Freshworks (FRSH) investor relations material

Competitive positioning and product evolution

• Focus on delivering enterprise-grade capabilities without enterprise complexity, maintaining ease of use and deployment as core strengths.

• Expanded from ITSM to a broader EX portfolio, including ESM, ITAM (via Device42), and ITOM (via FireHydrant), all unified on a single platform.

• AI capabilities, especially Freddy Copilot, are now essential in competitive deals, with high and growing attach rates on significant contracts.

• The system of record and ITIL-compliant workflows form a durable moat, with ongoing investments in AI Agent Studio, Copilot, and AI Insights enhancing value.

• Product development emphasizes seamless integration, security, and compliance, particularly for HR and other non-IT functions.

AI strategy, monetization, and operational efficiency

• AI is deeply embedded across the portfolio, with session-based pricing (e.g., $0.49 per resolution) and usage-based models being refined through customer feedback.

• Internal AI adoption has driven significant operating efficiencies, especially in engineering, enabling a 20%+ reduction in headcount while ARR grew 30%.

• AI tools are selected for efficiency and ROI, with strict monitoring of token-based costs and a focus on maximizing value from both internal and customer-facing AI.

• AI revenue is included in long-term targets (e.g., $1.3B revenue), with a shift away from reporting AI as a separate metric as it becomes integral to all products.

• Session packs are recognized ratably over contract periods, with accounting practices evolving alongside product offerings.

Capital allocation and future outlook

• Strong balance sheet with $664M net cash and no debt; capital is used for buybacks, strategic acquisitions (e.g., Device42, FireHydrant), and reducing dilution.

• Free cash flow is projected at $265M for the year, with a commitment to grow free cash flow per share by 20% annually.

• Ongoing evaluation of capital uses includes continued buybacks and targeted M&A to expand or deepen the portfolio.

• Upcoming virtual Refresh event in October will showcase new features, especially in AI, and foster customer engagement and collaboration.

• Customer Advisory Boards are held alongside major events to gather feedback and guide pricing, packaging, and product direction.