Analyst(s): Keith Kirkpatrick, Alex Smith
Publication Date: January 21, 2026
Smartsheet has announced significant enhancements to its Aligned Partner Program, aimed at increasing partner profitability and global reach in intelligent work management. This strategic move not only highlights Smartsheet’s commitment to its partners but also raises questions about the potential for market consolidation as partners vie for enhanced capabilities and support in a competitive landscape. Will this shift create a more unified partner ecosystem or deepen fragmentation among technology providers?
What is Covered in this Article:
- Smartsheet’s redesigned partner program emphasizes profitability and ease of access for partners.
- The introduction of new incentives suggests a competitive push to attract more partners in the market.
- A focus on global capabilities may signal an impending consolidation of vendor partnerships in the enterprise space.
- The upgraded quoting tool is poised to streamline operations, impacting the speed of deal cycles.
The News: Smartsheet’s late-2025 announcement of enhancements to its Aligned Partner Program aims to bolster partner engagement and profitability on a global scale. Key updates include improved deal registration margins, a new Global Partner Badge for multinational support, an upgraded System Integrator track for collaboration with Smartsheet’s Professional Services, and the introduction of a quoting tool that empowers partners to accelerate deal cycles.
With 123,000 customers and a presence in 85% of Fortune 500 companies, Smartsheet is positioning its partner ecosystem as pivotal to driving adoption of its intelligent work management platform, which integrates people, data, and AI. These enhancements come at a crucial time as enterprise customers increasingly demand rapid execution and governance in their projects.
Does Smartsheet’s Partner Program Transformation Signal Market Consolidation?
Analyst Take: The overhaul of Smartsheet’s partner program is indicative of a strategic pivot in the enterprise technology landscape, where agility and partner profitability are becoming paramount. As competition intensifies, this shift may catalyze significant changes in how vendors and partners interact, impacting the market dynamics.
Power Dynamics Shift
The evolution of Smartsheet’s partner program underscores a crucial shift in power dynamics within the enterprise software market. By prioritizing profitability and operational efficiency for partners, Smartsheet is effectively positioning itself as a leader willing to invest in the success of its ecosystem.
This move may compel competitors such as Monday.com and Asana to reevaluate their own partner strategies, potentially leading to consolidation as smaller vendors seek alliances with more established players to enhance their service offerings. The emphasis on global capabilities could also indicate a trend where larger vendors dominate through extensive partner networks capable of delivering comprehensive solutions across regions.
Execution Risks Ahead
While Smartsheet’s enhancements are comprehensive, several execution risks remain. According to Futurum’s Enterprise Data Survey, 78% of CIOs cite security and compliance as primary barriers to scaling new technology initiatives. The success of the Aligned Partner Program hinges not only on the incentives offered but also on the partners’ ability to effectively manage customer expectations around these critical issues. Should Smartsheet’s partners struggle to deliver on this front, the perceived value of the partnership and consequently, the platform’s adoption may suffer.
Market Fragmentation vs. Consolidation
The conventional wisdom suggests that enhancing partner programs leads to stronger vendor partnerships. However, Futurum’s analysis indicates a potential risk of increased fragmentation within the industry. Smaller partners may find it challenging to compete against larger, more capable partners who can leverage the new incentives for greater market advantage. This could result in a bifurcated market where only those with substantial resources can effectively engage with Smartsheet’s program, leaving smaller firms sidelined unless they adapt quickly.
Overall, powerful feature sets, AI, and functionality are table stakes, so vendors are increasingly looking to other ways to differentiate themselves and demonstrate value to customers. The implementation of an enhanced partner program bodes well for Smartsheet’s customers and prospects, as time-to-value remains a critical buying criterion and measure of ROI for enterprise buyers.
C-Level Support Is Critical
Futurum’s 2025 GTM Channel Decision Maker Survey underscores that 64% of partners view vendor partner programs as “extremely important” for accessing essential resources and support, validating Smartsheet’s efforts to revamp its program. Yet, true partnering must be championed from the C-suite down, establishing collaboration as a core organizational philosophy. Futurum data reveals the growing importance of multi-partner motions: 87% of respondents report frequent transactions through hyperscaler marketplaces, while 83% see value in engaging with systems integrators, distributors, and resellers to address customer needs. To be effective in such a diverse ecosystem, partner engagement must be driven not only by dedicated partner teams but by all branches within an organization. When C-level leaders prioritize and model this inclusive approach, they empower their teams to embrace a full spectrum of partner types, accelerating mutual growth and ensuring programs have meaningful, cross-functional impact.
What to Watch:
- Monitor partner adoption rates of the new program during Q1 2026 to gauge effectiveness.
- Track competitor responses from companies such as Monday.com and Asana regarding their partner strategies within six months.
- Evaluate customer satisfaction metrics related to partner-delivered solutions as they roll out in early 2026.
- Watch for market consolidation moves as smaller technology vendors may seek partnerships with larger players to stay competitive.
See the complete press release on the elevated partner program at Smartsheet’s website.
Disclosure: Futurum is a research and advisory firm that engages or has engaged in research, analysis, and advisory services with many technology companies, including those mentioned in this article. The author does not hold any equity positions with any company mentioned in this article.
Analysis and opinions expressed herein are specific to the analyst individually and data and other information that might have been provided for validation, not those of Futurum as a whole.
Other insights from Futurum:
CIO Take: Smartsheet’s Intelligent Work Management as a Strategic Execution Platform
Will Smartsheet’s Product Investments Address Work Management Challenges?
Unlocking the Total Economic Value of Smartsheet
Author Information
Keith Kirkpatrick is Research Director, Enterprise Software & Digital Workflows for The Futurum Group. Keith has over 25 years of experience in research, marketing, and consulting-based fields.
He has authored in-depth reports and market forecast studies covering artificial intelligence, biometrics, data analytics, robotics, high performance computing, and quantum computing, with a specific focus on the use of these technologies within large enterprise organizations and SMBs. He has also established strong working relationships with the international technology vendor community and is a frequent speaker at industry conferences and events.
In his career as a financial and technology journalist he has written for national and trade publications, including BusinessWeek, CNBC.com, Investment Dealers’ Digest, The Red Herring, The Communications of the ACM, and Mobile Computing & Communications, among others.
He is a member of the Association of Independent Information Professionals (AIIP).
Keith holds dual Bachelor of Arts degrees in Magazine Journalism and Sociology from Syracuse University.
Alex is Vice President & Practice Lead, Ecosystems, Channels, & Marketplaces at the Futurum Group. He is responsible for establishing and maintaining the Channels Research program as part of the overall Futurum GTM and Channels Practice. This includes overseeing the channel data rollout in the Futurum Intelligence Platform, primary research activities such as research boards and surveys, delivering thought-leading research reports, and advising clients on their indirect go-to-market strategies. Alex also supports the overall operations of the Futurum Research Business Unit, including P&L segmentation, sales and marketing alignment, and budget planning.
Prior to joining Futurum, Alex was VP of Channels & Enterprise Research at Canalys where he led a multi-million dollar research organization with more than 20 analysts. He played an integral role in helping the Canalys research organization migrate into Omdia after having been acquired in 2023. He is an accomplished research leader, as well as an expert in indirect go-to-market strategies. He has delivered numerous keynotes at partner-facing conferences.
Alex is based in Portland, Oregon, but has lived in numerous places, including California, Canada, Saudi Arabia, Thailand, and the UK. He has a Bachelor in Commerce and Finance Major from Dalhousie University, Halifax Canada.
