In this episode of SaaS Connect by Cloud Software Association, Avanish Sahai, global VP, ISV and technology alliances at ServiceNow at the time of the recording, and now a member of the board of directors at HubSpot, shares a decade’s worth of experience around building platform ecosystems. 


  • Avanish’s career journey; how he got to where he is today. How he watched Salesforce grow in five years from five to 120 people. Year one saw the ecosystem generate about a million dollars, and in five years, five billion. 
  • Lessons and myths about platform ecosystems, such as it’s not always about the money (what it’s really about is a high-scale, high-leverage model to get more offerings, more applications in the hands of customers to broaden the value and innovation. The money is secondary, even though oftentimes people get tripped up on that.) Another myth is that, “If you build it, they will come.” (This is not true. Instead, you have to put in place a marketing plan.) 

Listen to the show for more of a decade’s worth of lessons and myths.

This presentation is from a 2019 SaaS conference.

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