Article · 8 min read

Freshworks leans on partner flywheel to unlock mid-market opportunity at scale

Kelly Knight · SiliconANGLE Free Advanced India

Freshworks' SVP of global channels on why the mid market is only reachable through partners, with a live example: one distribution partner selling through 6,000 plus resellers, growing over 40% year on year.

  • Freshworks' channel SVP argues mid-enterprise is 90 percent of the world's businesses and competitors all crowd the high end.
  • Climb Global Solutions grew Freshworks revenue over 40 percent year on year selling through 6,000-plus resellers and MSPs.
  • The motion is land on one urgent use case, then let partners earn the second, third and fourth by delivering validated outcomes.
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It answers 4 questions

  1. Marketplace revenue is growing but finance hates the platform fee. How do I make the case?
  2. How did Zoho and Freshworks build partner engines that carry real revenue out of India?
  3. How do the best operators partner with a company a hundred times their size without getting crushed?
  4. How do the best mid market SaaS companies use a partner flywheel instead of hiring more AEs?

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