16. Stephen Hurrell, Ventana Research

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 (15:50)
• The importance of owning your management systems and partner motions (20:25)
• The opportunities (and challenges) facing new platform and ecosystem companies (25:15)

Guest: Stephen Hurrell

Stephen leads the expertise in the Office of Revenue and guides leaders in the applications and technology for buying and selling products and services to maximize revenue. The topics of coverage include partner management, digital commerce, price and revenue management, sales enablement, revenue performance management and subscription management. Stephen's uniquely diverse technology experience spans over 30 years, including leadership roles, heading up product strategy across a range of data-driven applications in sales enablement, financial reporting and planning, and billing and monetization platforms. Stephen was General Manager at InsideSales.com where he managed the C9 Analytics business, VP of Product and AI strategy at RecVue and held roles at Oracle, Exigen and Aviso. Stephen earned his BS in Economics from the London School of Economics.

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, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the Appexchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.

About Tidemark

Tidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.

Links

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• Follow our host, Avanish Sahai
• Learn more about Tidemark