At Smartsheet, we know that managing a global partner ecosystem requires more than just great programs — it requires technology that enables partners to succeed. But like many organizations, we once faced the challenge of tech sprawl: too many disconnected tools across different teams, each serving a purpose, but collectively creating inefficiencies for both Smartsheet and our partners.
From sprawl to simplicity
Three years ago, our partner-facing technology environment was fragmented. Marketing used one tool, analytics another, enablement something else entirely. Partners often had to log into multiple systems, and our teams spent hours trying to pull information together — without a reliable way to measure impact.
“Trying to bring things together to accomplish straightforward tasks often required multiple teams and hours of effort, and we didn’t have reliable data to know if it delivered,” said Director of Global Partner Programs at Smartsheet, Rachael Travis.
This environment didn’t just affect our teams — it affected our partners, who needed a faster, simpler way to do business with Smartsheet.
Creating a unified partner hub
To solve this, Smartsheet reimagined its partner-facing technology, consolidating core systems into a unified platform. With Impartner, we created a hub where partners can register deals, access training, track performance, and collaborate on business planning — all in one place.
The focus was on ease of use and speed.
“Our focus was on creating an environment where partners can get in, do what they need to do, and get out — quickly and easily,” added Rachael Travis.
The value to partners
This transformation has delivered measurable value for our partners:
- Efficiency: No more switching between multiple systems
- Real-time insights: Business planning, compliance, and performance data are live and easy to access
- Higher engagement: Partner portal usage has exceeded industry benchmarks, with engagement rates reaching more than 70%
- Confidence in data: With a single source of truth, both Smartsheet and partners can make better business decisions
Looking ahead
The journey doesn’t stop here. Smartsheet continues to expand integrations with tools like Gainsight, providing even deeper insights into customer adoption and success. By building on a streamlined, data-driven foundation, we’re creating an environment where partners can focus less on managing tools and more on delivering outcomes.
The shift from tech sprawl to partner success is more than a technology upgrade — it’s a reflection of our commitment to building a partner experience that drives growth and long-term value.