Dynatrace is significantly expanding its training efforts in 2026 to empower more sales in response to partner feedback. The plans include giving channel partners access to the same sales training resources as its internal teams.

The company’s products watch over cloud environments, apps and services to spot problems before customers notice them. Dynatrace sells through partners because observability platforms need configuration, integration and customization for specific environments, and they must be maintained over time.

“We’ve done a phenomenal job building up the technical enablement. We’ve done a good job on delivery. We’ve done a fair to not great job on sales enablement,” said Jay Snyder, SVP of partners and alliances. “That’s a big push for us this year.”

Starting April 1, Dynatrace plans to open its internal sales training programs, collateral, and messaging to partners – a move Snyder said is entirely driven by partner demand.

“That is 100% based on partner feedback,” he said. “They’re thirsting for more enablement. They want to be trained on the sales side. They want to hear what our sellers are hearing.”

The expanded effort builds on Dynatrace’s broader push toward what it calls “business observability,” helping partners move beyond infrastructure and application monitoring to deliver business-level insights to customers.

Partner-driven progress

The transformation of Dynatrace’s go-to-market model is ongoing. Once led by direct sales, the company now does the majority of its business through partners.

“When I joined, we were probably doing somewhere north of 50% of our bookings through partners,” said Snyder, who has been with Dynatrace since November 2023. “Today, it’s over 80%.”

That shift has been intentional. Over the past several years, Dynatrace has invested in building dedicated teams for global systems integrators (GSIs), national solution providers, and regional partners with the skills to deliver complex observability and AI-driven outcomes.

“It’s not about a transaction,” said Snyder. “It’s about a lifecycle.”

To support that approach, Dynatrace has tripled its investment in partner enablement since Snyder joined, expanding from product training to delivery frameworks, co-delivery models, and, most recently, sales alignment.

More mindshare with hyperscalers

At the same time, the company is intensifying its efforts with the cloud giants, positioning itself as a strategic observability and AI layer across AWS, Microsoft Azure, and Google Cloud.

Snyder described the company’s hyperscaler strategy as a “three-pronged approach” built around co-innovation, co-marketing and co-selling.

“This has probably been our most exciting three months with the three clouds,” he said.

Dynatrace recently appeared on the main stage at all three hyperscalers’ flagship events. The goal, said Snyder, is to ensure Dynatrace is embedded in customers’ cloud modernization and AI initiatives from day one.

“It allows customers to adopt cloud at speed with little to no risk, and then operate them in a secure, efficient and AI-driven way,” he said.

AI embedded

Product-wise, Dynatrace is leaning heavily into its long-standing AI narrative, positioning itself against newer vendors that are racing to add generative AI features.

“For us, AI isn’t something new. It’s not bolted onto the platform,” said Snyder. “It’s been embedded in our platform for over a decade.”

That AI foundation underpins Dynatrace’s ability to deliver predictive analytics, automated remediation, and intelligent resource optimization across increasingly complex, hybrid cloud environments.

Snyder noted that partners play a critical role in operationalizing these capabilities, particularly as enterprises face a growing shortage of observability and AI skills.

“Partners are filling massive skill gaps in the market today,” he said.

Deepening the ServiceNow relationship

A key example of Dynatrace’s platform strategy is its deepening partnership with ServiceNow, which Snyder described as evolving from a simple integration to full platform-level collaboration.

“This isn’t just exchanging data,” he said. “This is passing alerts and tickets between systems and going to the next level.”

By connecting Dynatrace’s Davis AI engine directly into ServiceNow workflows, customers can move toward autonomous incident resolution with minimal human intervention.

“By the time the human comes in the loop, things are resolved,” said Snyder. “It’s a completely unified approach to intelligent operations.”

Partners, he added, are already building dedicated “intelligent operations” practices around the combined platforms.

Boosting business outcomes

Underpinning Dynatrace’s partner strategy is the use of formal teaming agreements, which define shared responsibilities and customer outcomes across pre-sales and post-sales engagements.

“We’re seeing the win rate being two to three times greater when we have a teaming agreement with a partner than when we work alone,” said Snyder.

“The vision for us with the ecosystem is not just sales,” he said. “It’s delivery, customer success and long-term impact.”