A smart strategy with hyperscalers and a booming partner ecosystem. Here's the breakdown:

Impressive Growth

Product revenue hit $997M in Q1 FY26 (+26% YoY).

Remaining Performance Obligations (RPO) surged 34% to $6.7B, signaling locked-in future revenue.

NRR at 124% proves customers are sticking and expanding. At this scale, they're a top performer in public SaaS.

Scaling Own Marketplace

Snowflake's own Marketplace boasts 3,098 listings (up 21% YoY), turning data sharing into a revenue engine.

But they don't stop therethey lean on hyperscalers for strategic collaborations and co-sell muscle. AWS remains their "biggest partner," with integrations like Anthropic models.

Ramping Up with Microsoft Azure

The real accelerator in the last 12 months? Deepening ties with Azure for AI workloads. CEO Sridhar Ramaswamy explained their co-opetition strategy with clouds (Q1 FY26):

"Hyperscalers are formidable... but they also work with Anthropic and OpenAI because they are the best...

Similarly, we are very uniquely positioned... And weve also learned how cooperating really leads to a better outcome, whether it is with AWS, which is our biggest partner, or more and more with Azure.

There are many customers that Azure plus Snowflake is just a better outcome for everybody...

We have deep partnerships... for example, that from Snowflake, you could read tables that are in OneLake. And we are also actively talking to them about OneLake being the data layer for Snowflake..."

Key lesson: Co-opetition thrives when it's customer-firstunlocking seamless AI and data flows without silos.

Everyone wins: Snowflake gets scale, hyperscalers keep workloads, customers get best-of-breed. In cloud, collaboration beats isolation.

Integrating Partner Ecosystem into GTM

Snowflake's network hit 12,600 partners this year, growing 30% YoY and up from just 600 partners in 2022 (CRN).

CEO highlighted their AI specialist GTM integration with partners:

"Not everybody in the Snowflake sales team is going to become an expert on our AI products...

So we have a specialist motion that is very targeted, that identifies the highest-value use cases... pioneers implementations... so that they can be used as a template to be repeated in other places and increasingly with our GSI partners."

This blend of internal specialists and GSIs like Accenture ensures scalable adoption of complex AI and data products, turning flagship wins into repeatable successes.

Snowflake also just hired AWS veteran Christopher Niederman as SVP of Alliances & Channels to ramp up.

Their strategy shows Cloud GTM and partnerships aren't add-ons; they're the core for delivering AI to customers, event if you're competing in some areas.