Snowflake Confidential

Snowflake Partner Network Program Guide

A guide to building your Snowflake Partnership
May 2, 2024

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Table of Contents

1. ABOUT SNOWFLAKE 3

2. SPN STRUCTURE & PARTICIPATION 4

3. PROVIDING VALUE TO CUSTOMERS 5

4. REQUIREMENTS AND BENEFITS 7

Services Overview 7
Services Tiering Benefits 7
Services Tiering Requirements 9

Technology (Connected Applications) Overview 10

Technology (Connected Applications) Tiering Benefits 10
Technology (Connected Applications) Tiering Requirements 12

Marketplace Products Overview 13

Marketplace Products Tiering Benefits 14
Marketplace Products Tiering Requirements 15

Managed Applications Overview 15

5. PROGRAM ADMINISTRATION 16
Tiers 16
Fees 16
Updates 16
Snowflake Partner Network Portal 16
Miscellaneous 17

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1. About Snowflake
Snowflake’s platform powers the Data Cloud — a global network where thousands of
organizations mobilize data with near-unlimited scale, concurrency, and performance. Inside
the Data Cloud, organizations unite their siloed data, easily discover, and securely share
governed data, and execute diverse analytic workloads. Wherever data or users live,
Snowflake delivers a single and seamless experience across multiple public clouds.

Snowflake’s platform is the engine that powers and provides access to the Data Cloud,
creating a solution for data warehousing, data lakes, data engineering, data science, data
application development, and data sharing.

Multi-cloud strategy: Snowflake is available to customers across AWS, Azure and GCP in
countries across North America, Europe, Asia Pacific, and Japan.
This guide provides Snowflake partners with information related to the Snowflake Partner
Network program tracks that are designed to promote our partners and enable them to
integrate & build, develop services, and market and sell Snowflake to customers.

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2. SPN Structure & Participation

The Snowflake Partner Network (SPN) enables Partners to work with Snowflake and
customers based on the partner offerings they provide for the Snowflake Data Cloud Platform
in a variety of engagement tracks:
● Services: Partners that learn to provide data cloud services such as technical,
advisory, implementation and training offerings to help drive customer adoption and
value with the Snowflake Cloud Data Platform.
● Technology (Connected Applications): Partners with Powered by Snowflake
Connected Applications (a customer facing partner application that is connected to
and interoperates with a customer’s Snowflake Data Cloud Platform environment)
that create a “better together” integrated experience for customers. This track was
formerly referred to as the “Technology Partners”.
● Marketplace Products (Data Sets and Native Applications): Partners with products
offered to customers in the Snowflake Marketplace, which include Data Sets and
Powered by Snowflake Native Applications,. This track was Formerly referred to as
the “Data Partners”.
● Managed Applications: Partners that have a Managed Application that is Powered by
Snowflake, which is a Partner application with critical features or components
running on a Partner-managed account on the Snowflake Data Cloud Platform.

The ultimate goal of the SPN Program is to work with Partners to build programs that focus
on meeting the needs of the customer. The SPN Program requirements and benefits are
focused on the Partner’s value that can lead to the success of the customer.

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3. Providing Value to Customers

SPN Partners provide value to customers in a variety of ways throughout the customer’s
journey with Snowflake.
As customers look to adopt Snowflake as their Cloud Data Platform, Partners play an
indispensable role in helping customers migrate or implement Snowflake. Implementation
and migration services include end to end services from design, preparation, re-platforming,
implementation to optimized performance. Examples of services provided include:

IMPLEMENTATION PLANNING MIGRATION SERVICES

Provide guidance on the Provide customers a soup to nuts
best-practices for implementing service to migrate their legacy data
Snowflake. Detailed infrastructure to Snowflake.
implementation plans that can be
adapted to meet each customer’s
specific needs.

DATA ARCHITECTURE & DATA RUNNING PROOF OF CONCEPTS

PIPELINE DESIGN. Deliver a highly focused proof of
Assist customers with reviewing their concept that enables the customer to
data architecture and pipelines in evaluate all the advantages and
terms of designing semantic layers, functionality of Snowflake.
developing DDL, creating
subject-specific views, managing
access control, and other aspects of
their environment to help optimize
the customers’ data solution.

AI APPLICATIONS
Provide customers with the Building Powered by Snowflake
appropriate underlying data strategy applications that help drive customer
and Snowflake capabilities to drive performance, revenue generation,
AI adoption and growth (e.g., and connectivity with the Data Cloud
predictive use cases and/or GenAI) within a secured, governed platform

BI INTEGRATION ETL/ELT INTEGRATION

Configure and integrate customers’ Partners assist in integration of
existing BI environments. migrate customers’ existing ETL tools and
dashboards to work with Snowflake. migration of transformation workflows
to Snowflake. For new ETL tools and
workflows, partners provide
assistance in configuration of tools
and in development of workflows to
help customer get started.

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PERFORMANCE OPTIMIZATION SNOWFLAKE TRAINING FOR

While Snowflake does not require CUSTOMERS
database tuning, Snowflake partners Deliver training to customer analysts
utilize best practices to help optimize and data engineers on taking full
performance based on customer advantage of Snowflake functionality.
needs.

SQL CONVERSION. Assist with the TECHNOLOGY CONNECTORS

conversion of scripts originally Develop and deploy optimized
written for the SQL of a different connectors to ETL, BI or Data
database platform to work on Science tools
Snowflake.

ADVANCED SERVICES
Deliver advanced services such as
security and governance solutions
and industry specific solutions

The SPN Partner program benefits are value driven and designed to help our Partners
market and sell their services and grow their presence in the market.

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4. Requirements and Benefits

Services Overview
The SPN Services Partners work closely with Snowflake to learn industry best practices for
data management, data governance, data integration, AI, applications, data warehousing,
business intelligence and analytics to assist customers with successful Snowflake
deployments.
Our goal is to enable SPN Services Partners to successfully deploy the Snowflake Data
Cloud Platform in customers’ production environments and move customers towards being
data-driven enterprises.
SPN Services Partners will be tiered based on their skills, customer references and sourced
ACV, as specified below. There are several benefits and programs that our Services Partners
can participate in. Registered partners can also participate in the Referral Program and
benefit from the SPN Partner Portal.

Services Tiering Benefits

Benefits Registered Select Premier Elite

Training & SPN Partner Portal access

Enablement (online training & enablement ✓ ✓ ✓ ✓
content)

Monthly credits towards use

of a non-production SPN $250/ $500/ $1000/
Demo Account1 month month month

SPN Monthly Webinars ✓ ✓ ✓ ✓

Access to Business &
Technical Training ✓ ✓ ✓ ✓
Accreditations

Partner Newsletter ✓ ✓ ✓ ✓
Access to Snowflake
Community ✓ ✓ ✓ ✓

Eligible for Partner Sales ✓ ✓

Engineer Support

1
“SPN Demo Account” means a non-production, demo account on the Enterprise Edition of the Snowflake Data
Cloud Platform. Use of the SPN Demo Account is subject to the separate SPN Demo Account Agreement
located at in the program section of the Partner Portal. Overages in excess of these credits will be billed to
Partner. Snowflake may bill overages in a local currency other than U.S. dollars. In such cases, overage
amounts will be converted by Snowflake into the applicable local currency using its standard conversion rates
and processes.

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Financial/ Eligible to participate in

Business Snowflake’s Referral
Program ✓ ✓ ✓ ✓

Access to Snowflake brand ✓ ✓ ✓ ✓

elements

Discount on Instructor led 10% 10% 10% 10%

Snowflake Training

SPN “Services Partner Tier” ✓ ✓

Badge Use ✓

Ability to publicize Partner ✓

tier ✓ ✓ ✓

Eligible to participate in
Partner Development Fund ✓
program

Go To Eligible to apply for

Market Snowflake’s Resale ✓ ✓ ✓
Program2

Listing on Snowflake’s
Partner page ✓ ✓ ✓

Eligible for Snowflake’s

Project Ski Lift Program ✓ ✓

Eligible to apply for

Snowflake’s MSP Program3 ✓ ✓

Invitation to specific Partner

Events4 ✓ ✓

Joint GTM planning with

respective alliance leads ✓

2
Requires separate reseller agreement with Snowflake authorizing resale of the Snowflake Data Cloud
Platform.
3
Requires separate managed service provider agreement with Snowflake authorizing use of the Snowflake Data
Cloud Platform.
4
Events may be subject to separate event agreements between Snowflake and Partner.

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Services Tiering Requirements

Requirement Registered Select Premier Elite

Financial Annual Program Fee5 $2,500 $5,000 $7,500

Training & Snowflake Sales Pro

Certification6 Accreditation: For Sales 2 4 8
account execs

Snowflake Tech Sales Pro

Accreditation: For Sales 2 4 8
Engineers

Certification: SnowPro Core 2 4 6

Sales & Snowflake Reference

Marketing Architecture
✓ ✓

Customer References7 (Valid

2 4 6
for 2 years)

Sourced Growth Annual

$500K-$1.
Contract Value (ACV)8 of $0-$500K $1.5M+
5M
Snowflake Service

Annual Partner Business ✓ ✓

Plan Required

Program Subject to invitation and ✓ ✓ ✓

approval by Snowflake

5
Fees may be charged in local currency. Please see the Fees section below for further information.
6
Accreditations and certifications require successful completion by Partner of applicable training and
requirements, currently available at https://community.snowflake.com/s/snowprocertifications.
7
“Customer References” means positive references by Partner’s customers submitted to Snowflake through the
Partner Portal. Half of these references must be from Fortune 1000 companies. References must span at least 3
verticals.
8
Growth ACV refers to net-new ACV (from net-new customers or growth from existing customers) that Partner
submits to Snowflake via Snowflake’s referral, resale, or MSP programs. Opportunities must be registered with
and approved by Snowflake for SPN Program incentives, as described in those programs’ guidelines.
Opportunities approved for engagement only do not count towards this Growth ACV target. ACV is based on
pre-paid capacity for the Snowflake Cloud Data Platform and excludes On-Demand usage, amounts paid for
services (including support, technical services, and deployment fees), free usage, renewals, rollovers, credits,
and other amounts. Please consult the applicable program guidelines for full details. For transactions in
currencies other than U.S. dollars, Snowflake will convert the ACV amount into U.S. dollars using its standard
conversion rates and processes.

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Technology (Connected Applications) Overview

The SPN Technology (Connected Application) track enables Partners to develop
complementary solutions around the Snowflake Cloud Data Platform with a Powered by
Snowflake Connected Application. A Connected Application is a customer facing partner
application that is connected to and interoperates with a customer’s Snowflake Cloud Data
Platform environment, as further demonstrated in the figure below. Partners with Connected
Applications can align with Snowflake on areas of integration and are provided specific
benefits designed to accelerate your technical solutions and go-to-market strategy. The SPN
Program provides access to tools and resources to develop and deliver joint solutions around
ease-of-use, performance, reliability, and security.

Partners are tiered based on the quality of the integration and ultimately joint customers’
demand.

Technology (Connected Applications) Tiering Benefits

Benefits Registered Select Premier Elite

Enablement
Access to ✓ ✓ ✓ ✓
Snowflake
Partner Portal

Partner ✓ ✓ ✓ ✓
Newsletter

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Access to ✓ ✓ ✓ ✓
Snowflake
Community

Monthly credits
towards use of
$250/month $500/month $1000/month
a
non-production
SPN Demo
Account9

Eligible for ✓ ✓
Partner Sales
Engineer Supp
ort

Ability to ✓ ✓ ✓ ✓
publicize
Snowflake
Partner tier

Go To
Listing on ✓ ✓ ✓
Market
Snowflake
Partner page

Dedicated ✓
landing page
on Snowflake’s
partner website

Joint customer ✓
solution brief

Access to ✓
provide training
to Snowflake
on Partner
technology

9
SPN Demo Account” means a non-production, demo account on the Enterprise Edition of the Snowflake
Service. Use of the SPN Demo Account is subject to the separate SPN Demo Account Agreement, currently
located in the program section of the Partner Portal. Overages in excess of these credits will be billed to Partner.
Snowflake may bill overages in a local currency other than U.S. dollars. In such cases, overage amounts will be
converted by Snowflake into the applicable local currency using its standard conversion rates and processes.

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Snowflake Eligible to Eligible to Eligible to

Ready participate participate participate
Technology10

Financial
Eligible to
participate in ✓ ✓ ✓ ✓
Snowflake’s
Referral
Program

Eligible to
participate in ✓
Partner
Development
Fund program

Technology (Connected Applications) Tiering Requirements

Requirements Registered Select Premier Elite

Annual Program Fee11 $2,500 $5,000 $7,500

Number of Snowflake Customer

Connections with Partner’s Connected 5 70 300
Applications12

Snowflake Ready Technology13 ✓ ✓

Listing of Snowflake logo on the

Partner’s website ✓ ✓

Publish Joint Solutions Brief (Annual)

✓

10
Subject to separate terms and fees.
11
Fees may be charged in local currency. Please see the Fees section below for further information.
12
“Customer Connections” refers to the number of unique customers who connect Partner’s product to the
customer’s Snowflake Data Cloud Platform account, as measured by Snowflake in the trailing twelve-month
period. To qualify for this tiering requirement, the customer’s account must use Capacity credits, and the
Customer Connection must occur through a Snowflake-provided connector ID and meet a minimum threshold
for the number of connections established to each customer’s Snowflake Data Cloud Platform account. This
minimum number of connections may be set by Snowflake in its sole discretion for specific types of Technology
Partners. Customer connections to Snowflake Data Cloud Platform accounts without pre-purchased Capacity
credits, including free trial and On Demand accounts, are excluded from Customer Connection counts.
13
Subject to separate terms and fees.

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Partner-Developed Snowflake ✓ ✓
Reference Architecture (subject to
Snowflake approval)

Partner-developed collateral for

Snowflake sales team (subject to ✓ ✓ ✓
Snowflake approval)

Annual Customer References

2 8 16

Annual Business Plan ✓

Partner to Assign Partner Manager ✓ ✓
Partner-provided Marketing Support
✓

Partner to Assign Product Manager ✓

Snowflake event invitation (subject to ✓ ✓
approval by Snowflake)

Marketplace Products (Data Sets + Native Applications) Overview

Marketplace Listing Partners are those who provide Partner Data Sets and Partner Powered
by Snowflake Native Applications14 to Snowflake customers via the Snowflake Marketplace.
To participate in this track, Partner must accept the SPN Program Agreement and provide
products or data sets through the Snowflake Marketplace.15

Partners with products listed on the Snowflake Marketplace (Data Sets and Powered by
Snowflake Native Applications) can align with Snowflake on areas of the Snowflake
Marketplace partnership, including published listings and stable edges connected with
Snowflake customers. The specific requirements and benefits of the tiers are designed to
accelerate the Snowflake partnership and go to market strategy.

14
Powered by Snowflake Native Applications are Partner applications created using Snowflake functionality to
be deployed within the Snowflake environment.
15
Listings on the Snowflake Marketplace are subject to the Snowflake Data Marketplace Provider Terms of
Service.

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Marketplace Products (Data Sets and Native Applications) Tiering Benefits

Benefits Registered Select Premier Elite

Enablement
Access to ✓ ✓ ✓ ✓
Snowflake Partner
Portal

Access to ✓ ✓ ✓ ✓
Snowflake
Community16

Promotion in ✓ ✓ ✓
Monthly Provider
Newsletter

Go To Eligible to
Market participate in joint ✓ ✓
Sales & Marketing
Campaigns

Assigned ✓ ✓
Business
Development lead

Eligible to ✓
participate in
invite only
marketing
promotions

Assigned ✓
Marketing Lead

Financial Eligible to
participate in ✓ ✓ ✓ ✓
Snowflake’s
Referral Program

16
Subject to separate additional terms.

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Marketplace Products (Data Sets and Native Application) Tiering Requirements

Requirements Registered Select Premier Elite

Publish Listing Live in the Snowflake ✓ ✓ ✓

Data Marketplace

Number of Snowflake Customer Stable

Edges with Partner’s Marketplace 5 20 60
products

Partner-developed collateral for

Snowflake sales team (subject to ✓ ✓ ✓
Snowflake approval)

Managed Applications Overview

This Partner track addresses Partners with “Powered by Snowflake” Managed Applications,
which is a Partner application with critical features or components running on a
Partner-managed account on the Snowflake Data Cloud Platform.

There are currently no SPN tiering benefits and requirements for the Managed Applications
track. However, Partners with Managed Applications may complete a verification process in
which Snowflake works with you and your dedicated account team to document and validate
your Powered by Snowflake Managed Application. You can begin this process by submitting
the “Application Intake Form” in the SPN portal dashboard after enrolling for this program.

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5. Program Administration
Tiers
Snowflake will evaluate all Partner requirements on an annual basis. Partners that meet the
base requirements to be promoted to a tier may apply for promotion through the Partner
Portal for acceptance by Snowflake. Snowflake reserves the discretion to determine whether
to promote Partner to the tier. Partners whose application is approved will need to pay
applicable fees and accept any applicable terms to be promoted. Tiered Partners must
ensure they meet applicable SPN Program requirements each year (including payment of
annual fees) to remain in their tier and receive those benefits. Snowflake will evaluate each
tiered Partner on their annual anniversary and determine whether it should remain in its tier.

Fees
Program fees are initially charged when you achieve the applicable tier, then annually from
the date you last tiered up. If you tier up more than once during the year, Snowflake will
charge you the difference between your prior payment and the new applicable fee. Snowflake
may charge you fees in a local currency. Exchange rates are calculated by Snowflake using
its standard processes.

Partners can renew their SPN status up to 90 days before the current tier expiration date.
Prior to the start of that window, Partners will not see the “Request to Upgrade/Renew” button
in their dashboard. There is no penalty for renewing early and Snowflake recommends
renewing as soon as possible to extend your existing expiration date by one year and avoid
losing tier status and benefits. Failure to renew on time can result in the temporary loss of tier
status, including benefits. The system will automatically recommend the highest tier for which
Partners qualify when upgrading/renewing. This applies to both promotions and downgrades.
For example, if an Elite Partner performed below the Elite level requirements but met the
Premier requirements, the Partner can renew at Premier level. Likewise, a Select Partner
who performs at a Premier level will be offered the opportunity to upgrade.

Updates
Snowflake may update this SPN Program Guide including any requirements and benefits at
any time. The updated version of the SPN Program Guide will be made available on Partner
Portal.

Snowflake Partner Network Portal

The Snowflake Partner Network (SPN) Portal is the single central portal for all your content
and tools to go to market with Snowflake. These include access to sales and technical
training, deal registration and a whole host of sales and marketing resources.
Once your company is registered as a Snowflake Partner, anyone at your company can
self-register for access to SPN Partner Portal. Every Partner will have a Portal administrator

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who will have the ability to add, remove and manage users. The self-registration link is
available at: www.snowflake.com/SPN.

Miscellaneous
Participation in the SPN Program is subject to the terms and conditions of Snowflake Partner
Network (SPN) Program Agreement, currently available at
https://www.snowflake.com/spn_agreement, and to the policies, guidelines and terms that are
referenced in that agreement or this document or posted in the Partner Portal. To be a
registered Partner in the SPN Program, a Partner must fill out the form online and accept the
applicable terms. To sign up for a program track or tier, a Partner must register for the tier or
track, meet program requirements, and be accepted by Snowflake. Certain program
activities, benefits and tiers may require acceptance by Partner of additional applicable terms.
For clarity, the SPN Program Agreement does not grant Partners the right to access or use
the Snowflake Service (including for development purposes or as part of its product or
service offerings) or receive support. Any production use of the Snowflake Data Cloud
Platform and related support is subject to the separate, written subscription agreement with
Snowflake governing use of that service or, if no such agreement exists, the applicable
Snowflake terms of service located at https://www.snowflake.com/legal/.

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