September 2025
Beginner
240 pages
6h 6m
English
Content preview from Make It Snow: From Zero to Billions
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5Scaling with Partners
“You need friends.”
—Chris Degnan
BUSINESS ECOSYSTEMS—IT’S WHERE our scale comes from. No matter how fast we scaled our sales organization, our partners helped deliver more business than we could ever do on our own. They’re out there talking about us every day, trying to make money with their own services and solutions that are complementary to Snowflake. Some of them provide products that integrate with Snowflake. Other partners use Snowflake as a platform to build software on top of our technology. Others, such as service providers, help customers implement Snowflake, migrate a customer’s legacy solutions to Snowflake, and build products for customers that integrate with our technology. That’s the mark of a platform, and Snowflake was fast becoming one. We can’t provide all of these services and solutions. Snowflake relies on its partners, and they rely on us.
Be Quick and Act Big
We jump-started our alliances in 2015 and just prior to GA. We hired people who understood the technical aspects of product integrations that we desperately needed between Snowflake and other as-a-service vendors. Our alliances team was skilled at finding key complementary technology providers, revealing to them the value of such a partnership and detailing a successful go-to-market strategy with us. We would walk into meetings as if Snowflake was a billion-dollar company. “You need us,” we told our partners. We weren’t faking it. We couldn’t walk in with low confidence ...
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