Scott Strubel - Scaling Partner Revenue at Smartsheet

In this episode of Partnerships Unraveled, we sit down with Scott Strubel, Head of Americas Partner Organization at Smartsheet, to uncover the strategic playbook behind scaling partner-driven revenue in a rapidly evolving landscape. With decades of experience leading both direct and partner sales organizations at top tech companies, Scott shares how Smartsheet is transforming its channel strategy through distribution, marketplaces, and enablement.

Channel professionals will gain valuable insights into Scott’s five-pillar approach to expanding indirect revenue from reinvigorating demand generation and deal registration to aligning with hyperscalers like AWS and embedding practical AI into the partner motion. We also explore how Smartsheet’s partner portal and enablement engine are designed to reduce go-to-market friction while equipping partners for success in every region. Tune in to hear how to create scalable, AI-powered growth with the right channel infrastructure.

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