How to Monetize Your Partner Platform

PagerDuty IPO is mostly a single product for SMBs at $125 million in AR, but as it hit $250 million, it needed multiple products to go more enterprise. If you're going to sell the bigger customers, you will probably need multiple products. ServiceNow waited to monetize their platform just like Shopify and ZenDisk and others have. Its platform, its partners did not cross 10% of its revenue until 2019. Be careful about throttling that back by trying to over monetize your partners.