The Partner Playbook: Posit and Snowflake

Posit CSO Adam Massey and Amy Kodl, SVP of Worldwide Alliances and Channels at Snowflake, talk through how a structured joint go-to-market motion turned a partnership into a pipeline. Remy Thellier, Senior Manager for AI/ML Partners at Snowflake, moderates.

Most partnerships stall in the gap between the announcement and the first joint deal. This conversation is about what closed that gap: a joint ideal customer profile agreed before any number was, account mapping done by name rather than by segment, ABM investment from both sides against the same list, and the decision to build the Posit Team Native App so customers could deploy Posit inside a Snowflake environment they already trusted instead of opening a new procurement cycle.

In this session, you’ll hear:

• How the Marketplace changes the commercial conversation, from "how do we add another vendor and another procurement cycle" to "how do we activate this inside an environment we already trust," with inherited security and a faster path to production.
• Why Posit built a Native App rather than a listing, so data science teams get R and Python tooling with the governance, security, and reproducibility their organization already requires, and IT does not inherit a new stack to maintain.
• What the results look like: 800 joint Snowflake enterprise customers, Snowflake as Posit’s number one partner marketplace in both revenue and transactions, and a community of more than 10 million practitioners behind the product.
• Where Amy would tell another ISV to start, and why practitioner trust plus open-source depth plus enterprise governance is real differentiation in regulated industries.