In our second Channel Chats episode, The Spur Group's CMO, Richard Flynn, is joined by Snowflake's Colleen Kapase, SVP WW Partners & Alliances. Snowflakeis the engine that powers and provides access to the Data Cloud — a global network where thousands of organizations mobilize data with near-unlimited scale, concurrency, and performance.
Snowflake has quickly scaled to one of the fastest-growing data ecosystems to date and with the Snowflake Partner Network (SPN) Kapase's team continues to drive tremendous momentum with the cloud-first program.
Check out the episode below to learn more about using data in the channel space, evolving a channel program from transactional re-selling to a services-based model, and what traditional technology firms can learn from cloud companies.
Highlights of the conversation include:
What's unique about channel management at Snowflake
Co-selling versus re-selling with partners
Aligning channel and field sales
How to measure consumption and deal registration
The increasing role of services and training in the channel space
Embracing the creativity of partners
Why the partner experience is more important than ever before