Smartsheet announced a redesigned Smartsheet Aligned partner program on November 3, 2025, with a rollout planned for February 2026. The package is built to improve partner economics, support multinational delivery and move more quoting, implementation and customer-success work into the channel. It does not announce a consumer Amazon product; the AWS relationship is a software procurement and co-selling arrangement.
What changed in Smartsheet Aligned
The redesign addresses five parts of the partner lifecycle: earning margin, proving global capability, delivering implementations, producing quotes and managing customer adoption.
Higher-value commercial incentives
- Improved deal-registration margins for enrolling new customers.
- Emerging-market discounts intended to make expansion opportunities more workable in developing markets.
- More market-development funds (MDF) for eligible partner marketing and demand-generation activity.
The announcement does not publish margin percentages, discount schedules, MDF formulas or eligibility thresholds. Partners should obtain those terms directly from Smartsheet before modeling revenue or campaign budgets. MDF is a partner-marketing allowance, not an automatic discount passed to every customer.
Global Partner Badge
The new badge is intended to identify partners that can provide multilingual support, 24/7 support and delivery resources located in the relevant regions. It is therefore a capability qualification, not simply a geographic listing.
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A dedicated systems-integrator operating model
Systems integrators (SIs) can work more directly with Smartsheet Professional Services. The reciprocal subcontracting model allows an SI to subcontract Smartsheet subject-matter experts, while Smartsheet can subcontract specialized implementation work to global systems integrators (GSIs). Smartsheet’s channel chief said the structure removes steps and shortens the deal cycle.
Self-service quoting and proposal submission
Partners can generate quotes, finalize proposals and submit deals independently through the quoting tool. That is designed to remove pricing handoffs, although the announcement does not state the tool’s approval rules, supported products or contract limits.
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Customer-success data for certified partners
Partners whose Customer Success Managers hold the required certification receive Gainsight access to usage, issue and contract-limit data. Those signals can support onboarding, adoption, renewals and retention while keeping customer-success work connected to the commercial account.
Why the expansion is global
CRN reported in 2025 that Smartsheet had about 800 channel partners in 30 countries and that approximately one quarter of Smartsheet’s business came through the channel. Smartsheet’s stated growth emphasis was Asia and Europe, with recruitment aimed at larger distributors, large resellers, regional SIs and GSIs.
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Which partnership route fits a company?
| Route | Examples or scope stated publicly | Primary value | What is not stated |
|---|---|---|---|
| Distributor | Carahsoft and Climb Global Solutions in U.S. distribution and public-sector channels | Channel coverage and procurement support | Territory-by-territory terms, rebates and onboarding requirements |
| Large reseller | Zones and SHI; CDW resells in North America and provides professional services | Software resale combined with account coverage and, for CDW, services | Current product scope, pricing authority and support levels |
| Regional SI or consulting partner | PwC UK for business-transformation work; NTT in Japan | Local transformation expertise and in-region delivery | Badge status, certification counts and country coverage beyond the named relationships |
| Global SI under the SI track | Eligible GSIs can use reciprocal subcontracting with Smartsheet Professional Services | Flexible access to specialist implementation capacity | Rate cards, minimum volumes and subcontract approval rules |
| Customer-success-certified partner | Partners with certified Customer Success Managers | Gainsight visibility into usage, issues and contract limits | Exact certification curriculum, fees and data-retention terms |
How to pursue partnership
- Choose the operating model. Decide whether your business is primarily a referral source, reseller, distributor, SI, consulting firm or customer-success provider.
- Document delivery coverage. Prepare evidence of supported languages, time-zone coverage, in-region staff and implementation experience if you want the Global Partner Badge.
- Use the Smartsheet Aligned partner application. Confirm the current intake path, geographic availability and eligibility with Smartsheet; the announcement does not specify an application URL or acceptance timetable.
- Match training to the service you will sell. Organizations planning adoption and renewal work should ask about Customer Success Manager certification and Gainsight access.
- Request written commercial terms. Clarify deal-registration margins, emerging-market discounts, MDF rules, quote approvals, subcontracting rights and customer-data access before forecasting income.
What the AWS agreement means for buyers
Smartsheet and Amazon Web Services announced a three-year strategic collaboration covering joint sales and go-to-market activity. Planned co-selling spans North America, Europe, the Middle East and Africa (EMEA), and Asia Pacific/Japan. The companies also said they were streamlining Smartsheet procurement, billing and management through AWS Marketplace.
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For an organization already buying through AWS, Marketplace can provide a familiar procurement route and consolidated administration. The announcement does not establish that every Smartsheet edition, region, private offer or support plan is available there, so buyers should check the specific listing and contract terms.
Independent reader supportYour contribution helps us test, update, and keep practical guides available for everyone.Named relationships and what they signal
The reported relationships cover several channel functions rather than one universal reseller network:
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- Carahsoft and Climb Global Solutions: U.S. distribution and public-sector routes.
- Zones and SHI: large U.S. resellers.
- CDW: North American resale plus professional services.
- PwC UK: business-transformation work.
- NTT: a Japan relationship.
These examples do not prove that every named company offers the same Smartsheet products, geography or implementation package today. Verify current scope and contracting entity before selecting a partner.
Historical context
In a 2022 announcement, Smartsheet said the program recognized more than 800 global partners and that annual partner-led bookings had grown 59% over the three years since launch. That was a historical growth measure reported in 2022, not a current run rate or forecast.
What customers and partners should check before signing
- Whether the partner is authorized for the exact country, edition and customer segment involved.
- Who owns implementation delivery and escalation when Smartsheet specialists are subcontracted.
- Whether a quoted discount is a recurring contract term, an emerging-market concession or a one-time offer.
- How MDF is approved, documented and reimbursed.
- What Gainsight data the certified partner can view and how that access ends when the engagement ends.
- Whether AWS Marketplace billing changes taxes, renewal handling, private-offer mechanics or support responsibilities.
For partners, the redesign could reduce administrative friction and add more ways to monetize implementation and lifecycle services. For customers, the practical benefit depends on the individual partner’s regional coverage, certifications, delivery record and contract terms—not on program membership alone.
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