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Spur ReplyAug 20, 2022 7:22:45 PM1 min read

Channel Chats Episode 2: Partner Insights From a Cloud Leader

In our second Channel Chats episode, The Spur Group's CMO, Richard Flynn, is joined by Snowflake's Colleen Kapase, SVP WW Partners & Alliances. Snowflake is 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
  • Opportunities for data monetization


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