Smartsheet revamps partner program with plans for global growth
New incentives and improved processes are designed to support partners with global reach and scale.
Smartsheet has revamped its Aligned partner program, introducing new incentives, partner tracks and enablement tools to support its growth ambitions.
Previously, the partner program was focused on deep specialisation and regional expertise. But with plans for enterprise expansion, it needed to adapt the program towards partners ready for global scale.
“This revamp restructures the program to provide better alignment with partners who have the global reach, specialisation and capacity,” said Franco Flore, director of partnerships and alliances, APJ, Smartsheet.
The changes will come into play from February 2026 and are designed to reduce quote-to-close time, expand multinational delivery and strengthen AI-safe governance for enterprise customers of the intelligent work management platform.
“The new program creates a clearer path for all of our partners to access higher-value opportunities, accelerate their growth and increase their profitability alongside ours,” Flore, told CRN.
Incentives include improved deal registration margins for new customers and emerging market discounts. A new global partner badge will recognise partners with size and scale to support customers across all major regions.
An upgraded system integrator (SI) track will offer partners Smartsheet professional services on joint customer opportunities. This includes a mutual sub-contracting model, where SIs can sub-contract to in-house experts and Smartsheet will sub-contract specialised customer implementation work to GSIs.
A new quoting tool lets partners generate quotes and submit deal proposals, reducing the time to provide pricing information to customers and accelerating deal cycles.
Partners that complete customer success manager program will also gain insights into customer usage metrics to improve adoption and retention.
Smartsheet consulted with partners on the changes, responding to partner requests for faster proposal generation and submission with the new quoting tool.
“The enhanced incentives and improved deal registration margins were also designed to address partners needs for better investment support and profitability,” he said.
Smartsheet is taking a gradual approach to the changes, launching its global SI track in one major region, before expanding it globally while playing to the strengths of its global partners and regional resellers.
“We aim to establish a highly aligned and scaled partner ecosystem that can effectively serve every major global region,” he said.