VP of Strategy and Operations Travis Ferber and Alchemy’s Head of Sales Dan Burrill join a16z Growth’s Revenue Operations Partner Mark Regan. Together, they discuss the art of generating reliable usage-based revenue. They share tips for avoiding common pitfalls when implementing this pricing model - including how to nail sales forecasting, adopting the best tools to track usage, and deal with the initial lack of customer data.  Resources:  Learn more about pricing, packaging, and monetization strategies: a16z.com/pricing-packaging Find Dan on Twitter: https://twitter.com/BurrillDaniel Find Travis on LinkedIn: https://www.linkedin.com/in/travisferber Find Mark on LinkedIn: https://www.linkedin.com/in/mregan178 Stay Updated:  Let us know what you think: https://ratethispodcast.com/a16z Find a16z on Twitter: https://twitter.com/a16z Find a16z on LinkedIn: https://www.linkedin.com/company/a16z Subscribe on your favorite podcast app: https://a16z.simplecast.com/ Follow our host: https://twitter.com/stephsmithio Please note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures. Stay Updated: Find a16z on YouTube: YouTube Find a16z on X Find a16z on LinkedIn Listen to the a16z Show on Spotify Listen to the a16z Show on Apple Podcasts Follow our host: https://twitter.com/eriktorenberg Please note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Travis Ferber

VP of Strategy and Operations

Fivetran

Dan Burrill

Head of Sales

Alchemy

Today's 20Sales is a special Mother's Day edition where we are joined by 6 of the best sales leaders who also happen to be rockstar mothers. The Profiles Maggie Hott is on the GTM Team (Go-To-Market) at OpenAI. Before OpenAI, Maggie was Director of Sales @ Webflow and before Webflow spent an incredible 6 years at Slack. Stevie Case is the CRO @ Vanta. Prior to Vanta, Stevie spent an immensely successful 6 years at Twilio as VP of Mid-Market Sales. Renu Gupta is an advisor and sales consultant to some of the fastest-growing SaaS companies today. Previously she has held sales leadership roles at Slack, Thrive and Dropbox. Lauren Schwartz is the VP Enterprise Sales @ Fivetran. Before Fivetran, Lauren spent 4 years at Segment as Senior Director of Enterprise Sales leading to their acquisition by Twilio. Julie Maresca is the Head of Global Accounts at Atlassian. Prior to Atlassian, Julie spent an immensely successful 6 years at Slack in numerous roles including Head of Enterprise Sales for North America. Jessica Arnold is the VP of Global Sales Development @ Amplitude. Before Amplitude, Jessica was the Senior Director for Inside Sales North America at Dropbox for close to 6 years. In Today's 20Sales Mothers Day Episode We Discuss: 1.) How have you navigated growing in your career at the same time, growing your family? 2.) How do you balance your career and being a mother - when do you lean in and out? 3.) What are some specific strategies or tools that have helped you maintain a work-life balance? 4.) How do you prioritize your mental health and wellbeing while juggling your responsibilities at work and at home? 5.) How do you handle the guilt that many working mothers experience when they have to focus on their career? 6.) What are the unique challenges and advantages of being a mother in a sales leadership role? 7.) How has your experience as a mother influenced your leadership style and decision-making? 8.) How have you navigated going out on maternity leave without it having an impact on your career? 9.) America has one of the worst parental leaves of any country in the world. How can you advocate for parental leave if the existing policy isn't up to par? 10.) What are some ways that companies can create a more inclusive and supportive environment for working mothers in sales leadership roles?

Maggie Hott

GTM Team Member

OpenAIWebflow

Stevie Case

CRO

Vanta

Renu Gupta

Advisor and Sales Consultant

Thrive Global

Lauren Schwartz

VP Enterprise Sales

Fivetran

Lauren Schwartz is Vice President of Enterprise Sales at Fivetran, the leading platform for modern data movement. She has helped scale Fivetran's enterprise business from its infancy to a team of nearly 100, while more than tripling enterprise revenues. Previously, Lauren spent close to 4 years at Segment where she started as the first female AE and ultimately built and led sales teams in enterprise and growth. Lauren earned an MBA from Stanford Graduate School of Business after 6 years at Google where her enterprise sales career began. In Today's Episode with Lauren Schwartz: 1.) How Being Rejected as an Eighth Grader Can Lead to World Class Sales Leader: How Lauren made her way into the world of enterprise sales with Google? Why, for a while, Lauren wanted to get away from the label of a salesperson? Why "salesperson" does not do the job of sales justice? Why does Lauren believe that one of the core traits the best salespeople have is being able to cope with rejection? How has Lauren been rejected? How did she respond? What changed their mind? 2.) The Sales Playbook: What, Who, When: How does Lauren define the term "sales playbook"? What are the nuances? Does Lauren believe the founder should always be the first sales rep? What are the core signs that a founder is now ready to bring in their first sales hires? What are the 3 biggest mistakes founders make when they hire their first sales reps? What are the core traits that the best early sales reps have? 3.) The Hiring Process: Building the Best Sales Team: How does Lauren structure the hiring process? What are the most unconventional but useful questions Lauren uses to determine the depth and quality of potential sales hires? What are the glaring red flags that Lauren looks for in this interview process? How does Lauren use case studies and deal reviews in the interview process to determine the quality of a candidate? 4.) Scaling the Machine: The Onboarding Process: What are the single biggest mistakes founders make when onboarding sales reps? How should sales team onboarding be structured? What materials should the founder have in place for the sales team to learn from on Day 1? How can sales leaders ensure new sales team members engage across functions?

Lauren Schwartz

VP Enterprise Sales

Fivetran

In episode 36 Logan and Zach talk with Fivetran Co-Founder and CEO George Fraser about how entrepreneurship is evolving and whether the era of iterating on product until you find your niche still exists. Plus investors leaving major firms to start their own funds, how to choose a VC firm, and figuring out the right time to sell your company. (0:00) Intro (0:53) Investors starting their own funds (10:05) Tiger (14:16) Choosing a VC firm (22:07) Facebook’s Yahoo offer (25:04) Welcome George Fraser (30:02) Plaid comparison (39:01) Salesforce data (42:32) Finding product/market fit (46:52) Era of iterating to success (51:55) What’s driving stack changes? (56:29) Mixing family and business (1:02:17) Academia to entrepreneurship (1:00:28) Lawrenceville Boarding School (1:05:56) Acquisition lessons learned (1:10:07) Closing   Mixed and edited: Justin Hrabovsky Produced: Andrew Nadeau and Rashad Assir Executive Producer: Josh Machiz Music: Griff Lawson   🎙 Listen to the show Apple Podcasts: https://podcasts.apple.com/us/podcast... Spotify: https://open.spotify.com/show/5WqBqDb... Google Podcasts: https://podcasts.google.com/feed/aHR0...   Follow on Socials 📸 Instagram - https://instagram.com/cartoonavatars 🐦 Twitter - https://twitter.com/cartoonavatars 🎬 Clips on TikTok - https://www.tiktok.com/@cartoonavatars   About the Show A Saturday morning podcast hosted by Logan Bartlett (Partner and Managing Director at Redpoint Ventures) covering the tech news with his friends and other people with industry expertise. Executive Producer: Rashad Assir Producer: Leah Clapper Mixing and editing: Justin Hrabovsky Check out Unsupervised Learning, Redpoint's AI Podcast: https://www.youtube.com/@UCUl-s_Vp-Kkk_XVyDylNwLA 🎥 Subscribe on YouTube: https://www.youtube.com/channel/UCugS0jD5IAdoqzjaNYzns7w?sub_confirmation=1 Follow on Socials 📸 Instagram - https://www.instagram.com/theloganbartlettshow 📱 X - https://twitter.com/loganbartshow 🎬 Clips on TikTok - https://www.tiktok.com/@theloganbartlettshow About the Show Logan Bartlett is a Software Investor at Redpoint Ventures - a Silicon Valley-based VC with $6B AUM and investments in Snowflake, DraftKings, Twilio, and Netflix. In each episode of The Logan Bartlett Show, we sit down with the people behind today’s most important startups and extract the tactics, lessons, and frameworks they’ve learned the hard way. Conversations span hiring to GTM, product, growth, fundraising and everything in between - collectively forming the ultimate playbook to make you a better CEO, investor or board member. Tap follow and enable notifications to stay ahead of the game.

George Fraser

Founder

Fivetran

Summary Data integration from source systems to their downstream destinations is the foundational step for any data product. With the increasing expecation for information to be instantly accessible, it drives the need for reliable change data capture. The team at Fivetran have recently introduced that functionality to power real-time data products. In this episode Mark Van de Wiel explains how they integrated CDC functionality into their existing product, discusses the nuances of different approaches to change data capture from various sources. Announcements Hello and welcome to the Data Engineering Podcast, the show about modern data management When you’re ready to build your next pipeline, or want to test out the projects you hear about on the show, you’ll need somewhere to deploy it, so check out our friends at Linode. With their new managed database service you can launch a production ready MySQL, Postgres, or MongoDB cluster in minutes, with automated backups, 40 Gbps connections from your application hosts, and high throughput SSDs. Go to dataengineeringpodcast.com/linode today and get a $100 credit to launch a database, create a Kubernetes cluster, or take advantage of all of their other services. And don’t forget to thank them for their continued support of this show! You wake up to a Slack message from your CEO, who’s upset because the company’s revenue dashboard is broken. You’re told to fix it before this morning’s board meeting, which is just minutes away. Enter Metaplane, the industry’s only self-serve data observability tool. In just a few clicks, you identify the issue’s root cause, conduct an impact analysis⁠—and save the day. Data leaders at Imperfect Foods, Drift, and Vendr love Metaplane because it helps them catch, investigate, and fix data quality issues before their stakeholders ever notice they exist. Setup takes 30 minutes. You can literally get up and running with Metaplane by the end of this podcast. Sign up for a free-forever plan at dataengineeringpodcast.com/metaplane, or try out their most advanced features with a 14-day free trial. Mention the podcast to get a free "In Data We Trust World Tour" t-shirt. RudderStack helps you build a customer data platform on your warehouse or data lake. Instead of trapping data in a black box, they enable you to easily collect customer data from the entire stack and build an identity graph on your warehouse, giving you full visibility and control. Their SDKs make event streaming from any app or website easy, and their state-of-the-art reverse ETL pipelines enable you to send enriched data to any cloud tool. Sign up free… or just get the free t-shirt for being a listener of the Data Engineering Podcast at dataengineeringpodcast.com/rudder. Data teams are increasingly under pressure to deliver. According to a recent survey by Ascend.io, 95% in fact reported being at or over capacity. With 72% of data experts reporting demands on their team going up faster than they can hire, it’s no surprise they are increasingly turning to automation. In fact, while only 3.5% report having current investments in automation, 85% of data teams plan on investing in automation in the next 12 months. 85%!!! That’s where our friends at Ascend.io come in. The Ascend Data Automation Cloud provides a unified platform for data ingestion, transformation, orchestration, and observability. Ascend users love its declarative pipelines, powerful SDK, elegant UI, and extensible plug-in architecture, as well as its support for Python, SQL, Scala, and Java. Ascend automates workloads on Snowflake, Databricks, BigQuery, and open source Spark, and can be deployed in AWS, Azure, or GCP. Go to dataengineeringpodcast.com/ascend and sign up for a free trial. If you’re a data engineering podcast listener, you get credits worth $5,000 when you become a customer. Your host is Tobias Macey and today I’m interviewing Mark Van de Wiel about Fivetran’s implementation of change data capture and the state of streaming data integration in the modern data stack Interview Introduction How did you get involved in the area of data management? What are some of the notable changes/advancements at Fivetran in the last 3 years? How has the scale and scope of usage for real-time data changed in that time? What are some of the differences in usage for real-time CDC data vs. event streams that have been the driving force for a large amount of real-time data? What are some of the architectural shifts that are necessary in an organizations data platform to take advantage of CDC data streams? What are some of the shifts in e.g. cloud data warehouses that have happened/are happening to allow for ingestion and timely processing of these data feeds? What are some of the different ways that CDC is implemented in different source systems? What are some of the ways that CDC principles might start to bleed into e.g. APIs/SaaS systems to allow for more unified processing patterns across data sources? What are some of the architectural/design changes that you have had to make to provide CDC for your customers at Fivetran? What are the most interesting, innovative, or unexpected ways that you have seen CDC used? What are the most interesting, unexpected, or challenging lessons that you have learned while working on CDC at Fivetran? When is CDC the wrong choice? What do you have planned for the future of CDC at Fivetran? Contact Info LinkedIn Parting Question From your perspective, what is the biggest gap in the tooling or technology for data management today? Closing Announcements Thank you for listening! Don’t forget to check out our other shows. Podcast.__init__ covers the Python language, its community, and the innovative ways it is being used. The Machine Learning Podcast helps you go from idea to production with machine learning. Visit the site to subscribe to the show, sign up for the mailing list, and read the show notes. If you’ve learned something or tried out a project from the show then tell us about it! Email hosts@dataengineeringpodcast.com) with your story. To help other people find the show please leave a review on Apple Podcasts and tell your friends and co-workers Links Fivetran Podcast Episode HVR Software Change Data Capture Debezium Podcast Episode LogMiner Materialize Podcast Episode Kafka Kinesis dbt Podcast Episode The intro and outro music is from The Hug by The Freak Fandango Orchestra / CC BY-SA Support Data Engineering Podcast

Mark Van de Wiel

Fivetran

Over a decade after the idea of “big data'' was first born, data has become the central nervous system for decision-making in organizations of all sizes. But the modern data stack is evolving and which infrastructure trends and technologies will ultimately win out remains to be decided. In this podcast, originally recorded as part of Fivetran's Modern Data Stack conference, five leaders in data infrastructure debate that question: a16z general partner and pioneer of software defined networking Martin Casado, former CEO of Snowflake Bob Muglia; Michelle Ufford, founder and CEO of Noteable; Tristan Handy, founder of Fishtown Analytics and leader of the open source project dbt; and Fivetran founder George Fraser. The conversation covers the future of data lakes, the new use cases for the modern data stack, data mesh and whether decentralization of teams and tools is the future, and how low we actually need to go with latency. And while the topic of debate is the modern data stack, the themes and differing perspectives strike at the heart of an even bigger: how does technology evolve in complex enterprise environments?  We're re-running this episode as part of a special report on Future.com, the Data50: the World's Top Data Startups, which covers the bellwether private companies across the most exciting categories in data, from AI/ML to observability and more.  Stay Updated: Find a16z on YouTube: YouTube Find a16z on X Find a16z on LinkedIn Listen to the a16z Show on Spotify Listen to the a16z Show on Apple Podcasts Follow our host: https://twitter.com/eriktorenberg Please note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Bob Muglia

Former CEO

Snowflake

Michelle Ufford

Founder and CEO

Noteable

Tristan Handy

Founder

dbt Labs

George Fraser

Founder

Fivetran

Lakes v. warehouses, analytics v. AI/ML, SQL v. everything else... As the technical capabilities of data lakes and data warehouses converge, are the separate tools and teams that run AI/ML and analytics converging as well? In this podcast, originally recorded as part of Fivetran's Modern Data Stack conference, five leaders in data infrastructure debate that question: a16z general partner and pioneer of software defined networking Martin Casado, former CEO of Snowflake Bob Muglia; Michelle Ufford, founder and CEO of Noteable; Tristan Handy, founder of Fishtown Analytics and leader of the open source project dbt; and Fivetran founder George Fraser. The conversation covers the future of data lakes, the new use cases for the modern data stack, data mesh and whether decentralization of teams and tools is the future, and how low we actually need to go with latency. And while the topic of debate is the modern data stack, the themes and differing perspectives strike at the heart of an even bigger: how does technology evolve in complex enterprise environments?  Stay Updated: Find a16z on YouTube: YouTube Find a16z on X Find a16z on LinkedIn Listen to the a16z Show on Spotify Listen to the a16z Show on Apple Podcasts Follow our host: https://twitter.com/eriktorenberg Please note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Bob Muglia

Former CEO

Snowflake

Michelle Ufford

Founder and CEO

Noteable

Tristan Handy

Founder

dbt Labs

George Fraser

Founder

Fivetran

The journey for a company to move upmarket can be daunting and varies widely depending on the internal and external factors that inspire a shift in go-to-market strategy. Join these incredible sales leaders are they share their experiences in the evolution from SMB to Enterprise. Kelly Del Curto, Senior Director of Sales at Lever Tammy Aguillon, Area Vice President, Commercial Sales at DocuSign Kate Jensen, Head of Platform Sales at Stripe Lauren Schwartz, Vice President of Enterprise Sales at Fivetran Video and blog post: https://www.saastr.com/how-to-sell-upmarket-in-saas/

Kelly Del Curto

Senior Director of Sales

Lever

Tammy Aguillon

Area Vice President, Commercial Sales

Docusign

Kate Jensen

Head of Revenue

AnthropicStripe

Lauren Schwartz

VP Enterprise Sales

Fivetran

Summary The extract and load pattern of data replication is the most commonly needed process in data engineering workflows. Because of the myriad sources and destinations that are available, it is also among the most difficult tasks that we encounter. Fivetran is a platform that does the hard work for you and replicates information from your source systems into whichever data warehouse you use. In this episode CEO and co-founder George Fraser explains how it is built, how it got started, and the challenges that creep in at the edges when dealing with so many disparate systems that need to be made to work together. This is a great conversation to listen to for a better understanding of the challenges inherent in synchronizing your data. Announcements Hello and welcome to the Data Engineering Podcast, the show about modern data management When you’re ready to build your next pipeline, or want to test out the projects you hear about on the show, you’ll need somewhere to deploy it, so check out our friends at Linode. With 200Gbit private networking, scalable shared block storage, and a 40Gbit public network, you’ve got everything you need to run a fast, reliable, and bullet-proof data platform. If you need global distribution, they’ve got that covered too with world-wide datacenters including new ones in Toronto and Mumbai. And for your machine learning workloads, they just announced dedicated CPU instances. Go to dataengineeringpodcast.com/linode today to get a $20 credit and launch a new server in under a minute. And don’t forget to thank them for their continued support of this show! You listen to this show to learn and stay up to date with what’s happening in databases, streaming platforms, big data, and everything else you need to know about modern data management.For even more opportunities to meet, listen, and learn from your peers you don’t want to miss out on this year’s conference season. We have partnered with organizations such as O’Reilly Media, Dataversity, and Corinium Global Intelligence. Upcoming events include the O’Reilly AI Conference, the Strata Data Conference, and the combined events of the Data Architecture Summit and Graphorum. Go to dataengineeringpodcast.com/conferences to learn more and take advantage of our partner discounts when you register. Go to dataengineeringpodcast.com to subscribe to the show, sign up for the mailing list, read the show notes, and get in touch. To help other people find the show please leave a review on iTunes and tell your friends and co-workers Join the community in the new Zulip chat workspace at dataengineeringpodcast.com/chat Your host is Tobias Macey and today I’m interviewing George Fraser about FiveTran, a hosted platform for replicating your data from source to destination Interview Introduction How did you get involved in the area of data management? Can you start by describing the problem that Fivetran solves and the story of how it got started? Integration of multiple data sources (e.g. entity resolution) How is Fivetran architected and how has the overall system design changed since you first began working on it? monitoring and alerting Automated schema normalization. How does it work for customized data sources? Managing schema drift while avoiding data loss Change data capture What have you found to be the most complex or challenging data sources to work with reliably? Workflow for users getting started with Fivetran When is Fivetran the wrong choice for collecting and analyzing your data? What have you found to be the most challenging aspects of working in the space of data integrations?}} What have been the most interesting/unexpected/useful lessons that you have learned while building and growing Fivetran? What do you have planned for the future of Fivetran? Contact Info LinkedIn @frasergeorgew on Twitter Parting Question From your perspective, what is the biggest gap in the tooling or technology for data management today? Links Fivetran Ralph Kimball DBT (Data Build Tool) Podcast Interview Looker Podcast Interview Cron Kubernetes Postgres Podcast Episode Oracle DB Salesforce Netsuite Marketo Jira Asana Cloudwatch Stackdriver The intro and outro music is from The Hug by The Freak Fandango Orchestra / CC BY-SA Support Data Engineering Podcast

George Fraser

Founder

Fivetran