Smartsheet revamps partner programme with new global incentives

Smartsheet has announced major enhancements to its Aligned Partner Programme, aiming to reward partner expertise and drive global adoption of its Intelligent Work Management solutions.

The update to the Aligned Partner Programme offers new incentives and tracks designed for partners with multinational capabilities. The program, set to launch its new structure in February 2026, will include several notable features for channel partners and system integrators across global markets.

Programme enhancements

The revised program introduces improved deal registration margins for partners who enrol new customers, as well as emerging market discounts to support investments in developing regions. Additionally, there will be an increase in marketing development funds (MDF) to aid partner-led demand generation initiatives.

Partners with a broad international presence will be eligible for a new Global Partner Badge. To qualify, partners must be able to offer multilingual support, 24/7 availability, and in-region delivery resources. This badge aims to recognise partners capable of supporting Smartsheet's enterprise and multinational customers with unified implementation standards.

The revamped System Integrator (SI) track is designed to facilitate smoother collaboration between Smartsheet's account teams and global system integrators. The program will establish a reciprocal sub-contracting model, in which SIs can sub-contract to Smartsheet in-house subject matter experts. In turn, Smartsheet will sub-contract specialised customer implementation work to its GSI partners.

Partners will also gain access to a new self-service quoting tool, which is intended to expedite the process of generating and submitting deal proposals. This is expected to help partners provide pricing and proposal information to customers more efficiently, ultimately speeding up deal cycles. In addition, certified partners who have completed their Customer Success Manager training will be able to access Gainsight, enabling them to monitor customer usage, address potential issues, and maintain contract compliance to drive customer success and retention.

Global focus

Eva Schönleitner, Vice President, Global Partnerships at Smartsheet, commented on the company's commitment to its partner community.

"We are making a foundational commitment to our partner ecosystem, recognizing the importance of their role in the global delivery of Intelligent Work Management. Our entire partner base will immediately benefit from these structural changes by simplifying engagement, rewarding platform expertise and enhancing profitability on a global scale. Our success is linked to our partners' success, and these updates ensure we are mutually aligned to accelerate enterprise adoption worldwide."

Smartsheet has highlighted the need for enterprise platforms that enable organisations to quickly translate strategic objectives into operational execution. The renewed Aligned Partner Programme is designed to give partners the tools and resources to support large-scale adoption of intelligent work management throughout complex global enterprises, while meeting heightened demands for consolidated solutions and robust AI governance.

Collaboration with AWS

In addition to the updates to its partner program, Smartsheet has entered into a new multi-year strategic collaboration agreement with Amazon Web Services (AWS). The arrangement marks a significant expansion of the companies' relationship, moving from development cooperation to a sales and go-to-market partnership. The expanded collaboration is expected to support both companies in delivering work management capabilities to enterprise customers worldwide.

Further details regarding the partnership with AWS have not been released, but the companies indicated that the agreement represents a change in the scale and scope of their joint activities.

Partner impact

Smartsheet stated that the renovations to the Aligned Partner Programme are expected to reduce quote-to-close times, enhance enterprise delivery capabilities, and strengthen governance for AI-driven solutions. By providing resources such as the new quoting tool and access to Gainsight, Smartsheet aims to help partners better serve customers and grow their businesses in line with market demand for enterprise-wide work management solutions.

The Aligned Partner Programme enhancements are intended to support the needs of both established and emerging partners, with a focus on sustained global growth and increased profitability for qualified partners working with enterprise clients across various regions.