This discussion at Refresh 2026 in Hudson Yards New York City examines partner-led transformation and artificial intelligence enabled service delivery, with emphasis on Freshworks product announcements, partner enablement and go-to-market momentum. The session highlights unified platform strategy, AI-enabled workflows, distribution and reseller enablement, and outcomes-driven adoption.
Kuntal Vahalia of Freshworks is senior vice president, global channels and alliances. Dale Foster of Climb is chief executive officer. Bob Laliberte of theCUBE Research is principal analyst and hosts the conversation.
Vahalia outlines partner-led scale and mid-market product fit and describes Freshworks' unified platform and bring-your-own-AI agent approach as enabling land and expand motions and scaled partner enablement. They emphasize partner training, certification and aligned incentives to accelerate adoption. Foster highlights distribution strategies and reseller enablement that reduce complexity and accelerate time to value for customers and managed service providers, MSPs. They focus on practical deployment patterns and go-to-market velocity. Laliberte underscores validated outcomes and partner enablement as primary drivers for adoption and renewal. They guide the discussion toward measurable business impact and ecosystem alignment.
Key takeaways include Freshworks' unified platform and bring-your-own-AI agent approach, partner-led routes to market that enable land and expand, distributor and reseller solutions that minimize complexity and accelerate time to value, and the importance of validated outcomes for adoption and renewal. These elements drive SaaS growth, channel partner momentum and improved customer experience.
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Kuntal Vahalia, Freshworks & Dale Foster, Climb
This discussion at Refresh 2026 in Hudson Yards New York City examines partner-led transformation and artificial intelligence enabled service delivery, with emphasis on Freshworks product announcements, partner enablement and go-to-market momentum. The session highlights unified platform strategy, AI-enabled workflows, distribution and reseller enablement, and outcomes-driven adoption.
Kuntal Vahalia of Freshworks is senior vice president, global channels and alliances. Dale Foster of Climb is chief executive officer. Bob Laliberte of theCUBE Research is principal analyst and hosts the conversation.
Vahalia outlines partner-led scale and mid-market product fit and describes Freshworks' unified platform and bring-your-own-AI agent approach as enabling land and expand motions and scaled partner enablement. They emphasize partner training, certification and aligned incentives to accelerate adoption. Foster highlights distribution strategies and reseller enablement that reduce complexity and accelerate time to value for customers and managed service providers, MSPs. They focus on practical deployment patterns and go-to-market velocity. Laliberte underscores validated outcomes and partner enablement as primary drivers for adoption and renewal. They guide the discussion toward measurable business impact and ecosystem alignment.
Key takeaways include Freshworks' unified platform and bring-your-own-AI agent approach, partner-led routes to market that enable land and expand, distributor and reseller solutions that minimize complexity and accelerate time to value, and the importance of validated outcomes for adoption and renewal. These elements drive SaaS growth, channel partner momentum and improved customer experience.
