{"id":70602,"date":"2026-10-26T13:01:09","date_gmt":"2026-10-26T12:01:09","guid":{"rendered":"https:\/\/techma.bakertilly.es\/?post_type=informes&#038;p=70602"},"modified":"2026-10-26T13:05:54","modified_gmt":"2026-10-26T12:05:54","slug":"freshworks-partner-market-report-2026","status":"publish","type":"informes","link":"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/","title":{"rendered":"Freshworks Partner Market Report"},"content":{"rendered":"<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-8f761849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\">\n<div class=\"wp-block-pdfemb-pdf-embedder-viewer\"><a href=\"https:\/\/techma.bakertilly.es\/wp-content\/uploads\/2026\/10\/MarketResearch_Freshworks_Preview.pdf\" class=\"pdfemb-viewer\" style=\"\" data-width=\"max\" data-height=\"max\" data-toolbar=\"top\" data-toolbar-fixed=\"on\">MarketResearch_Freshworks_Preview<\/a><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\">\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_89 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title ez-toc-toggle\" style=\"cursor:pointer\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Contents\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #ffffff;color:#ffffff\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #ffffff;color:#ffffff\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Mercado_de_partenrs_de_Freshworks_en_2026\" >Freshworks Partner Marketplace in 2026<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Mercado_de_partners_de_Freshworks_en_2026\" >Freshworks\u2019 Partner Market in 2026<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Que_incluye_el_mercado_de_partners_de_Freshworks\" >What is included in the Freshworks Partner Marketplace?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Seis_tendencias_que_estan_redefiniendo_el_mercado_de_partners_de_Freshworks\" >Six trends that are redefining the Freshworks partner market<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Un_canal_relanzado_en_fase_de_multitud\" >A relaunched channel in its crowd-sourcing phase<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Uno_de_los_pocos_canales_cuya_poblacion_de_partners_crece\" >One of the few channels whose partner base is growing<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#El_mix_de_ingresos_es_el_unico_diferenciador\" >The revenue mix is the only distinguishing factor<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Clientes_sensibles_al_precio_y_con_bajos_costes_de_cambio\" >Price-sensitive customers with low switching costs<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Un_canal_liderado_por_la_geografia\" >A channel shaped by geography<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Mas_margen_de_negociacion_con_el_fabricante\" >Greater room for negotiation with the manufacturer<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Adquisiciones_de_partners_de_Freshworks\" >Adquisiciones de partners de Freshworks<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Operaciones_de_referencia_para_valorar_un_partner_de_Freshworks\" >Key steps for evaluating a Freshworks partner<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Transacciones_comparables_en_otros_ecosistemas\" >Comparable transactions in other ecosystems<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Multiplos_por_eslabon_de_la_cadena_de_valor\" >Multiples per link in the value chain<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Prevision_del_mercado_de_partners_de_Freshworks\" >Freshworks Partner Market Forecast<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Que_significa_para_fundadores_y_compradores_de_un_partner_de_Freshworks\" >What does a Freshworks partner mean for founders and buyers?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Market_Research_del_sector_partners_de_Freshworks\" >Market Research on Freshworks\u2019 partner sector<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#Preguntas_frecuentes_sobre_el_M_A_en_partners_de_Freshworks\" >Frequently asked questions about M&amp;A amongst Freshworks partners<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#%C2%BFCuantos_partners_tiene_Freshworks\" >How many partners does Freshworks have?+<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-20\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#%C2%BFSe_han_vendido_empresas_partner_de_Freshworks\" >Have any Freshworks partner companies been sold?+<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-21\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#%C2%BFCuanto_vale_una_empresa_partner_de_Freshworks\" >How much is a Freshworks partner company worth?+<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-22\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#%C2%BFEs_buen_momento_para_vender_un_partner_de_Freshworks\" >Is now a good time to sell a Freshworks partner?+<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-23\" href=\"https:\/\/techma.bakertilly.es\/en\/informes\/informe-mercado-partners-de-freshworks-2026\/#%C2%BFLa_certificacion_de_Freshworks_aumenta_el_valor_de_un_partner\" >Does Freshworks certification add value for a partner?+<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Mercado_de_partenrs_de_Freshworks_en_2026\"><\/span><strong>Freshworks Partner Marketplace in 2026<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Access the form to download the full report and find out about the state of the market, the most significant corporate transactions and the sector\u2019s growth prospects.<\/p>\n\n\n\n<div style=\"height:33px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-outline is-style-outline--1\"><a class=\"wp-block-button__link wp-element-button\" href=\"#formulariodescarga\"><strong>DOWNLOAD<\/strong><\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:33px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">The Freshworks partner marketplace brings together more than 500 firms that have completed transactions. It is a channel in a phase of rapid growth: the number of firms is increasing, certification makes little difference, and there is still no buyer that has built a platform. The report, compiled by our advisers specialising in the sale and acquisition of technology companies, sets out data on companies, acquisitions and funding rounds within the ecosystem, updated as of September 2026.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Mercado_de_partners_de_Freshworks_en_2026\"><\/span>Freshworks\u2019 Partner Market in 2026<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Freshworks is a provider of cloud-based software for customer service, IT service management and CRM, with products such as Freshdesk, Freshservice and Freshsales. Its partners are resellers, consultancy firms and system integrators who sell its licences, implement them and integrate them with the customer\u2019s other systems.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The key figures for the channel as at September 2026 are as follows:<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Indicator<\/th><th>Data<\/th><\/tr><\/thead><tbody><tr><td>Partners involved in a transaction<\/td><td>Over 500 (April 2025)<\/td><\/tr><tr><td>Verified purchases from partners<\/td><td>0<\/td><\/tr><tr><td>Stage of the ecosystem cycle<\/td><td>Crowd<\/td><\/tr><tr><td>Growth in the number of firms<\/td><td>A high digit<\/td><\/tr><tr><td>Total operations in the study dataset<\/td><td>1,364 (in 12 ecosystems with verified counts)<\/td><\/tr><tr><td>Resale multiple for licences<\/td><td>0.5x revenue \/ 7.8x EBITDA<\/td><\/tr><tr><td>Cap on service costs (integration and data)<\/td><td>16,3x EBITDA<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">For the owner of a Freshworks partner, there is not yet an established buyer\u2019s market. For a buyer, it is one of the few channels where the benchmark price can still be set.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Que_incluye_el_mercado_de_partners_de_Freshworks\"><\/span>What is included in the Freshworks Partner Marketplace?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The unit of analysis is the partner firm. Neither Freshworks nor the end customer are included in the study, and the manufacturer\u2019s subscription revenue falls outside the scope.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The figure of over 500 refers only to partners that have carried out transactions, not to firms that have simply registered with the programme. This is a stricter measure than that used by other ecosystems: SAP\u2019s approximately 24,000 partners include free registrations, and Snowflake\u2019s figure of over 14,000 is reduced to a few hundred service providers once duplicates have been removed.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Seis_tendencias_que_estan_redefiniendo_el_mercado_de_partners_de_Freshworks\"><\/span>Six trends that are redefining the Freshworks partner market<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Un_canal_relanzado_en_fase_de_multitud\"><\/span>A relaunched channel in its crowd-sourcing phase<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">In April 2025, Freshworks revamped its partner programme with expanded reseller and service channels, and reported more than 500 active partners. The structure accommodates authorised resellers, premier resellers, service providers and system integrators. Being in a growth phase means that joining remains straightforward, the number of partners is growing and certification requirements are not particularly stringent. Consequently, the scarcity driving M&amp;A in other channels does not yet apply here.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Uno_de_los_pocos_canales_cuya_poblacion_de_partners_crece\"><\/span>One of the few channels whose partner base is growing<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The number of partners is determined by the phase of the ecosystem\u2019s cycle, not by the manufacturer\u2019s revenue. Open and multi-vendor ecosystems are gaining new partners, whilst mature ecosystems are losing them due to consolidation. Freshworks is in the expanding group, alongside Anthropic, Snowflake and Databricks, with high single-digit growth in the number of partners. Revenue from services attributed to the channel is growing at a mid-to-high single-digit rate.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"El_mix_de_ingresos_es_el_unico_diferenciador\"><\/span>The revenue mix is the only distinguishing factor<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">In a crowded ecosystem, certification does not set one firm apart from another. What distinguishes a Freshworks premium partner from an undifferentiated one is the revenue mix and geographical reach. A licence reseller for small and medium-sized enterprises is valued at the lower end of the range, at 0.5 times revenue and 7.8 times EBITDA. A services firm with recurring revenue, vertical specialisation or data capabilities can reach 16.3 times EBITDA.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Clientes_sensibles_al_precio_y_con_bajos_costes_de_cambio\"><\/span>Price-sensitive customers with low switching costs<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Freshworks sells to small and medium-sized enterprises and the mid-market \u2013 customers whom large enterprise platforms struggle to reach effectively. These customers are price-sensitive, switch providers easily and pay little attention to the partner\u2019s standing. What they are looking for is a fixed, predictable price, rapid deployment and a single point of contact. It is a different product from that which comes with top-tier accreditation in Salesforce or Workday.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Un_canal_liderado_por_la_geografia\"><\/span>A channel shaped by geography<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Freshworks relies on local resellers to support its expansion in Asia and Latin America. This geographical focus influences the valuation. The study\u2019s median enterprise value-to-EBITDA ratios are 11.2x in Asia, 10.9x in North America, 10.0x in Europe and 8.3x in the rest of the world. Emerging-market firms are valued at a discount due to the lower availability of capital and the risk associated with scaling up, and this directly affects a significant proportion of Freshworks\u2019 reseller base.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Mas_margen_de_negociacion_con_el_fabricante\"><\/span>Greater room for negotiation with the manufacturer<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">In a crowded ecosystem, partners negotiate from a stronger position than usual. Freshworks continues to supply the software, for which there is no substitute, but is recruiting partners rather than restricting them. This gives partners a degree of financial leverage that they are unlikely to have again once the channel matures. The real constraint lies in their own cost base, which depends on the geography of delivery and the cost of labour.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Adquisiciones_de_partners_de_Freshworks\"><\/span>Adquisiciones de partners de Freshworks<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Of the twelve ecosystems with a verified count of transactions within the study\u2019s total of 1,364 transactions, Freshworks is the only one with none. This is not a low figure; it is a complete absence of transactions, and is consistent with its stage in the cycle. M&amp;A amongst partners begins when the manufacturer restricts access and intensifies as the ecosystem matures. In the crowding-out phase, there is nothing scarce enough to bid for.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The result is that there are no established buyers in this channel. None of the five types of buyer identified in the study has set up a Freshworks partner platform. The first to make a move will set the benchmark price and will have to prove the case on their own.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Operaciones_de_referencia_para_valorar_un_partner_de_Freshworks\"><\/span>Key steps for evaluating a Freshworks partner<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Transacciones_comparables_en_otros_ecosistemas\"><\/span>Comparable transactions in other ecosystems<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">As there are no in-house operations, the most useful benchmarks are the first acquisitions in the newer sectors, such as those involving OpenAI and Anthropic, and major deals in mature ecosystems:<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Buyer<\/th><th>Target<\/th><th>Ecosystem<\/th><th>Date<\/th><th>Reading<\/th><\/tr><\/thead><tbody><tr><td>Ode (backed by Anthropic)<\/td><td>Casper Studios<\/td><td>Anthropic<\/td><td>August 2026<\/td><td>A team of 41 people; first-stage operation<\/td><\/tr><tr><td>AlixPartners<\/td><td>Artium<\/td><td>OpenAI and Anthropic<\/td><td>August 2026<\/td><td>Around 80 employees; the organisation\u2019s main asset was its accreditation status, not its workforce<\/td><\/tr><tr><td>Cognizant<\/td><td>Thirdera<\/td><td>ServiceNow<\/td><td>2023<\/td><td>~$430 million (estimated; figure not officially disclosed); reference to the mature end<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Multiplos_por_eslabon_de_la_cadena_de_valor\"><\/span>Multiples per link in the value chain<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The value chain for a Freshworks partner is short, and most of the channel is at its lowest-value link. The opportunity for a business owner lies in the gap between their current position and the upper tiers:<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Link<\/th><th>Reference multiple<\/th><th>Reading<\/th><\/tr><\/thead><tbody><tr><td>Resale of licences to SMEs<\/td><td>0.5x revenue \/ 7.8x EBITDA<\/td><td>Where most of the channel is today; it competes with marketplace commissions of between 1.5 per cent and 3 per cent<\/td><\/tr><tr><td>Deployment and configuration<\/td><td>10.7x EBITDA \/ 1.1x revenue<\/td><td>Small, repeatable projects are the most likely to be automated<\/td><\/tr><tr><td>Integration and data<\/td><td>Up to 16.3x EBITDA<\/td><td>The ceiling on services; the range from 0.5 times revenue represents the full scope for value creation<\/td><\/tr><tr><td>Productised intellectual property and accelerators<\/td><td>Software multiple<\/td><td>It outperforms the entire table; it is the only stock on the secondary market in a sector where certification does not command a premium<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Prevision_del_mercado_de_partners_de_Freshworks\"><\/span>Freshworks Partner Market Forecast<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The number of Freshworks partners will continue to grow at a high single-digit rate whilst the manufacturer keeps the programme open. In the medium term, the likely scenario is that seen in other ecosystems that have already gone through this phase. Once the channel has stabilised, the first acquirer will build a platform, and consolidation will begin with firms that have recurring revenue, integration capabilities, and their own data or intellectual property. Firms focused on reselling licences will continue to be valued at rock-bottom levels.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Que_significa_para_fundadores_y_compradores_de_un_partner_de_Freshworks\"><\/span>What does a Freshworks partner mean for founders and buyers?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">For the founder of a Freshworks partner, the report\u2019s recommendation is that they <strong>should take action<\/strong>. The risk is not that the market will collapse, but that its structure will change: if the early buyers build the first platform, the independent players who have held out will end up selling to a single buyer, with no competitive pressure. Before that happens, <strong>it is advisable to shift the resale mix towards recurring services,<\/strong> integration and data, or proprietary accelerators. A <a href=\"https:\/\/techma.bakertilly.es\/en\/exit-readiness\/\" target=\"_blank\" rel=\"noreferrer noopener\">Ready4Exit<\/a> process allows this mix to be organised before entering the market, and our team can position the company in line with the sector\u2019s benchmark multiples.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For a buyer, Freshworks is a channel with no benchmark price and no competition for assets. <a href=\"https:\/\/techma.bakertilly.es\/en\/acquiere-a-company-2\/\">Acquiring companies<\/a> within this ecosystem <strong>allows buyers to get in ahead of the rest and select targets with the best revenue mix<\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">As technology M&amp;A advisers, at Baker Tilly Tech M&amp;A we support companies through the <a href=\"https:\/\/techma.bakertilly.es\/en\/sale-of-companies\/\" target=\"_blank\" rel=\"noreferrer noopener\">sale of businesses<\/a> within the <a href=\"https:\/\/techma.bakertilly.es\/en\/companies\/enterprise-software\/\" target=\"_blank\" rel=\"noreferrer noopener\">enterprise software<\/a>ecosystem. If your company is a Freshworks partner and you\u2019d like to find out what it\u2019s worth today, let\u2019s have a chat.<\/p>\n\n\n\n<hr id=\"formulariodescarga\" style=\"max-width:100%;\">\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-8f761849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><strong>Market Research<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Market_Research_del_sector_partners_de_Freshworks\"><\/span>Market Research on Freshworks\u2019 partner sector<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Download the full report containing details of companies, acquisitions and funding rounds within the Freshworks partner ecosystem, updated as at September 2026.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-outline is-style-outline--2\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/techma.bakertilly.es\/wp-content\/uploads\/2026\/10\/MarketResearch_Freshworks.pdf\" target=\"_blank\" rel=\"noopener\"><strong>DOWNLOAD<\/strong><\/a><\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"600\" height=\"411\" src=\"https:\/\/techma.bakertilly.es\/wp-content\/uploads\/2026\/10\/Mockup_MR_Freshworks_webp.webp\" alt=\"\" class=\"wp-image-70611\" title=\"\" srcset=\"https:\/\/techma.bakertilly.es\/wp-content\/uploads\/2026\/10\/Mockup_MR_Freshworks_webp.webp 600w, https:\/\/techma.bakertilly.es\/wp-content\/uploads\/2026\/10\/Mockup_MR_Freshworks_webp-480x270.webp 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) 600px, 100vw\" \/><\/figure>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr id=\"formulariodescarga\" style=\"max-width:100%;\">\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Preguntas_frecuentes_sobre_el_M_A_en_partners_de_Freshworks\"><\/span>Frequently asked questions about M&amp;A amongst Freshworks partners<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div data-wp-context=\"{ &quot;autoclose&quot;: false, &quot;accordionItems&quot;: [] }\" data-wp-interactive=\"core\/accordion\" role=\"group\" class=\"wp-block-accordion is-layout-flow wp-block-accordion-is-layout-flow\">\n<div data-wp-class--is-open=\"state.isOpen\" data-wp-context=\"{ &quot;id&quot;: &quot;accordion-item-3&quot;, &quot;openByDefault&quot;: false }\" data-wp-init=\"callbacks.initAccordionItems\" data-wp-on-window--hashchange=\"callbacks.hashChange\" class=\"wp-block-accordion-item is-layout-flow wp-block-accordion-item-is-layout-flow\">\n<h3 class=\"wp-block-accordion-heading has-icon has-icon-right\"><span class=\"ez-toc-section\" id=\"%C2%BFCuantos_partners_tiene_Freshworks\"><\/span><button aria-expanded=\"false\" aria-controls=\"accordion-item-3-panel\" data-wp-bind--aria-expanded=\"state.isOpen\" data-wp-on--click=\"actions.toggle\" id=\"accordion-item-3\" type=\"button\" class=\"wp-block-accordion-heading__toggle\"><span class=\"wp-block-accordion-heading__toggle-title\">How many partners does Freshworks have?<\/span><span class=\"wp-block-accordion-heading__toggle-icon\" aria-hidden=\"true\">+<\/span><\/button><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<div aria-labelledby=\"accordion-item-3\" data-wp-bind--hidden=\"state.isHidden\" data-wp-on--beforematch=\"actions.handleBeforeMatch\" id=\"accordion-item-3-panel\" role=\"region\" class=\"wp-block-accordion-panel is-layout-flow wp-block-accordion-panel-is-layout-flow\">\n<p class=\"wp-block-paragraph\">Freshworks has more than 500 active partners, according to the figure it announced when it relaunched its programme in April 2025. It only counts firms that are actually selling products or providing services, not those that have registered but are inactive. The channel continues to grow at a high single-digit rate in terms of the number of firms, as the programme is in its expansion phase and it is easy to join.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div data-wp-context=\"{ &quot;autoclose&quot;: false, &quot;accordionItems&quot;: [] }\" data-wp-interactive=\"core\/accordion\" role=\"group\" class=\"wp-block-accordion is-layout-flow wp-block-accordion-is-layout-flow\">\n<div data-wp-class--is-open=\"state.isOpen\" data-wp-context=\"{ &quot;id&quot;: &quot;accordion-item-4&quot;, &quot;openByDefault&quot;: false }\" data-wp-init=\"callbacks.initAccordionItems\" data-wp-on-window--hashchange=\"callbacks.hashChange\" class=\"wp-block-accordion-item is-layout-flow wp-block-accordion-item-is-layout-flow\">\n<h3 class=\"wp-block-accordion-heading has-icon has-icon-right\"><span class=\"ez-toc-section\" id=\"%C2%BFSe_han_vendido_empresas_partner_de_Freshworks\"><\/span><button aria-expanded=\"false\" aria-controls=\"accordion-item-4-panel\" data-wp-bind--aria-expanded=\"state.isOpen\" data-wp-on--click=\"actions.toggle\" id=\"accordion-item-4\" type=\"button\" class=\"wp-block-accordion-heading__toggle\"><span class=\"wp-block-accordion-heading__toggle-title\">Have any of Freshworks\u2019 partner companies been sold?<\/span><span class=\"wp-block-accordion-heading__toggle-icon\" aria-hidden=\"true\">+<\/span><\/button><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<div aria-labelledby=\"accordion-item-4\" data-wp-bind--hidden=\"state.isHidden\" data-wp-on--beforematch=\"actions.handleBeforeMatch\" id=\"accordion-item-4-panel\" role=\"region\" class=\"wp-block-accordion-panel is-layout-flow wp-block-accordion-panel-is-layout-flow\">\n<p class=\"wp-block-paragraph\">There have been no verified acquisitions of Freshworks partners. It is the only one of the twelve ecosystems with verified figures from the Baker Tilly Tech M&amp;A study \u2013 covering 1,364 transactions \u2013 that has recorded none. This absence is consistent with its stage in the cycle: M&amp;A amongst partners begins when access to the channel becomes restricted, and at Freshworks, certification does not yet lead to a shortage.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div data-wp-context=\"{ &quot;autoclose&quot;: false, &quot;accordionItems&quot;: [] }\" data-wp-interactive=\"core\/accordion\" role=\"group\" class=\"wp-block-accordion is-layout-flow wp-block-accordion-is-layout-flow\">\n<div data-wp-class--is-open=\"state.isOpen\" data-wp-context=\"{ &quot;id&quot;: &quot;accordion-item-5&quot;, &quot;openByDefault&quot;: false }\" data-wp-init=\"callbacks.initAccordionItems\" data-wp-on-window--hashchange=\"callbacks.hashChange\" class=\"wp-block-accordion-item is-layout-flow wp-block-accordion-item-is-layout-flow\">\n<h3 class=\"wp-block-accordion-heading has-icon has-icon-right\"><span class=\"ez-toc-section\" id=\"%C2%BFCuanto_vale_una_empresa_partner_de_Freshworks\"><\/span><button aria-expanded=\"false\" aria-controls=\"accordion-item-5-panel\" data-wp-bind--aria-expanded=\"state.isOpen\" data-wp-on--click=\"actions.toggle\" id=\"accordion-item-5\" type=\"button\" class=\"wp-block-accordion-heading__toggle\"><span class=\"wp-block-accordion-heading__toggle-title\">How much is a Freshworks partner company worth?<\/span><span class=\"wp-block-accordion-heading__toggle-icon\" aria-hidden=\"true\">+<\/span><\/button><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<div aria-labelledby=\"accordion-item-5\" data-wp-bind--hidden=\"state.isHidden\" data-wp-on--beforematch=\"actions.handleBeforeMatch\" id=\"accordion-item-5-panel\" role=\"region\" class=\"wp-block-accordion-panel is-layout-flow wp-block-accordion-panel-is-layout-flow\">\n<p class=\"wp-block-paragraph\">It depends on the revenue mix. A licence reseller for SMEs is valued at around 0.5 times revenue and 7.8 times EBITDA. Implementation and configuration stand at 10.7 times EBITDA, whilst integration and data reach 16.3 times. Productised intellectual property commands software multiples. Geography also plays a role: the median is 11.2x EBITDA in Asia and 10.0x in Europe.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div data-wp-context=\"{ &quot;autoclose&quot;: false, &quot;accordionItems&quot;: [] }\" data-wp-interactive=\"core\/accordion\" role=\"group\" class=\"wp-block-accordion is-layout-flow wp-block-accordion-is-layout-flow\">\n<div data-wp-class--is-open=\"state.isOpen\" data-wp-context=\"{ &quot;id&quot;: &quot;accordion-item-6&quot;, &quot;openByDefault&quot;: false }\" data-wp-init=\"callbacks.initAccordionItems\" data-wp-on-window--hashchange=\"callbacks.hashChange\" class=\"wp-block-accordion-item is-layout-flow wp-block-accordion-item-is-layout-flow\">\n<h3 class=\"wp-block-accordion-heading has-icon has-icon-right\"><span class=\"ez-toc-section\" id=\"%C2%BFEs_buen_momento_para_vender_un_partner_de_Freshworks\"><\/span><button aria-expanded=\"false\" aria-controls=\"accordion-item-6-panel\" data-wp-bind--aria-expanded=\"state.isOpen\" data-wp-on--click=\"actions.toggle\" id=\"accordion-item-6\" type=\"button\" class=\"wp-block-accordion-heading__toggle\"><span class=\"wp-block-accordion-heading__toggle-title\">Is now a good time to sell a Freshworks partner?<\/span><span class=\"wp-block-accordion-heading__toggle-icon\" aria-hidden=\"true\">+<\/span><\/button><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<div aria-labelledby=\"accordion-item-6\" data-wp-bind--hidden=\"state.isHidden\" data-wp-on--beforematch=\"actions.handleBeforeMatch\" id=\"accordion-item-6-panel\" role=\"region\" class=\"wp-block-accordion-panel is-layout-flow wp-block-accordion-panel-is-layout-flow\">\n<p class=\"wp-block-paragraph\">There is still time, but it is advisable to take action. At present, there is no established buyer, so the price has not yet been set. The risk is that the first buyers will create a platform, and those who wait will end up selling to a single buyer with no competition. The report recommends making the most of this window of opportunity to move from resale to recurring services, integration or in-house accelerators.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div data-wp-context=\"{ &quot;autoclose&quot;: false, &quot;accordionItems&quot;: [] }\" data-wp-interactive=\"core\/accordion\" role=\"group\" class=\"wp-block-accordion is-layout-flow wp-block-accordion-is-layout-flow\">\n<div data-wp-class--is-open=\"state.isOpen\" data-wp-context=\"{ &quot;id&quot;: &quot;accordion-item-7&quot;, &quot;openByDefault&quot;: false }\" data-wp-init=\"callbacks.initAccordionItems\" data-wp-on-window--hashchange=\"callbacks.hashChange\" class=\"wp-block-accordion-item is-layout-flow wp-block-accordion-item-is-layout-flow\">\n<h3 class=\"wp-block-accordion-heading has-icon has-icon-right\"><span class=\"ez-toc-section\" id=\"%C2%BFLa_certificacion_de_Freshworks_aumenta_el_valor_de_un_partner\"><\/span><button aria-expanded=\"false\" aria-controls=\"accordion-item-7-panel\" data-wp-bind--aria-expanded=\"state.isOpen\" data-wp-on--click=\"actions.toggle\" id=\"accordion-item-7\" type=\"button\" class=\"wp-block-accordion-heading__toggle\"><span class=\"wp-block-accordion-heading__toggle-title\">Does Freshworks certification add value for a partner?<\/span><span class=\"wp-block-accordion-heading__toggle-icon\" aria-hidden=\"true\">+<\/span><\/button><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<div aria-labelledby=\"accordion-item-7\" data-wp-bind--hidden=\"state.isHidden\" data-wp-on--beforematch=\"actions.handleBeforeMatch\" id=\"accordion-item-7-panel\" role=\"region\" class=\"wp-block-accordion-panel is-layout-flow wp-block-accordion-panel-is-layout-flow\">\n<p class=\"wp-block-paragraph\">Hardly. In a crowded ecosystem, certification makes no difference, and Freshworks\u2019 customers \u2013 SMEs and mid-market organisations \u2013 pay almost no attention to a partner\u2019s tier. What drives valuation is the type of revenue: recurring revenue, vertical specialisation, integration and data capabilities, and productised intellectual property. This is the opposite of what happens in restricted channels such as Workday.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>","protected":false},"author":4,"featured_media":70610,"menu_order":0,"template":"","meta":{"_acf_changed":false,"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":""},"tags":[],"sectores":[2212],"class_list":["post-70602","informes","type-informes","status-publish","has-post-thumbnail","hentry","sectores-enterprise-software"],"acf":[],"_links":{"self":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/informes\/70602","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/informes"}],"about":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/types\/informes"}],"author":[{"embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/users\/4"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/media\/70610"}],"wp:attachment":[{"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/media?parent=70602"}],"wp:term":[{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/tags?post=70602"},{"taxonomy":"sectores","embeddable":true,"href":"https:\/\/techma.bakertilly.es\/en\/wp-json\/wp\/v2\/sectores?post=70602"}],"curies":[{"name":"well played","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}