Databricks just crossed a $4B revenue run‑rate with >50% YoY growth, topped $1B run‑rate from AI products, and is closing a $1B Series K at a valuation north of $100B.
They’ve also been free‑cash‑flow positive over the last 12 months, with net retention >140% and 650+ customers each spending $1M+ ARR.
Why this matters:
Databricks isn’t just selling tooling anymore. With Agent Bricks (production‑grade AI agents on your data) and Lakebase (Postgres‑rooted operational DBs tuned for agents), they’re building the stack that many enterprise AI workflows will sit on.
The CS Take: What This Signals
1) Agentic workflows are going mainstream.
If you’re mapping how AI does real work (not just chat), this is the moment to operationalize it. For a practical overview of the agent era and where to start, read my breakdown of You.com’s $100M and the Customer Success Lifecycle Automation Playbook—both show where agents lift time‑to‑value, risk detection, and QBR prep (You.com briefing, Lifecycle automation playbook).
2) Reliability and cost per request are now revenue levers.
Your customers feel latency and uptime in onboarding, support load, and expansion. My Baseten Series D note explains how to turn inference SLOs into NRR math and QBR stories (Faster, cheaper inference guide).
3) AI belongs inside the tools your CSMs already use.
Wiring model signals into CRM stops swivel‑chair work and speeds response. Use my AI + CRM integration playbook to connect agent outputs to health scores, alerts, and follow‑ups (AI + CRM playbook).
4) Executive conversations will demand NRR‑grounded proof.
Tie agent wins to revenue protection and expansion using the Net Revenue Retention Guide and QBR frameworks (NRR guide, QBR playbook).
5) Platform choices will be scrutinized.
Expect tougher stack comparisons. Pressure‑test your tooling with my Best Customer Success Platforms 2025 buyer’s guide (CSP buyer’s guide).
What To Do This Quarter (Simple, Revenue‑First)
Week 1 — Make reliability visible.
Track p95 latency, error rate, and failover for the AI features your customers touch. Capture before/after numbers in your success plans using the Customer Success Plan Template (template).
Week 2 — Shrink time‑to‑first‑value.
Ship one 15‑minute workflow per segment. If onboarding is where you leak momentum, use the Onboarding Checklist and my article on fixing "silent churn" with quick wins (onboarding checklist, why most onboarding fails).
Week 3 — Wire AI into your CRM.
Pipe agent events (risks, blockers, wins) into CRM and trigger plays. Start with renewal‑risk sweeps and QBR prep from the AI + CRM playbook (AI + CRM playbook).
Week 4 — Tell the revenue story.
In your next QBR, connect latency ↓ → TTFV ↓ → adoption ↑ → expansion pipeline ↑. Use my NRR guide to quantify impact and the QBR playbook to frame the narrative (NRR guide, QBR playbook).
Bonus Plays For CS Leaders
Alerts that actually protect revenue.
If you don’t have a tight signal system yet, start with 15 Churn Alerts Every CS Leader Needs—it’s the highest‑leverage way to catch risk and spot expansion (15 alerts).
Turn relationships into warm pipeline.
Use my weekly referral system to prove CS drives revenue, not just retention (referrals playbook).
Why This News Matters For Customer Success
Your roadmap: Agent Bricks + Lakebase tell you where enterprise AI is going—data‑tight, production‑ready agents. Align your plays to that reality.
Your metrics: Treat inference reliability and agent outputs as inputs to NRR, not just engineering OKRs.
Your team: Shift CSM time from hunting data to interpreting signals and coaching outcomes.
If you apply the steps above, Databricks’ milestone isn’t just market news—it’s a prompt to ship tangible customer outcomes and show revenue impact in 30 days.
—Hakan | Founder, The Customer Success Café Weekly Newsletter