//podcastplus.net/feed/podcast~eab9385d68ba0d9717ef6726f061ada18efaff588a2f9f2d2d1b8ee204e617b6 “The Platform Journey” engages C-level leaders as they share their journey building some of the most important platforms and ecosystems in software. Hosted by Avanish Sahai, Tidemark Fellow and veteran leader of Salesforce, ServiceNow, Google Cloud’s ecosystem, and Hubspot board member. At Tidemark, we believe in the power of software category leaders transforming from a single-party application to a multi-product, multi-stakeholder platform. We’re excited to partner with Avanish and support the next generation of software platforms and ecosystems. Tidemark is a growth equity firm purpose-built to help technology companies win and scale. Visit www.tidemarkcap.com for details and more content. Mon, 04 May 2026 08:27:55 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/1704b3be-418e-449f-9f80-f8e6b2dd18bf/audio/31abe55b-80a8-440e-81ee-22ff4f46285a/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 building EY's global partnerships practice into a substantial business driver Why most companies remain confused about partnerships, platforms, and ecosystems, and how successful companies are "built from the ground up" to orchestrate ecosystems Microsoft's transformation under Satya Nadella as the gold standard for ecosystem strategy - shifting from competing against everyone to becoming a platform that orchestrates the capital of hundreds of thousands of companies Why the future belongs to companies that shift from linear value chains to orchestrated ecosystems where they either orbit around or become th... Thu, 07 Aug 2025 21:51:47 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/1704b3be-418e-449f-9f80-f8e6b2dd18bf/audio/31abe55b-80a8-440e-81ee-22ff4f46285a/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/541c336e-ee51-49ac-a1dd-a46c383029bb/audio/900c2326-e22f-4e1c-b93b-741699051ece/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 growth The critical difference between multi-product and platform strategies: true platforms have definite customer adoption journeys where products aren't sold independently Recognizing platform readiness signals: when customers organically create their own workflows and use cases you never conceived, like hospitals using Amplitude for emergency room optimization Building effective teams by mixing "veterans with rookies" to solve problems rather than just "admire problems," and driving focused execution around single key investments The "fair exchange of value" approach to pricing and partnerships that em... Thu, 05 Jun 2025 18:33:06 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/541c336e-ee51-49ac-a1dd-a46c383029bb/audio/900c2326-e22f-4e1c-b93b-741699051ece/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/a1b53178-a623-4003-8ef8-549d4be6f886/audio/3bf92ede-17be-46be-a823-d44f16fe20fc/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 platform requires breaking down silos not just within your own organization, but often within your customer's organization The "one team" concept of the three-legged stool: customer, vendor, and partner, all working together toward shared success Why ecosystem partners are mission-critical, providing industry expertise and customer insights that vendors can't replicate The role of security in enabling productive AI adoption, with Zscaler helping customers leverage generative AI safely at scale How to develop meaningful metrics with partners beyond just pipeline generation, focusing on mutual success... Thu, 24 Apr 2025 17:55:51 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/a1b53178-a623-4003-8ef8-549d4be6f886/audio/3bf92ede-17be-46be-a823-d44f16fe20fc/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/ae06475f-811d-491d-874e-5999d9d9e3a6/audio/add40cad-064c-422b-96f7-533c9c3d3279/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 building and scaling a multi-product company where products are at different maturity levels and target slightly different ICPs Why ecosystem strategy is critical at Freshworks, including both technology integrations with thousands of partners and a services ecosystem to source and implement solutions Freshworks' differentiated approach of building "uncomplicated" solutions in a market dominated by complexity—particularly for mid-market and low-enterprise customers (up to 20,000 employees) Dennis's philosophy of customer-centricity: "When in doubt, go talk to a customer" Building an ecosystem st... Thu, 20 Mar 2025 17:42:56 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/ae06475f-811d-491d-874e-5999d9d9e3a6/audio/add40cad-064c-422b-96f7-533c9c3d3279/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/8611197c-853c-400f-a3ce-5b1d7dbceb4c/audio/60c2f759-483f-4141-b795-a8c116188a2c/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 products Why platform and ecosystem strategies are "two sides of the coin" but must be tailored to each company's specific situation - there is no one-size-fits-all approach The "win-win-win equation" that must exist for successful partnerships - creating value for customers, partners, and your company Creating cultural alignment around ecosystem strategy - including Dave Schneider's innovative approach of inviting partners to ServiceNow's sales kickoff How to avoid "throwing money against the wall" with partnerships that lack strategic foundation Building unfair advantages at scale through customer rela... Fri, 21 Feb 2025 18:46:31 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/8611197c-853c-400f-a3ce-5b1d7dbceb4c/audio/60c2f759-483f-4141-b795-a8c116188a2c/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/3b6ee197-753d-4d5e-9ee3-af028cb8c1e6/audio/c8428363-be2f-4b22-83cb-3e3705da8766/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 organization to drive adoption and showcase customer stories The evolution of Salesforce's partner strategy and metrics for measuring ecosystem success How the "tactics dictate strategy" philosophy helped Salesforce respond to market needs About Our Guest Jim Steele is the President of Global Strategic Customers and Partners at Salesforce. Previously, Jim served as Salesforce’s President of Worldwide Sales and Chief Customer Officer for over 12 years, from 2002 through 2014 where he led the growth of the company from $22 million to more than $5 billion in revenue. Jim rejoined Salesforce in 2020 as Presi... Thu, 23 Jan 2025 17:21:23 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/3b6ee197-753d-4d5e-9ee3-af028cb8c1e6/audio/c8428363-be2f-4b22-83cb-3e3705da8766/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/854a095d-59b5-4abf-addc-b5acc234f30d/audio/3f378b9d-b88b-42ac-ad13-72f642a859db/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 platform company and how ServiceNow approached platform-first scaling. How customer feedback drove ServiceNow’s expansion into new domains like HR and customer workflows. The key factors for entering new markets, including market fit, size, and differentiation. The importance of hiring domain-specific experts and adapting go-to-market strategies. Building and leveraging ecosystem partnerships to drive growth and scale. Balancing core revenue innovation with new domain expansion to ensure sustainable growth. Guest: Kevin Haverty Kevin Haverty was formerly the Vice Chairman, Global Public S... Thu, 05 Dec 2024 18:28:24 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/854a095d-59b5-4abf-addc-b5acc234f30d/audio/3f378b9d-b88b-42ac-ad13-72f642a859db/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/f5e714bc-e941-46e7-b6de-42866e4f1d06/audio/dfcadd3b-7e63-48bb-983b-3dfa40b5829d/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 company can win their category, expand their offerings, and then, for a select few, extend through the value chain What it really means to be a control point and why it matters The mindset (and perhaps mindset shift) that is required to build a strong ecosystem The wedges you need to be mindful of and the problems they can cause on your journey Thinking about the varying horizons of your product roadmap and how to synthesize them in actionable paths forward How to determine if your team is ready for the platform journey And much more!  Host: Avanish Sahai Avanish Sahai is a Tidemark Fellow ... Thu, 14 Nov 2024 15:14:11 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/f5e714bc-e941-46e7-b6de-42866e4f1d06/audio/dfcadd3b-7e63-48bb-983b-3dfa40b5829d/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/94263682-7b0b-4dc5-9847-c63e0cf0ebdc/audio/6b8f9c25-7eb4-47b0-859a-02c5d6f58bb2/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 drive company value (12:40) Changing the paradigm around bringing applications to data (14:50) The inherent value of the consumption model in a partner ecosystem (18:30) Enabling partners to start delivering value as quickly as possible (19:55) Finding support from the top down, and curating the right talent for the ecosystem journey (22:30) The importance of simplification (27:10) Guest: Tyler Prince As the SVP of Worldwide Alliances & Channels, Tyler Prince is responsible for growing the Snowflake global community of Consulting Partners, System Integrators, ISVs, Resellers and Technology... Thu, 16 Nov 2023 05:00:00 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/94263682-7b0b-4dc5-9847-c63e0cf0ebdc/audio/6b8f9c25-7eb4-47b0-859a-02c5d6f58bb2/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/242b39d5-8c83-4c89-a058-6750e55636da/audio/3378ef1d-6aec-4b33-9ad3-dbe081b3c60f/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc 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 your platform (19:50) Guest: Warren Chen Warren is Head of Ecosystem Partnerships and Developer Success at Canva, with over a decade of experience in App Platform Ecosystems at Salesforce, Atlassian, and Canva. Host: Avanish Sahai Avanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015... Thu, 02 Nov 2023 14:40:41 +0000 https://cdn.simplecast.com/audio/f6f33061-4fa1-40b0-9ac6-7790967095bb/episodes/242b39d5-8c83-4c89-a058-6750e55636da/audio/3378ef1d-6aec-4b33-9ad3-dbe081b3c60f/default_tc.mp3?aid=rss_feed&feed=6hhyXFvc