The Platform Journey

In this episode, Avanish and Rob discuss: Canva's two-step mission — grow as large as possible in order to do as much good as possible, including giving away over $1 billion in software annually and serving 100+ million students worldwide The cupcake framework for platform architecture — the "cake" is the core product for everyone; "frosting and sprinkles" are the enterprise-specific features, kee...

With a career spanning the US Navy, executive leadership positions at PetSmart and Banfield Pet Hospital, and pioneering online training, Don brings unique insights into building and scaling businesses across industries. Throughout the conversation, Avanish and Don discuss OpenSesame's evolution from an online learning marketplace to an AI-powered platform that serves enterprises, learning managem...

In this episode, Avanish and Drew discuss: Drew’s early journey from systems integrator to one of Salesforce’s first top sales leaders How Salesforce’s “connect the dots” sales motion enabled enterprise expansion beyond PLG Why relationship visibility—not lack of relationships—is the real bottleneck in enterprise sales The concept of “social capital” and why misused intros burn trust instead of cr...

In this episode, Avanish and Antonio discuss: BBVA's data transformation journey, including the strategic decision in 2017 to create a global data function at the executive committee level reporting to the CEO and Chairman Building hybrid data architecture combining centralized lake house (AWS) with data mesh approaches to balance agility and control across global operations in regulated environme...

In this episode, Avanish and Umesh discuss: Uniphore's founding story in 2008 and evolution from conversational AI applications to an end-to-end Business AI Cloud platform serving 2,000+ customers including Fortune 500 enterprises The pivotal moment when two of Uniphore's largest customers (10% of revenue) warned their contracts might expire unless Uniphore opened up their platform for customer-bu...

This season features conversations with key decision-makers who have shaped the evolution of today's leading technology platforms and ecosystems. We talk to C-suite executives, board members, investors, and others who must be bought into the platform journey. In this episode, Avanish and Greg discuss: Greg's journey at the intersection of technology and professional services, including his role bu...

In this episode, Avanish and Andrew discuss: Andrew's journey as an "operational CFO" from Sun Microsystems through ServiceNow, WalkMe, Lacework, and now Amplitude, being part of the team that built ServiceNow from $400M to $4.5B ARR Why CFOs must "play chess, not checkers" - thinking several moves ahead about decision implications and making strategic investment pivots for anticipated future grow...

In this episode, Avanish and Mike discuss: Mike's journey from his early tech roots in Silicon Valley to his role as CRO at Zscaler, including his transformative work growing ServiceNow from $500M to $6B in the Americas region The importance of always viewing platform strategy through the customer's lens - helping them achieve outcomes rather than managing multiple point solutions How a successful...

In this episode, Avanish and Dennis discuss: How Freshworks evolved from a single help desk product to a multi-product platform serving 74,000 customers globally, from small businesses to enterprises like Airbus and Nucor Steel The importance of being "pulled" by customers into new markets rather than pushing—recognizing when customers you didn't expect are adopting your products The challenges of...

In this episode, Avanish and Lara discuss: The four distinct phases of software company growth and what each requires - from finding product-market fit ($0-100M) to demonstrating platform vision ($100M-1B) to scaling enterprise deals ($1B-5B) The critical importance of not neglecting your core business while scaling - how ServiceNow used tiered pricing models to continue monetizing their core prod...

In this episode, Avanish and Jim discuss: Jim's 46-year journey from IBM to Salesforce, including his role in scaling Salesforce from $22M to $5B in revenue How customer demands, particularly from companies like Cisco and Merrill Lynch, shaped Salesforce's platform strategy The strategic decision to separate the application layer from the platform Creating a successful customer success organizatio...

This season will feature conversations with key decision-makers who have to support the journey to a platform or any ecosystem. We will talk to C-suite executives, board members, investors, and others who must be bought into the platform journey.  In this episode, Avanish and Kevin discuss: Kevin's career journey and his experiences shaping ServiceNow's growth. What it means to authentically be a...

This season will feature conversations with key decision-makers who have to support the journey to a platform or any ecosystem. We will talk to C-suite executives, board members, investors, and others who must be bought into the platform journey.  In this episode, Avanish and Dave discuss:  Dave's background and what led him to start Tidemark Tidemark's VSKP framework on how a Vertical SaaS compan...

In this episode, Avanish and Tyler discuss: The opportunity involved in bringing together disparate partner initiatives within an organization (4:35) Leveraging a partner ecosystem at Salesforce to create transformative offerings and expand internationally (6:30) The importance of building an ecosystem to manage data in the face of AI (9:05) Prioritizing customer success and partner growth to driv...

In this episode, Avanish and Warren talk about: Developing extensions based on user and partner feedback (4:15) Thinking of ISVs as customers in their own right (9:10) The importance of internal alignment, and transparency both internally and externally (11:55) Getting buy-in from the board all the way down for ongoing investment in platform (14:20) When to prioritize adoption vs. monetization on...

In this episode, Avanish and Aaron talk about: Aaron’s personal journey to the coveted Chief Ecosystem Officer title (2:00) How Aaron defines charting the platform journey as an ecosystem leader (4:45) Tackling build/buy/partner with a sophisticated view, enabling you to take a completely different approach to how you execute partnerships and ecosystems (7:49) The power of harnessing your datasets...

In this episode, Avanish and Adrienne talk about: Changes in the productivity space that have impacted Workspace’s platform strategy (9:55) Balancing product and ecosystem developments while you scale (16:10) Taking a principle-based approach to building a platform (19:00) The necessity of a multifaceted strategy in creating a successful platform (20:30) Innovation and “first-of-a-kind” thinking i...

Avanish and Jim discuss: Investing in an ecosystem in a tough market (8:04) Committing to working with partners over growing professional services (11:26) Finding a way to demonstrate returns and get the C-Suite on board with building an ecosystem (12:40) How to avoid having an “identity crisis” by setting an intention for how you will grow your platform (17:15) Understanding how a partner deliver...

Avanish, JW, and Andrew discuss:  The ideation of VIIZR out of Ford’s Greenfield Labs (1:30) The critical alignment of technology and go-to-market strategy when picking what platform to build VIIZR’s core product and capabilities on (4:00)  Small vs. scalable businesses and how VIIZR supports its customers (7:30)  Their view on the most important components of platform building for customers (8:12...

Avanish and Jason discuss:  Thirdera’s founding story from a company with no resources in early 2021 to a company of just under a thousand resources across 12 countries today. (2:30)  ServiceNow’s  pivot to digital transformation across the enterprise and the  $6.2-6.8 trillion market opportunity it creates (7:15)  The platforms that will be positioned to win in this evolving environment (10:52) T...

Avanish and Erica have a robust discussion around:  Erica’s 23-year journey at Deloitte 1:00 Why  it’s not about the role you have, but about what you do with the role and opportunities you’re given (7:40)  Erica’s advice for growth companies thinking about building partnerships with organizations such as Deloitte or Accenture (10:25)  Unpacking what “partner empathy” looks like in practice (12:45...

In this episode of The Platform Journey, Stephen and Avanish discuss:  The shift from linear sales motions to ecosystem sales motions (3:35) Integrating a financial model perspective and business model perspective (7:30) Reframing how we think about revenue allocation and the financial impact of partners on a business (9:45) Recognizing both the buy and sell side of contracts and sales execution (...

In Part Three, Avanish and Allan discuss:  The evolution of monetization models (3:00)  Understanding the three buckets of  tech partner monetization (6:45)  How Procore’s model resulted in much higher levels of adoption and engagement, and a much higher orientation around how to make the magic happen (10:50) How to turn ISVs from  flavor-adders to the meal, into the whole meal (16:34) Allan’s fav...

In Part Two, Avanish and Allan discuss:  Understanding taxation, reciprocal, and mutuality models (3:30)  The role of NRR and ARR (7:27) The “stickiness” justification when monetizing tech partnerships (9:30)  Understanding universal success models (12:00)  Hyperscalers (14:01)  Why your go-to-market or the go-to-eco motion has to be multi-threaded(20:50)  Why Allan likes to look at the journey of...

Avanish and Allan unpack a wide range of topics to kick off this series, including: Why tech partnerships harness so much power (3:42)  The role tech partnerships play between channel and alliances (5:43)  The commercial envelope concept and what it means for technology partners (8:02)  Distinguishing between the strategy and the platform business model (10:34)  Going to market directly vs. going...