From partnership to pipeline: how Snowflake and Dataiku drove 200%+ YoY sourced opportunity growth

Together, we are winning

Across hundreds of joint customers globally, Snowflake and Dataiku are delivering AI outcomes at enterprises like Sanofi, Michelin, Perdue, Air Canada, and Prologis. Dataiku, the Platform for AI Success, was Snowflake's #1 AI/ML partner by platform consumption and by Snowflake Marketplace revenue in 2025. This means more Snowflake customers are actively running AI and machine learning workloads through Dataiku than through any other AI/ML partner in 2025. With over 200% YoY sourced opportunity growth and 800% YoY Snowflake Marketplace expansion, Dataiku was recently awarded Snowflake AI Product Partner of the Year for the fifth time.

These results matter not as rankings, but as evidence. They show what becomes possible when companies across the Snowflake ecosystem align around joint customer outcomes and operate with discipline behind that alignment.

What makes this momentum especially important is that it extends beyond two companies. As enterprises scale AI initiatives, they increasingly rely on coordinated ecosystems that combine cloud platforms, AI orchestration, and implementation expertise. Snowflake, Dataiku, and leading system integrators each play a distinct role in helping customers move faster from experimentation to enterprise-wide AI adoption.

Partner-first, from the board to the account executive

Many companies describe themselves as partner-friendly. Few are built that way.

What stands out about Snowflake is that its partner-first posture runs from the top of the company to the field. From the board and the CEO to the AE working an account, partnerships are treated as part of how Snowflake creates value, not as a program that sits adjacent to the business.

That matters more than it may sound. In many enterprises, account teams experience partners as an extra layer of coordination. In a partner-first company, the opposite is true: The right partner helps the field win. It increases confidence in the account, strengthens the customer story, and shortens the path from interest to action. Snowflake has built that environment without building a heavy machine around it. Supportive, not bureaucratic. That is rare at scale.

Investment follows traction

The second reason this partnership has accelerated is that Snowflake's model rewards traction with joint customers.

The partnerships that earn deeper investment are the ones that move live opportunities, demonstrate proven customer outcomes, and create visible value in the field. That standard keeps the relationship honest. It draws attention to what works. It aligns both companies around a clear question: Where are we creating the most value for customers together, and how do we invest deeper in those areas?

For Dataiku, that has meant earning every step of the relationship through execution. For Snowflake, it has meant a faster, clearer signal on where to lean in. Both sides benefit when the bar is set this way.

The operating shift that changed the trajectory

Strong partnerships do not become exceptional on goodwill alone. At some point, they need an operating model.

That is where the real inflection point came from. Designed by Remy Thellier, who leads Snowflake's ISV Partner Ecosystem, the Pipeline at the Center framework gave this partnership a disciplined commercial structure. The framework operationalized a co-sell-first motion, supported by co-marketing, product integrations, and ecosystem coordination focused on what creates customer value fastest. Rather than treating partnerships as a loose mix of awareness, technical alignment, and executive sponsorship, it turned the relationship into a system built around pipeline and revenue acceleration.

Importantly, the model also created clearer alignment with system integrator partners supporting enterprise AI transformations. By aligning platform, AI, and delivery motions around shared customer outcomes, the partnership became easier for broader ecosystem teams to execute and scale.

That shift was decisive. It made co-sell the center of gravity. It incorporated marketing into the sales motion. It made integrations matter as tools for customer adoption, not only as product achievements. It clarified priorities and made the partnership easier to execute, measure, and scale.

To strengthen co-sell execution, Snowflake and Dataiku also use Crossbeam to securely map accounts and share CRM insights across teams, helping identify and prioritize joint opportunities faster.

Marketplace as an accelerator

One of the most important lessons of the past year is that the Snowflake Marketplace can do more than facilitate transactions. Used well, it compresses time.

Within this operating model, the marketplace acts as an acceleration layer. It removes friction at the final stage of the sale and turns aligned pipeline into faster revenue. That matters on two fronts: It shortens the sales cycle for both companies, and it shortens time-to-value for joint customers.

In enterprise partnerships, speed is often the hidden variable. When procurement friction drops, when packaging becomes simpler, and when expansion paths become clearer, customers realize value sooner. That is good for the quarter and better for the customer.

Actionable product depth

The commercial model worked because it sat on top of something deeper: product truth.

Snowflake has continued to open integration points across the platform, creating room for partners to deliver a more seamless customer experience as the platform evolves.

Dataiku has moved aggressively on that opportunity. With integrations covering Snowflake data warehouses, Snowpark Container Services, Snowflake Cortex AI, Apache Iceberg™ tables in Snowflake, and more, Dataiku is deeply integrated across the Snowflake platform. The result: More moments where customers experience two platforms as one coherent solution rather than tools connected after the fact.

The partnership continues to deepen through innovations like Dataiku Cobuild on Snowflake, which turns natural-language requests into production-ready AI workflows, agents, and applications running on Snowflake.

The pattern is simple. Snowflake kept opening doors. Dataiku kept walking through them. Platform openness on one side, fast execution on the other. That combination is what turned technical alignment into customer traction, with measurable effect.

A model for the broader ecosystem

What continues to emerge between Snowflake and Dataiku is more than a successful ISV partnership. It is an ecosystem model for enterprise AI execution.

Customers increasingly want integrated solutions that combine trusted data, governed AI development, and implementation expertise. In that model, Snowflake provides the secure data and AI foundation, Dataiku operationalizes AI across technical and business teams, and system integrators help enterprises deploy these capabilities at scale within complex organizations.

That alignment matters because enterprise AI adoption is no longer a technology problem alone. It is an operational one. Increasingly, the partnerships that succeed are the ones that connect platform, product, and delivery motions into a coordinated customer experience.

Why this matters now

What makes these results meaningful is that they reflect recent and growing momentum, not a mature motion at its peak. They point to a partnership becoming more valuable as customers look for faster ways to operationalize AI on the platforms they already use and trust.

The lessons extend beyond this partnership alone. Partner-first has to run from the boardroom to the AE. Investment should follow traction with joint customers. A clear operating model turns goodwill into pipeline. The marketplace, used well, compresses time-to-sale. And product depth only generates meaningful impact when both sides act on it together.

For ecosystem and go-to-market leaders, the takeaway is direct: Scale comes from alignment. The most effective ecosystems align partners around a shared goal: accelerating customer outcomes.

The next phase of enterprise AI adoption will not be driven not by individual technologies alone, but by ecosystems that can help customers operationalize AI faster, more securely, and at scale. That is the opportunity Snowflake, Dataiku, and an ever growing partner ecosystem are building toward together.

While we’re encouraged by the recent results, we’re even more excited for the bigger wave still ahead.