Dhiraj Narang
Director and Head of Partnerships – India, Snowflake
“Trust starts with transparency and alignment around shared customer outcomes. We support this through sales alignment and co-selling, helping partners work with our teams, while building their own services and solutions. Our partner ecosystem also brings together system integrators, cloud providers, resellers and technology partners to address customer needs together.
PARTNER PROFITABILITY AND SUSTAINABILITY
Our approach is to help partners create sustainable businesses through differentiated expertise, scalable, industry-specific solutions and stronger routes to market. Through the Snowflake Partner Network (SPN), we support co-selling, technical enablement and opportunities to develop and monetise industry-specific solutions through the Snowflake Marketplace.
We also enable qualified partners to resell Snowflake as part of integrated customer solutions, creating additional commercial opportunities. Our September 2026 SPN enhancements further support this with up to five times more demo and development credits for Services partners, alongside expanded co-marketing opportunities. With this, we want partners to leverage Snowflake Coco to create solutions that enable customers to adopt Snowflake capabilities across real-world industry use cases and deliver measurable business outcomes.
CHANNEL STRATEGY FOR 2027
Our 2027 focus is to help partners accelerate the move from AI experimentation to production and become strategic co-creators of industry-specific solutions. As enterprises embrace agentic AI, and Snowflake’s pre-eminent agentic control plane positioning, our partners will have an increasingly important role in combining trusted enterprise data, AI and applications to solve industry-specific challenges securely and at scale. We will continue strengthening partner skills and routes to market through SPN Learn, Snowflake University, Partner Champions and newer initiatives such as the Selling Snowflake Foundation learning track. As adoption of capabilities such as Snowflake CoCo and CoWork grows, our priority will be to give partners the expertise and support to translate these innovations into practical customer outcomes across industries. The opportunity is already reflected in adoption of our newer products. As of July 31, 2026, Snowflake CoCo had reached 9,100+ accounts and Snowflake CoWork 5,800 accounts. We foresee partners increasingly becoming strategic co-creators of industry-specific AI solutions.”
