The Revenue Leadership Podcast with Kyle Norton E35: Building a Multi-Product Platform with Seismic’s CRO, Hayden Stafford
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Jun 4, 2025 In this engaging discussion, Hayden Stafford, President and CRO at Seismic and former Microsoft leader, shares his insights on transforming businesses from single-product to multi-product platforms. He dives into the strategic shifts in sales tactics and talent development necessary for growth. Hayden highlights the importance of ecosystem partnerships and tailored messaging that resonates with varied stakeholders. He also discusses the vital role of an independent value consulting team to enhance customer satisfaction and the need for effective internal feedback mechanisms.
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What Defines a Platform
- A platform solves multiple problems with integrated capabilities, unlike a single-product focused on one issue.
- Integration on one platform reduces implementation complexity for customers.
Platform Necessity for Enterprises
- Larger enterprises prefer platforms offering good-enough capabilities over multiple best-of-breed point solutions.
- Single-product companies risk losing to platform players in enterprise markets.
Sellers' Transition to Platforms
- Top sellers struggled transitioning from selling one product to selling a platform with multiple products and personas.
- Over three and a half years, the team successfully adapted to the new platform sales model even during tough market conditions.
