The Snowflake Marketplace has evolved from a distribution channel into a go-to-market accelerator for ISVs and SIs looking to scale faster, sell smarter, and align with where enterprise data and AI decisions are already being made.
For #ISVs, the Marketplace offers immediate access to a large, active enterprise buyer base already consuming data and analytics in Snowflake. By delivering data products, native applications, or AI capabilities directly where customer data lives, ISVs reduce friction in adoption, shorten sales cycles, and benefit from built-in governance, security, and procurement workflows. Marketplace listings also unlock powerful network effects through secure data sharing and co-sell motions with Snowflake and its partner ecosystem.
For #SIs, the Marketplace creates new services-led revenue opportunities. Every Marketplace adoption drives demand for migration, integration, governance, optimization, and AI enablement services. SIs can package repeatable offerings, industry accelerators, and managed services around Snowflake workloads—positioning themselves upstream in high-budget transformation initiatives rather than downstream as staff augmentation.
- Customers are standardizing on the AI Data Cloud for where data lives + where AI runs Snowflake keeps expanding beyond warehousing into data engineering, AI/ML, apps, and collaboration (data sharing + marketplace). That increases the “surface area” for partner-led solutions.
- Distribution + network effects are real (and measurable)
- Multi-cloud reality → bigger reachable market Snowflake is designed to run across major clouds and regions, helping partners avoid single-cloud constraints while meeting enterprise requirements (residency, governance, procurement).
- Partners get pulled into high-budget initiatives GenAI-on-enterprise-data is driving fresh programs and budget. Example: Snowflake’s expanded partnership with OpenAI underscores how quickly customers are moving from experiments to governed, production AI workflows.
How ISVs can leverage the Snowflake partner + customer ecosystem
Think “build once, distribute many ways”:
1) Ship Data Products, Apps, Models through Snowflake Marketplace
- List data, native apps, and AI assets to reach buyers already “in Snowflake.”
- Marketplace distribution also pairs naturally with enterprise procurement paths (private listings, governed access).
High-performing ISV plays
- Vertical datasets + “last-mile” analytics (financial services, retail, health, manufacturing)
- Native apps for governance, observability, FinOps, security analytics
- ML features/models that run close to governed data (reduce data movement friction)
2) Use data sharing as a growth engine (not just a feature)
Snowflake explicitly tracks and promotes data sharing adoption—this is the mechanism behind ecosystem “network effects.” Practical ISV use: embed “share-to-customer” workflows (secure collaboration, supplier/customer data exchange, clean room style patterns).
3) Co-sell with SIs and Snowflake field teams
Position your offer as an “accelerator” for common programs:
- cloud migration / legacy modernization
- lakehouse rationalization
- governance + security
- AI readiness (feature stores, RAG-ready data products, model monitoring)
Snowflake’s partner motion is explicitly built around joint GTM across its partner network.
How SIs can leverage Snowflake (services revenue + stickiness)
Snowflake’s Services Partner motion is aimed at end-to-end delivery: migrate, implement, modernize, and optimize.
1) Own the “migration + modernization factory”
Repeatable packaged offers:
- legacy DWH → Snowflake migration
- data lake modernization + governed sharing
- “Iceberg + open table strategy” implementations (common enterprise requirement)
- cost/performance optimization as managed service
2) Build industry clouds / accelerators on top of Snowflake
This is where SIs win big: pre-built data models, pipelines, governance blueprints, and AI use cases for a specific industry—then reuse across accounts.
3) Monetize through Marketplace-enabled services + packaged outcomes
As Marketplace grows (3,546 listings), there’s a natural services attach: implement, integrate, customize, run.
TAM: how big is the opportunity?
1) Snowflake’s stated platform TAM
Snowflake’s investor materials show TAM growing from $170B (CY24) to $355B (CY29).
2) What that means for partners (ISVs + SIs): a practical sizing model
Snowflake’s own revenue guidance can help anchor near-term partner opportunity:
- FY25 product revenue: $3.462B
- FY26 guidance product revenue: $4.446B
Rule-of-thumb partner TAM model (useful for planning)
- SI services attach on data-platform programs is commonly ~1–2× the annual platform spend over the lifecycle (migration + implementation + governance + run). → Using FY26 product revenue ($4.446B) as an anchor suggests a multi-$B annual services opportunity tied to Snowflake consumption (directionally ~$4B–$9B+), depending on attach and how much is partner-delivered. (This range is a planning heuristic; exact attach varies by customer/program.)
- ISV “ecosystem capture” scales with Marketplace + data sharing adoption; Snowflake reports both are growing and material.
In summary: For both ISVs and SIs, Snowflake enables:
- Faster access to qualified enterprise demand
- Co-sell alignment with Snowflake field teams
- Higher-value, outcome-driven deals
- Shorter sales cycles and larger deal sizes
- Recurring expansion through data sharing and AI use cases
In a world where enterprises are consolidating data, analytics, and AI investments, Snowflake has become a strategic control plane. Partners who leverage the Snowflake Marketplace aren’t just integrating—they’re embedding themselves directly into customer buying journeys and long-term data strategies.
Bottom line: ISVs and SIs that treat Snowflake as a core GTM platform—not just a technology integration—gain a decisive advantage in scaling revenue, relevance, and reach.