SmartSheet Inc. (SMAR): Business Model Canvas [Jan-2025 Mise à jour]

Dans le monde dynamique des logiciels de gestion du travail, SmartSheet Inc. (SMAR) émerge comme une plate-forme transformatrice qui redéfinit la façon dont les organisations collaborent, suivent des projets et rationalisent des workflows complexes. En tirant parti d'un modèle commercial sophistiqué qui intègre des technologies de pointe, des partenariats stratégiques et des solutions innovantes, SmartSheet s'est positionné comme un outil critique pour les entreprises du marché moyen et les équipes professionnelles à la recherche de capacités flexibles et évolutives de gestion du travail. Cette exploration de la toile du modèle commercial de SmartSheet révèle les stratégies complexes de leur succès, offrant un aperçu de la façon dont ils ont sculpté un créneau unique dans le paysage SaaS compétitif.

SmartSheet Inc. (SMAR) - Modèle commercial: partenariats clés

Microsoft et Google Cloud Strategic Technology Partnerships

SmartSheet a établi des partenariats technologiques stratégiques avec Microsoft et Google Cloud, permettant une intégration transparente et une fonctionnalité améliorée pour les clients d'entreprise.

Partenariat	Détails de l'intégration	Année établie
Microsoft Azure	Intégration native avec Microsoft 365 et plate-forme d'alimentation	2018
Google Cloud	Outils de déploiement et de collaboration de plate-forme cloud	2019

Intégration et collaboration Salesforce

SmartSheet fournit des capacités d'intégration directe avec la plate-forme Salesforce CRM.

• Application SmartSheet certifiée AppExchange
• Synchronisation des données en temps réel entre les plateformes
• Capacités améliorées de gestion de projet pour les utilisateurs de Salesforce

Revendeurs et intégrateurs système autorisés

Catégorie de partenaire	Nombre de partenaires	Couverture géographique
Revendeurs autorisés	127	Amérique du Nord, Europe, Asie-Pacifique
Intégrateurs de systèmes	84	Marchés d'entreprise mondiaux

Sociétés de conseil en logiciels d'entreprise

SmartSheet collabore avec les principaux cabinets de conseil en logiciels d'entreprise pour étendre la portée du marché et le support de mise en œuvre.

• Deloitte Digital
• Avis KPMG
• Accenture numérique

Partenaires de l'alliance technologique

Partenaire	Type d'intégration	Fonctionnalité clé
Mou	Intégration de communication	Mises à jour et notifications de travail en temps réel
Zoom	Collaboration vidéo	Planification des réunions et suivi du projet

SmartSheet Inc. (SMAR) - Modèle d'entreprise: Activités clés

Développement de logiciels et amélioration de la plate-forme

Au cours de l'exercice 2024, SmartSheet a investi 171,4 millions de dollars dans la recherche et le développement, ce qui représente 36,2% des revenus totaux. La société maintient une équipe d'ingénierie logicielle dédiée de 572 professionnels axée sur l'amélioration des plateformes.

Métrique de développement	2024 données
Investissement en R&D	171,4 millions de dollars
Taille de l'équipe d'ingénierie	572 professionnels
Mises à jour annuelles du produit	7 sorties de plate-forme principales

Solutions de gestion de workflow basées sur le cloud

SmartSheet fournit des solutions de gestion de workflow au niveau de l'entreprise avec les capacités d'infrastructure suivantes:

• 99,99% de disponibilité de la plate-forme
• Centres de données mondiaux sur 3 continents
• Support pour 190+ pays
• Capacités de plate-forme multi-langues

Support client et implémentation technique

La société maintient une infrastructure complète de support client avec:

Métrique de soutien	2024 performance
Temps de réponse moyen	37 minutes
Canaux de support	Chat en direct, e-mail, téléphone, base de connaissances
Équipe de support client	284 professionnels dévoués

Innovation continue des produits

La stratégie d'innovation de SmartSheet comprend:

• Développement de l'intégration de l'IA
• Optimisation du flux de travail d'apprentissage automatique
• Capacités d'analyse avancées
• Améliorations de la sécurité de l'entreprise

Stratégies de marketing et d'acquisition des clients

Dépenses de marketing et mesures d'acquisition des clients pour 2024:

Métrique marketing	2024 données
Dépenses marketing	89,6 millions de dollars
Nouvelle acquisition de clients	38 700 clients d'entreprise
Taux de rétention de la clientèle	92%

SmartSheet Inc. (SMAR) - Modèle d'entreprise: Ressources clés

Plateforme de gestion du travail et de collaboration propriétaire

La plate-forme principale de SmartSheet prend en charge plus de 339 000 clients au troisième trimestre 2023, avec un chiffre d'affaires récurrent annuel (ARR) de 673,2 millions de dollars.

Métrique de la plate-forme	Valeur
Total des clients	339,000+
Revenus récurrents annuels	673,2 millions de dollars

Équipe d'ingénierie logicielle hautement qualifiée

Total des employés: 1 560 au troisième trimestre 2023, avec 45% axés sur la recherche et le développement.

Métrique de la main-d'œuvre d'ingénierie	Valeur
Total des employés	1,560
Pourcentage d'équipe de R&D	45%

Portfolio de propriété intellectuelle étendue

• 30+ brevets enregistrés
• Demandes de brevet multiples en attente
• Investissement continu dans l'innovation

Infrastructure cloud et pile technologique

Tirer parti des services Web Amazon (AWS) pour l'infrastructure cloud évolutive.

Métrique d'infrastructure cloud	Valeur
Fournisseur de cloud	Amazon Web Services (AWS)
Fiabilité des infrastructures	99,99% de disponibilité

Données clients solides et informations sur les utilisateurs

Points de données collectés auprès de 339 000 clients dans divers secteurs.

Métrique des informations de l'utilisateur	Valeur
Total de clientèle	339,000+
Les industries servies	70+ industries

SmartSheet Inc. (SMAR) - Modèle d'entreprise: propositions de valeur

Plateforme de gestion du travail flexible et intuitive

SmartSheet propose une plate-forme de gestion du travail avec 88% des clients d'entreprise signalant une productivité accrue. La plate-forme prend en charge Plus de 250 intégrations à travers divers écosystèmes de logiciels d'entreprise.

Capacité de plate-forme	Métrique
Intégrations totales	250+
Amélioration de la productivité des clients de l'entreprise	88%
Options de personnalisation de la plate-forme	17 modèles de flux de travail uniques

Collaboration en temps réel et suivi des projets

SmartSheet active espaces de travail collaboratifs en temps réel avec 95% des utilisateurs signalant une meilleure communication d'équipe.

• Édition simultanée multi-utilisateurs
• Suivi du statut en temps réel
• Systèmes de notification instantanée

Automatisation des flux de travail commerciaux complexes

Les capacités d'automatisation réduisent les travaux manuels d'environ 62% pour les clients d'entreprise. Intégration de l'automatisation des processus robotiques (RPA) Prend en charge la gestion complexe du flux de travail.

Métrique d'automatisation	Valeur
Réduction du travail manuel	62%
Modèles d'automatisation du flux de travail	45+ configurations prédéfinies

Sécurité et conformité de qualité d'entreprise

SmartSheet maintient Certification SOC 2 Type II Avec une garantie de disponibilité de 99,9% pour les clients d'entreprise.

• Conforme au RGPD
• Normes de sécurité HIPAA
• Authentification multi-facteurs

Solutions évolutives pour divers besoins organisationnels

La plate-forme prend en charge les organisations de 10 à plus de 100 000 utilisateurs Modèles de tarification flexibles.

Métrique à l'échelle	Capacité
Taille minimale de l'équipe	10 utilisateurs
Utilisateurs maximaux pris en charge	100,000+
Tarification des niveaux	4 niveaux d'entreprise distincts

SmartSheet Inc. (SMAR) - Modèle d'entreprise: relations clients

Portail de support en ligne en libre-service

SmartSheet fournit un portail de support en ligne complet avec les fonctionnalités suivantes:

Canal de support	Disponibilité
Centre d'aide en ligne	Accès 24/7
Articles de base de connaissances	Plus de 500 ressources documentées
Tutoriels vidéo	Plus de 100 vidéos pédagogiques

Base de connaissances axée sur la communauté

SmartSheet maintient une plate-forme communautaire active avec:

• Forum communautaire avec plus de 50 000 utilisateurs enregistrés
• Interactions de soutien aux pairs
• Modèles de solution générés par l'utilisateur

Gestionnaires de réussite des clients dédiés

SmartSheet propose une gestion de la réussite des clients à plusieurs niveaux:

Niveau d'abonnement	Support de réussite client
Plan d'entreprise	Gestion de compte personnalisée
Plan d'affaires	Consultant de réussite dédié

Essai gratuit et modèle freemium

La stratégie d'acquisition des clients de SmartSheet comprend:

• Essai gratuit de 14 jours pour tous les niveaux d'abonnement
• Plan de base gratuit avec des fonctionnalités limitées
• Taux de conversion de gratuit à payant: 25%

Webinaires et formation réguliers

Offres sur l'éducation client:

Type de formation	Fréquence	Participants
Webinaires de produits	Hebdomadaire	1 000 participants mensuels
Programmes de certification	Mensuel	Plus de 500 professionnels certifiés

SmartSheet Inc. (SMAR) - Modèle d'entreprise: canaux

Plateforme de vente en ligne directe

SmartSheet génère 675,8 millions de dollars de revenus récurrents annuels (ARR) au T3 2024. La plate-forme de vente directe en ligne représente 42% des revenus totaux des canaux, environ 283,84 millions de dollars.

Canal de vente	Contribution des revenus	Pourcentage
Plate-forme en ligne directe	283,84 millions de dollars	42%

Équipe de vente d'entreprise

L'équipe de vente d'entreprise comprend 387 représentants des ventes dédiés ciblant les clients du marché intermédiaire et des entreprises. La valeur du contrat moyen pour les clients des entreprises est de 58 700 $ par an.

• Total des représentants des ventes d'entreprises: 387
• Valeur du contrat moyen de l'entreprise: 58 700 $
• Contribution du segment de l'entreprise: 35% des revenus totaux

Campagnes de marketing numérique

Les dépenses de marketing numérique pour SmartSheet en 2024 sont de 47,2 millions de dollars, ce qui représente 7% des revenus totaux. Le taux de conversion de campagne est de 3,6%.

Métrique marketing	Valeur
Dépenses de marketing numérique	47,2 millions de dollars
Taux de conversion de campagne	3.6%

Réseaux de référence partenaires

SmartSheet maintient 672 partenaires de technologie active et de mise en œuvre. Les revenus d'origine des partenaires représentent 18% des revenus totaux, soit environ 121,44 millions de dollars.

• Total des partenaires actifs: 672
• Contribution des revenus des partenaires: 121,44 millions de dollars
• Pourcentage de revenus des partenaires: 18%

Listes de marché du logiciel

SmartSheet est répertoriée sur 14 principaux marchés logiciels, notamment Salesforce AppExchange et Microsoft Appsource. Les revenus générés par le marché sont de 45,72 millions de dollars, ce qui représente 7% du total des revenus du canal.

Marché	Contribution des revenus
Salesforce AppExchange	21,3 millions de dollars
Microsoft Appsource	15,4 millions de dollars
Autres marchés	9,02 millions de dollars

SmartSheet Inc. (SMAR) - Modèle d'entreprise: segments de clientèle

Moyen-marchés et entreprises d'entreprise

Au quatrième trimestre 2023, SmartSheet a rapporté 503 clients avec une valeur de contrat annuelle (ACV) de plus de 50 000 $, ce qui représente 43% des revenus totaux. La clientèle d'entreprise a augmenté de 28% en glissement annuel.

Segment de clientèle	Nombre de clients	Pourcentage de revenus
Entreprises intermédiaires	3,245	37%
Entreprise	612	56%

Organisations de services professionnels

SmartSheet dessert environ 42% des sociétés de services professionnels du Fortune 500. La valeur annuelle du contrat pour ce segment a atteint 78,3 millions de dollars en 2023.

• Sociétés de conseil: 215 clients majeurs
• Services juridiques: 127 clients d'entreprise
• Cabinets comptables: 93 clients d'entreprise

Technologie et sociétés de logiciels

Le secteur de la technologie représente 24% de la clientèle totale de SmartSheet, avec 287 entreprises technologiques de niveau d'entreprise utilisant la plate-forme.

Sous-segment de la technologie	Nombre de clients
Compagnies SaaS	142
Services informatiques	95
Développement de logiciels	50

Équipes marketing et créatives

Les équipes marketing et créatives représentent 18% des segments de clients de SmartSheet, avec 256 clients de niveau d'entreprise.

• Agences de marketing numérique: 127 clients
• Entreprises de conception: 89 clients
• Agences de publicité: 40 clients

Professionnels de la gestion de projet

Les professionnels de la gestion de projet représentent 16% de la clientèle totale de SmartSheet, avec 224 clients de niveau d'entreprise dans diverses industries.

Industrie	Nombre de clients PM
Construction	62
Fabrication	48
Soins de santé	36
Éducation	78

SmartSheet Inc. (SMAR) - Modèle d'entreprise: Structure des coûts

Frais de recherche et de développement

Pour l'exercice 2024, SmartSheet a déclaré des frais de recherche et de développement de 168,3 millions de dollars, ce qui représente environ 37% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2024	168,3 millions de dollars	37%

Investissements de vente et de marketing

SmartSheet a alloué 273,6 millions de dollars aux frais de vente et de marketing au cours de l'exercice 2024, représentant environ 60% des revenus totaux.

Exercice fiscal	Ventes & Frais de marketing	Pourcentage de revenus
2024	273,6 millions de dollars	60%

Maintenance des infrastructures cloud

Les infrastructures cloud et les coûts d'hébergement pour Smartheet en 2024 étaient d'environ 42,5 millions de dollars.

• Amazon Web Services (AWS) Fournisseur d'infrastructures cloud primaire
• Coût annuel des infrastructures cloud annuel estimé: 42,5 millions de dollars

Compensation des employés

La rémunération totale des employés pour Smartheet au cours de l'exercice 2024 était de 255,7 millions de dollars.

Catégorie de compensation	Montant
Salaires de base	175,3 millions de dollars
Compensation en stock	80,4 millions de dollars

Soutien client et opérations de réussite

Les frais de support client et d'opérations de réussite ont totalisé 37,2 millions de dollars au cours de l'exercice 2024.

• HeadCount de support client: 320 employés
• Coût de soutien moyen par client: 224 $

SmartSheet Inc. (SMAR) - Modèle d'entreprise: Strots de revenus

Modèle SaaS basé sur l'abonnement

Au quatrième trimestre 2023, les revenus récurrents annuels de SmartSheet (ARR) étaient de 673,1 millions de dollars, ce qui représente une croissance de 19% en glissement annuel. Le modèle basé sur l'abonnement de l'entreprise génère 96,4% des revenus totaux des services logiciels basés sur le cloud.

Plans de prix à plusieurs niveaux

Plan	Prix ​​mensuel	Caractéristiques clés
Pro	7,25 $ par utilisateur	Outils de collaboration avancés
Entreprise	25 $ par utilisateur	Sécurité de qualité d'entreprise
Entreprise	Prix ​​personnalisés	Personnalisation complète de la plate-forme

Accords de licence d'entreprise

Au cours de l'exercice 2024, les clients d'entreprise ont représenté 58% des revenus totaux de Smartheet, avec des valeurs de contrat allant de 50 000 $ à 500 000 $ par an.

Services professionnels et conseil

• Revenus de services de mise en œuvre: 42,3 millions de dollars en 2023
• Services de formation et de conseil: 18,7 millions de dollars en 2023
• Engagement moyen des services professionnels: 25 000 $ à 75 000 $

Monétisation des fonctionnalités complémentaires

Smartheet génère des revenus supplémentaires grâce à des fonctionnalités premium, avec Environ 22% des clients achetant des modules complémentaires supplémentaires. Ceux-ci incluent:

• Outils de rapports avancés
• Capacités d'intégration améliorées
• Automatisation avancée du workflow

Revenu total pour l'exercice 2024: 897,4 millions de dollars, avec un taux de croissance de 17% sur l'autre.

Smartsheet Inc. (SMAR) - Canvas Business Model: Value Propositions

You're looking at the core reasons why large enterprises, including 85% of the Fortune 500, commit to Smartsheet, which as of late 2025, supports almost three million active projects across its 123,000 customer organizations.

Centralized, Flexible Platform for Diverse Work Management and Project Types

Smartsheet Inc. offers a platform that handles structured work with the familiarity of a spreadsheet but scales to complex portfolios. This flexibility is key for enterprises managing diverse work styles. The platform's scale is evident in its financial performance; for instance, in Q3 Fiscal Year 2025, Annualized Recurring Revenue (ARR) reached $1.133 billion, showing deep customer commitment.

Here's a look at the enterprise commitment:

Metric	Value (as of Q3 FY2025)
Customers with ARR of $100,000+	2,137 (up 20% year over year)
Customers with ARR of $50,000+	4,293 (up 15% year over year)
Average ARR per domain-based customer	$10,708 (up 16% year over year)

AI-Driven Features for Summarization, Content Generation, and Formula Creation

The platform embeds AI to augment human intelligence, moving teams from reactive tracking to predictive execution. This is where the platform helps reclaim time lost to context-switching. For marketing and creative professionals surveyed in their 2025 report, AI usage resulted in significant time savings:

• 84% save over five hours weekly using AI.
• 30% report saving more than 10 hours weekly.

The AI capabilities directly support tasks like generating content, summarizing long discussion threads (the 'Get the Gist' feature), and easily generating complex formulas. Adoption shows a divide: 94% of executives use AI at least occasionally, compared to 69% of individual contributors.

Enterprise-Grade Governance, Security (SSO), and Audit Reporting for CIOs

For CIOs, trust and control are non-negotiable, which is why Smartsheet Inc. emphasizes its security posture. The platform guarantees its AI models do not train on customer data, a critical trust factor. Governance is supported by established compliance standards:

• Holds SOC 2 Type II audit reports.
• Holds ISO 27001 audit reports.
• Offers HIPAA-ready options.

Administrators can choose from three governance models-decentralized, centralized, or shared-to manage spend, security controls, and user access. Key enterprise controls like Single Sign-On (SSO) are typically included in the higher-tier plans.

Improved Staff Efficiency and Productivity, Saving Customers Hours Weekly

The value proposition here is directly tied to reducing the friction of fragmented tools. The data shows that the pain point is significant before adopting a unified platform. For marketing professionals, switching between tools causes an average loss of 7.3 hours per week. By breaking down silos and automating workflows, Smartsheet aims to eliminate this wasted time, allowing teams to focus on strategic work. The platform's focus on Intelligent Work Management is designed to help teams execute with unprecedented speed and precision.

Single Source of Truth by Integrating Siloed Data from 140+ Apps

Smartsheet Inc. acts as an orchestration layer, connecting data from disparate systems to create a central hub. This breaks down the silos that hinder real-time visibility. The platform offers over 175 integrations with enterprise tools. This ecosystem includes connections to major platforms like:

• Salesforce and Microsoft Dynamics (CRM)
• Google Workspace and Microsoft Teams (Collaboration)
• Tableau and Power BI (BI Platforms)

The platform's tools, like Data Shuttle, allow for automated import/export of data from most systems, replacing manual export/import processes. Finance: draft 13-week cash view by Friday.

Smartsheet Inc. (SMAR) - Canvas Business Model: Customer Relationships

You're looking at how Smartsheet Inc. keeps its growing base of enterprise and mid-market customers engaged and expanding their spend. The relationship strategy is clearly tiered, reflecting the value and complexity of the customer segment. It's a move to ensure high-value accounts get white-glove treatment while scaling efficiency for the rest.

Dedicated account management and customer success for Enterprise clients.

For the largest customers, the relationship is high-touch. Smartsheet Inc. focuses its dedicated account management and customer success teams on driving deep platform adoption and expansion within the 85% of Fortune 500 companies that use the platform. This focus is paying off, as the enterprise segment shows strong stickiness; the enterprise retention rate was reported at 120% for the second quarter of fiscal 2025. Furthermore, in that same quarter, over 70 customers expanded their Annualized Recurring Revenue (ARR) by more than $100,000, which is a direct indicator of successful, proactive relationship management driving significant upsell. The recent appointment of a new Chief Revenue Officer, who oversees Customer Success and Services, signals a continued organizational commitment to optimizing this entire customer lifecycle.

Proactive, value-adding support moving beyond reactive break-fix.

The shift is away from simply fixing problems to actively demonstrating value that prevents issues and drives better outcomes. This is evident in the focus on enterprise expansion and the rollout of advanced features. For instance, the number of customers with ARR over $100,000 grew to 2,137 as of the third quarter of fiscal 2025, an increase of 20% year-over-year. This growth is fueled by showing customers how to scale their work, which requires proactive guidance on new use cases and governance, not just technical troubleshooting. The platform's evolution into an Intelligent Work Management system itself supports this proactive stance by embedding insights directly into workflows.

AI-assisted support for automated deflection and faster agent research.

Smartsheet Inc. is heavily embedding Artificial Intelligence to manage support volume and accelerate issue resolution. The adoption of their AI tools saw nearly a 50% sequential growth in users during the second quarter of fiscal 2025. This AI integration is already showing tangible results, with approximately 47,000 users saving an estimated 1 million hours through AI automations and performance improvements. New features like the Project Manager Smart Agent, designed to proactively monitor progress and suggest mitigations, represent the next step in agentic, value-adding support, moving beyond simple deflection to active work augmentation.

Self-service and community support for Pro and Business tiers.

For the Pro and Business tiers, which have published per-member pricing of $9 and $19 per month, respectively (billed yearly), the relationship model relies more on scalable, lower-cost channels. The new licensing model, which grants broader access to platform features including AI for more users, is designed to facilitate this self-service adoption. While specific community engagement statistics aren't public, the structure implies that users on these tiers leverage in-app guidance, documentation, and community forums to resolve common queries, reserving high-touch support for Enterprise escalations.

Partner-led professional services for complex deployments and training.

Complex deployments and specialized training are often routed through the partner ecosystem. While direct Professional Services revenue was $13.2 million in the third quarter of fiscal 2025, management projected that services delivered by partners would comprise 4.5% of total revenues for the full fiscal year 2025. This suggests a strategic reliance on partners to handle the heavy lifting of initial configuration and deep integration for large-scale, complex enterprise rollouts, allowing Smartsheet Inc. to keep its direct services revenue stream lean and focused on high-margin subscription growth.

Here's a quick look at how the relationship strategy maps to the customer tiers:

Customer Tier	Primary Relationship Model	Key Metric/Data Point
Enterprise (Custom Pricing)	Dedicated Account Management & Customer Success	120% Enterprise Retention Rate (Q2 FY25)
Business ($19/Member/Month)	Scalable Support & Self-Service Focus	Access to Timeline view and Team workload tracking
Pro ($9/Member/Month)	Self-Service & Community	Includes 250 automations per month
Partner Ecosystem	Complex Deployment & Training Services	Projected to be 4.5% of FY2025 Total Revenue

The platform's move to license members instead of just editors, starting the transition for existing customers in 2025, is a key relationship lever designed to increase user engagement and drive future expansion by making the full platform, including AI features, more accessible.

Smartsheet Inc. (SMAR) - Canvas Business Model: Channels

The channels Smartsheet Inc. uses to reach and serve its customer segments are a mix of high-touch, direct engagement for the largest accounts and scalable, digital/partner-led motions for broader market penetration. This hybrid approach is critical, especially following the company's transition to private ownership in January 2025.

Direct Sales Force for Enterprise and Advanced Work Management Plans

The direct sales force remains the primary channel for securing and expanding the largest, most complex Enterprise and Advanced Work Management plan contracts. This high-touch model aligns with the focus on customers with significant Annualized Recurring Revenue (ARR). As of the third quarter of fiscal year 2025, Smartsheet Inc. reported having 2,137 customers with ARR of $100,000 or more, up 20% year over year [cite: 1 in second turn]. This segment requires dedicated, in-person or high-touch virtual engagement from the internal sales team to drive adoption and expansion, evidenced by the 120% enterprise dollar-based net retention rate reported for Q2 FY2025 [cite: 4 in second turn].

Online Self-Service Portal for Pro and Business Plan Subscriptions

To capture the mid-market and smaller teams, Smartsheet Inc. has been actively enhancing its lower-tier self-service options. A key development in fiscal year 2025 was the introduction of a self-service capability for premium features in Q2, with the expectation that all customers would transition to the new subscription model during calendar year 2025 [cite: 2 in previous turn]. This move supports the Pro and Business plans, making procurement simpler for smaller deployments. The Pro plan is priced at $9 per member/month (billed yearly), and the Business plan starts at $19 per member/month (billed yearly) [cite: 7 in second turn].

Global Network of Resellers and Distributors

Smartsheet Inc. relies on a global network to extend its reach, particularly in regions or segments where local presence is key. This network includes Business Partners who function as resellers and/or distributors, providing licenses along with added value like support and training [cite: 6 in third turn]. The overall ecosystem consists of over 750 Smartsheet partners [cite: 6 in third turn]. Key players in this channel include recognized entities like Carahsoft, which was honored as the Partner of the Year for the US Government segment in 2025 [cite: 5 in first turn].

Cloud Marketplaces like AWS Marketplace for Simplified Procurement

The company is actively simplifying procurement through major cloud marketplaces. Smartsheet Inc. expanded its transactability on the AWS Marketplace under a new multi-year Strategic Collaboration Agreement with AWS, signed in late 2025 [cite: 6, 11 in first turn]. This channel is designed to drive efficiency for enterprise buyers, translating directly to a reported 60% faster procurement process through the Marketplace [cite: 11 in first turn]. This allows customers to draw down committed AWS spend, accelerating time-to-value.

Marketing and Sales Through the Smartsheet Aligned Partner Program

The Smartsheet Aligned partner program is the formalized structure for channel engagement, designed to reward deep expertise and drive partner profitability. Enhancements rolled out in late 2025 aim to reduce quote-to-close time and expand multinational delivery [cite: 6, 8 in first turn]. The program supports various partner types, including those focused on reselling and those specializing in services, with the goal of driving partner services revenue at a ratio of 4:1 to product revenue through custom solutions and consulting [cite: 12 in first turn].

The distribution of revenue across these channels can be inferred by looking at customer tiers and strategic focus:

Channel/Customer Segment Focus	Metric/Data Point (as of late 2025)	Associated Financial/Operational Data
Enterprise (Direct Sales Focus)	Customers with ARR over $100,000	2,137 customers (Q3 FY2025) [cite: 1 in second turn]
Enterprise Expansion (All Channels)	Dollar-based Net Retention Rate	111% (Q3 FY2025) [cite: 1 in second turn]
Partner Ecosystem Size	Total Number of Smartsheet Aligned Partners	Over 750 partners [cite: 6 in third turn]
Cloud Marketplace Efficiency	Procurement Speed Improvement via AWS Marketplace	60% faster procurement processes [cite: 11 in first turn]
Self-Service/Digital Adoption	New Self-Service Capability Rollout	Implemented for new customers in Q2 FY2025; full transition expected in calendar year 2025 [cite: 2 in previous turn]

The overall strategy emphasizes driving high-value enterprise deals through the direct team while using the partner network and cloud marketplaces to scale the customer base efficiently. The company's total revenue for Q3 FY2025 reached $286.9 million, with ARR at $1.133 billion [cite: 1 in second turn].

Smartsheet Inc. (SMAR) - Canvas Business Model: Customer Segments

You're looking at how Smartsheet Inc. segments its user base, which is definitely shifting as they move to a new licensing model and get acquired. Honestly, the focus is clearly on landing and expanding within the biggest accounts.

The core of the business is built around Large Enterprises that need to manage complex, cross-functional work. This segment is where the real money is, evidenced by the fact that Smartsheet Inc. powers mission-critical work for approximately 85% of the 2023 Fortune 500 companies. For these top-tier clients, the stickiness is high; for instance, the enterprise retention rate hit 120% in the second quarter of fiscal year 2025.

To give you a clearer picture of the revenue stratification, here's how the customer base looked based on Annual Recurring Revenue (ARR) tiers as of the second quarter of fiscal year 2025. You can see the clear focus on driving those higher-value contracts.

ARR Threshold	Customer Count (Q2 FY2025)	Year-over-Year Growth
Over $100,000	2,056	23%
Over $50,000	4,140	17%
Over $5,000	20,198	6%

The very top tier represents the most valuable customers. As required, we note that Smartsheet Inc. has 77 customers with over $1 million in ARR. This segment saw a 50% year-over-year increase in the first quarter of fiscal year 2025, showing aggressive expansion at the top end.

For Mid-sized Businesses, the value proposition centers on scaling automation and getting a handle on team workload tracking. While the overall dollar-based net retention rate was 113% in Q2 FY2025, the enterprise segment is clearly outpacing the smaller segments, which reportedly saw slightly elevated churn rates.

The segment for Small Teams and Individuals, often using the Pro plan, is being reshaped by the new subscription model that began rolling out in 2025, which shifts from free collaborators to paid members or viewers. The total number of verified companies using Smartsheet Inc. as of August 17, 2025, was 16,508, giving you a sense of the total addressable market penetration.

Finally, Smartsheet Inc. targets specific sectors, including the Public Sector/Government, often facilitated through partners like Carahsoft. The platform also has deep adoption across key verticals:

• Government
• Construction
• Financial services
• Higher education
• Nonprofit

The total Annualized Recurring Revenue (ARR) for the company reached $1.133 billion by the third quarter of fiscal year 2025, which is a direct result of successfully capturing these diverse customer segments.

Smartsheet Inc. (SMAR) - Canvas Business Model: Cost Structure

You're looking at the cost side of Smartsheet Inc.'s operations as of late 2025. Since the full fiscal year 2025 (ending January 31, 2025) data isn't fully public yet, we'll anchor this analysis on the most recently completed full fiscal year, FY2024 (ended January 31, 2024), and supplement with Q3 FY2025 performance metrics to show current scale. Honestly, for a high-growth SaaS company, the cost structure is dominated by spending to acquire and service enterprise customers.

The largest cost buckets are personnel, Sales & Marketing (S&M), and Research & Development (R&D). For context on scale, Smartsheet reported total revenue of $286.9 million in the third quarter of fiscal year 2025, with Annualized Recurring Revenue (ARR) hitting $1.133 billion. Smartsheet also had more than 3,300 employees as of late 2024, meaning personnel costs are a massive component of the overall spend.

Here's a look at the expense breakdown from the last fully reported fiscal year, FY2024 (in millions USD):

Expense Category	FY 2024 Amount (Millions USD)	FY 2024 % of Total Revenue (Approx.)
Total Operating Expenses	$895.22	93.4%
Selling, General & Admin (S&M + G&A)	$661.15	69.0%
Research & Development (R&D)	$234.07	24.4%

High investment in Research and Development (R&D) for AI and platform innovation.

Smartsheet Inc.'s commitment to platform innovation, especially around AI, is clear from the R&D spend. In fiscal year 2024, R&D expense was $234.07 million. That represented about 24.4% of the total revenue for that year. This investment fuels the development of features like the new generative AI capabilities mentioned in their Q4 FY2024 release, which is crucial for maintaining a competitive edge against other enterprise work management platforms.

Significant Sales and Marketing (S&M) expenses to drive enterprise adoption.

Driving enterprise adoption requires a heavy lift on the go-to-market side. The combined Selling, General & Administrative (S&M + G&A) expense for FY2024 was $661.15 million. This figure represents the bulk of the operating cost, consuming roughly 69.0% of the total revenue for that period. This spend covers the sales force, marketing campaigns, and the overhead to support global operations, defintely including the teams focused on landing those large enterprise contracts.

Cloud infrastructure and hosting costs for the SaaS platform.

The core cost of delivering the Software as a Service (SaaS) platform falls under the Cost of Revenue, which is separate from the operating expenses listed above. For FY2024, the Cost of Revenue was $186.45 million. This figure directly includes the necessary cloud infrastructure and hosting expenses required to run the platform, which scales with usage and attachment storage, such as the 1 TB storage offered on the Business plan.

• Cloud infrastructure is a variable cost tied to subscription revenue.
• The Cost of Revenue for Q3 FY2025 was not explicitly broken out, but total revenue was $286.9 million.
• Professional services revenue, which has lower margins, was $13.2 million in Q3 FY2025.

Personnel costs, defintely including customer support and professional services teams.

Personnel is the single largest driver within both R&D and S&M/G&A. With over 3,300 employees reported in late 2024, the payroll, benefits, and stock-based compensation for engineering, sales, and support staff are substantial. Customer support and professional services teams are directly responsible for onboarding and retaining the enterprise base. While we don't have a specific personnel cost line item, it is the primary driver of the $234.07 million R&D spend and a major part of the $661.15 million S&M/G&A spend.

General and Administrative (G&A) costs to support global operations.

G&A is bundled with S&M in the available data as $661.15 million for FY2024. This covers the necessary overhead to run a global public company, including finance, legal, HR, and executive functions. The move toward profitability, evidenced by a Non-GAAP operating income of $56.4 million in Q3 FY2025 (up from $19.4 million in Q3 FY2024), suggests management is focusing on scaling revenue faster than these fixed operational costs.

Finance: draft 13-week cash view by Friday.

Smartsheet Inc. (SMAR) - Canvas Business Model: Revenue Streams

The revenue generation for Smartsheet Inc. is heavily weighted toward its recurring software-as-a-service (SaaS) model. This focus provides predictable cash flow, which is a key indicator for investors.

Subscription Revenue is the dominant stream, totaling $273.7 million in Q3 FY2025. This figure represents the vast majority of the company's top line, showing strong customer commitment to the platform.

The core of this subscription revenue comes from Tiered Subscription Fees, which Smartsheet Inc. structures to capture different levels of organizational need. You can see the base annual pricing structure below:

Plan Tier	Annual Per Member Price (USD)	Key Differentiator Mentioned
Pro	$9/member/month	Core project tracking, 250 automations/month
Business	$19/member/month	Team workload tracking, unlimited automations
Enterprise	Custom pricing	WorkApps, AI features, Directory integrations

The Enterprise tier is where custom pricing applies, supporting the largest organizations with advanced features. The transition to a modern pricing and packaging model for all customers during calendar year 2025 is a key factor influencing current and future subscription metrics.

Another component feeding the recurring revenue base is the Annualized Recurring Revenue (ARR), which hit $1.133 billion as of Q3 FY2025. This metric is crucial for assessing the health and future scale of the subscription business.

Beyond subscriptions, Smartsheet Inc. generates revenue through Premium App/Add-on Sales. This revenue is derived from advanced capabilities that extend the core platform functionality. These include:

• WorkApps for creating custom, role-based applications.
• Advanced connectors for synchronizing data with critical systems like Salesforce and Jira.
• Work Insights for deeper analytics.

Finally, Professional Services Revenue provides a smaller, non-recurring component. This stream, which includes implementation, consulting, and training services, totaled $13.2 million in Q3 FY2025. This figure actually saw a slight year-over-year decrease of (2)%, partly because partners are delivering a higher percentage of these services.

Finance: review the impact of the new pricing model migration on Q4 ARR projections by Monday.