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A lot has happened this week in AI ecosystems. Hyperscalers continue to tweak partner programs to better align with their customers’ needs through partner competencies, badges, customer adoption, and customer references. In this update: how AWS is leading with product and partner GTM (again), and key news from re:Invent; Snowflake + Anthropic $200M bet on agentic AI at the data layer; Google will reach more enterprise customers via Replit and vibe coding, Accenture Snowflake Business Group focuses on AI, Broadcom bets of VMware partners, and much more.
It’s already December, and if you’re getting ready for 2026, ensure you leverage AI to measure what matters most. And bring partners along in your journey to sell agentic AI.
Among other things, Werner Vogels, the architect behind Amazon's massive, scalable, and customer-centric technology vision, announced his last keynote and re:Invent. Those who’ve been following Werner know this is an emotional moment.
AWS: Agentic AI becomes a partner motion
At AWS re:Invent, AWS introduced Amazon Nova, new Trainium-based infrastructure, and a wave of agent-centric services like Bedrock AgentCore and AI Factories. It also introduced Graviton5, its most powerful and efficient CPU. It expanded its AI Competency with new Agentic AI categories, giving formal recognition and benefits to partners who build production-grade autonomous AI systems.
At the AWS re:Invent Partner Keynote, Dr. Ruba Borno, VP of Global Specialists and Partners at AWS, laid out a vision of ‘a future where customers and partners differentiate themselves with their own data.’
→ The macro upside: AWS growth = partner growth multiple
AWS is a $132B business growing ~20%, aiming at $300 - 400B. For every $1 of AWS services, partners capture about $7+ in their own revenue.
My take for partner and GTM leaders
If AWS gets to $400B, partners are looking at a multi-trillion-dollar aggregate services and software opportunity around that ecosystem.
AWS turning ‘agent’ into a badge of record for its ecosystem. If you are an AWS-focused partner, the opportunity is to package your domain IP into repeatable agent patterns on Bedrock and Nova, and use that specialization to to expand co-sell, better access to AI funding, and get an earlier seat at the table for complex AI deals. If you lead partnerships at another vendor, this is a clear hint that customers will start asking ‘who are your agent partners,’ not just ‘who are your cloud partners,’ so now is the time to define your own agent tiers and validation criteria.
Snowflake + Anthropic + AWS: $200M bet on agentic AI at the data layer
Snowflake and Anthropic announced a multi‑year, $200 million expansion of their partnership to bring Claude models and AI agents directly into Snowflake’s AI Data Cloud for more than 12,600 customers. Partners highlight that Snowflake customers are already processing trillions of Claude tokens per month, with internal benchmarks claiming greater than 90% accuracy on complex text‑to‑SQL tasks.
On the same earnings call, Snowflake highlighted strong uptake of its AI features, deeper alignment with AWS, and fresh work with Google Gemini and other model partners, while passing 2 billion dollars in sales through AWS Marketplace.
Image credit: Snowflake
My take for partner and GTM leaders
For Anthropic, Snowflake becomes a powerful distribution and trust channel into regulated, data‑sensitive enterprises, where Claude can live inside existing governance perimeters instead of sitting on an island. For Snowflake, this is a clear move to turn its AI Data Cloud into an agent platform.
Partners have the opportunity to turn expertise into production agents, then monetize them through packaged solutions and outcome‑based services. If you partner with other data platforms, this announcement is an important signal: the market is moving from ‘bring your model to my data’ to ‘bring your agents to my governed data environment’.
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Google + Replit: vibe coding to reach enterprise customers
Google Cloud has signed a multi‑year partnership with AI coding startup Replit. This makes Google the primary cloud, embedding Gemini models across Replit, and jointly targeting enterprise vibe‑coding use cases. Replit, which recently hit a $3B valuation and rapid revenue growth, gives Google a friendly on‑ramp for non‑developers to build apps with natural‑language prompts, a direct response to the rise of Anthropic’s Claude Code and Cursor as large coding businesses.
My take for partner and GTM leaders
This is Google’s clearest move yet to own the AI coding experience beyond traditional dev tools, and to anchor that experience on Gemini and Google Cloud. For partners in the Google ecosystem, the opportunity is to package ‘vibe‑coded’ accelerators and templates for specific industries, then sell them as managed offers that pair Replit’s interface with your governance and security.
Agentforce and frontier model alliances
Salesforce expanded its partnership with Google, bringing Gemini deeper into the Atlas Reasoning Engine behind Agentforce 360 so agents can blend flexible reasoning with Salesforce workflows. At the same time, Salesforce is giving customers access to OpenAI frontier models, including GPT‑5, so they can run enterprise agents on the Salesforce Platform, with experiences federated into ChatGPT and Slack.
My take for partner and GTM leaders
Salesforce is becoming a multi-model agent orchestration layer over enterprise data. If you are a Salesforce partner, the opportunity is to launch narrow, high-value agent offerings in specific industries, like revenue operations agents, service triage agents, or field support agents, then scale them with co-marketing and marketplace listings. If you run alliances at a competing SaaS vendor, this is a clear signal to build your own agent framework, clarify which models you support, and line up a small set of deep model partnerships.
Accenture + Snowflake: a big services engine for the AI data cloud
Accenture and Snowflake are expanding their collaboration with a new Accenture Snowflake Business Group focused on AI and data transformation. The group brings together Snowflake’s AI Data Cloud with more than 5,000 SnowPro‑certified Accenture experts and a joint Center of Excellence to help clients modernize ops and unlock value from their enterprise data.
My take for partner and GTM leaders
Snowflake is building a services engine to turn its AI Data Cloud into business outcomes. For Accenture, it is a way to wrap industry playbooks, AI Refinery assets, and global delivery around Snowflake. My prediction is that Accenture will capture more budgets for both reinvention and IT projects.
Broadcom is betting big on VMware partners
Broadcom has overhauled its Advantage Partner Program around VMware Cloud Foundation (VCF), shifting from volume and last‑PO incentives to a value‑based model that rewards partners for architecture, implementation, adoption, and renewals across the full private‑cloud lifecycle. Tiers, discounts, and rebates now lean heavily on points for VCF 9.x role‑based certifications, services capability, and renewals.
My take for partner and GTM leaders
Broadcom is steering partners toward owning the VCF practice: build deep VCF 9.x skills, lead migrations, and wrap VCF in recurring services. Then prove adoption with data so they control both new deals and renewals.
The London Stock Exchange and OpenAI: financial data flows into ChatGPT
The London Stock Exchange announced a deeper collaboration with OpenAI. ChatGPT Enterprise users who hold LSEG licenses will be able to access LSEG’s financial market data, analytics, and news directly inside ChatGPT. Clients can query content, run analysis, and generate narratives without leaving the chat surface. For LSEG, this extends distribution and keeps its licensed data at the center of AI driven workflows.
My take for partner and GTM leaders
This is a strong pattern for data rich companies. The ‘product’ is secure access to trusted data inside the AI tools people already use.
If you own proprietary datasets, consider similar entitlement aware connectors into major AI platforms.
SIs and consultancies have a role here. Many customers will need help with governance, logging, and usage controls once sensitive data flows into general purpose agents.
In other moves, including in much needed healthcare arenas:
AI and real‑world data company Century Health is partnering with Memory Treatment Centers, a specialist in neurocognitive disease care, to turn unstructured clinic notes, test results, and other records into research‑grade real‑world evidence on Alzheimer’s care.
IBM and AWS are deepening their alliance to help enterprises design, deploy, and govern AI agents at scale, with new integrations that span watsonx, Amazon Bedrock, and IBM Consulting.
AWS named global and regional Partners of the Year across AI and cloud, reinforcing which vendors and integrators have official gravity in its generative AI ecosystem.
AWS generative AI partners continued to add Agentic AI specialists, giving customers clearer signals about who can deliver production-grade autonomous systems.
HSBC signed a multi year strategic partnership with Mistral AI, self hosting its models to automate analysis, translation, onboarding and more across the bank, all under HSBC’s internal governance.
Amazon is in discussions with about their future relationship, Reuters reports.
My take for partner and GTM leaders and some tips
Build one smart, secure integration.
If you have valuable data, create one secure integration that lets customers use it inside a major AI tool (like ChatGPT, an AWS/Azure AI service, or a SaaS agent platform). Make this your flagship example you show in every pitch.
Clean data and governance.
Be ready to explain, in concrete terms, how you ensure data quality and guardrails.
Old partner badges won’t carry partners much longer. They’ll need AI-fluent specializations in at least one ecosystem (AWS, Azure, Salesforce, Snowflake, IBM, etc.), visible, named reference customers where AI/agents drove real business outcomes, internal skilling plans that go beyond ‘everyone takes one cert into named roles (agent architect, data product owner, AI success manager, etc.).
Some customers will care less about ‘Are you a Gold partner?’ and more about ‘How many production AI workloads have you shipped on platform X?’
Program tier still matters, but the center of gravity is shifting toward proof of AI delivery.
What I see across all these moves, is that some tech companies are making agents and AI factories the new center of their partner strategy. As noted in my previous Weekly Rundowns, they are shifting value from one-off projects to reusable agent patterns, data products, and marketplaces. For each company, this is a way to pull more workloads to their cloud, keep customers close, and create new revenue streams with ecosystem-built agents and solutions.
For partners, the opportunity is to turn services into products. Start by packaging your best playbooks as agents, blueprints, or reference solutions, and align them with the vendor’s official programs, catalogs, and competencies. You can leverage these assets to ask for better co-sell, more field alignment, and stronger placement in marketplaces and partner directories.
For the broader ecosystem, this wave of announcements shows how AI will sit in the middle of security, data, apps, and infrastructure. Partners that own that integration layer will capture more recurring revenue. Vendors want partners who bring AI skills, but also industry context, clean data, and clear business outcomes.
Disclaimer: This post is for information only and does not constitute investment advice or a recommendation to buy or sell any security. Views are my own and I’m not affiliated with any companies mentioned.