Kuntal Vahalia
SVP of Channels, Alliances and Sales, Freshworks
“Freshworks has a strong Partner and Channels DNA. Every account executive at Freshworks is equipped to work with them seamlessly. Once a partner registers an active opportunity, it gets deal protection, and Freshworks or other partners do not compete with the partner for the duration of that registration. Approved partner-sourced opportunities that meet a $5K ARR minimum automatically qualify for elevated deal registration discounts, so the effort of originating a deal is rewarded. We put dedicated resources behind the partner to close the registered deal. Rules of engagement, papering and subcontracting guidelines are written down, so partners and our internal teams know their roles. The portal shows pipeline, commissions and deal status, tier criteria are transparent, and dedicated channel managers handle disputes.
CHANNEL STRATEGY FOR 2027
In FY27, our channel strategy transitions from ecosystem expansion to ecosystem optimization. We are focused on driving deeper alignment, accelerating enterprise capabilities, and capturing new market segments through a highly curated, partner-led approach.
• Diversified Routes-to-Market: Formalizing SI and GSI models to co-deliver complex enterprise transformations.
• Rationalized Ecosystem: Right-sizing our partner mix to focus resources and incentives on highly committed, top-performing partners.
• AI Solution Partners: Cultivating specialized experts to drive advanced AI adoption and build out complex customer use cases.
• Elevated Enablement: Upgrading technical training and certifications to ensure partners are as proficient as our internal teams.
• Joint Marketing & GTM: Increasing investments in co-selling, MDF, and aligned sales campaigns to accelerate mutual pipeline.
• Frictionless Program Design: Simplifying partner operations to remove friction and clearly drive predictable, mutual profitability.
• Partner-Led Emerging Markets: Leveraging the local expertise and agility of regional partners to scale efficiently in high-growth geographies.”
