Decoding the True Value of Platforms and Winning Customers with Paul Wiefels, Chasm Group

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Discover the ripple effects of interest rates on the tech industry as we sit down with Paul Wiefels from the Chasm Group. Our enlightening conversation traverses the current challenges faced by tech firms, especially in the bustling hub of the San Francisco Bay Area. From the precarious dance of hiring to the tough decisions on layoffs, Paul unpacks the ways companies are striving to adapt to a "normal economy." His insights on the criticality of speed of execution provide valuable lessons for maintaining momentum in the industry, even as headcounts shrink and efficiency becomes the watchword.
Platforms are the buzzword of the day, but what truly makes a platform successful? We crack open the evolving definition, distinguishing between transaction platforms like Airbnb and innovation powerhouses such as AWS. Through candid anecdotes—including one from Splunk's former CEO—we underscore the importance of a customer-centric approach in tech leadership. It's not about the label 'platform' but the utility and customer adoption that truly cements a platform's place in the tech pantheon.
Wrapping up this deep-dive, the discussion shifts to the nuanced dance between vendors and customers. Paul emphasizes the need for tech companies to hone in on the outcomes and benefits that customers genuinely seek, rather than merely pushing the platform label. We dissect how Splunk's journey from a single-application offering to a comprehensive platform exemplifies the organic growth and alignment with customer aspirations that's crucial for success.
So tune in for a fresh angle on platforms and the critical importance of having a customer centric approach in the tech world.
You can view the Business Value Stairway framework that Paul shared with us here:
Business Value Stairway Extract 2023 (amplifiedgroup.co.uk)

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פרקים

1. Decoding the True Value of Platforms and Winning Customers with Paul Wiefels, Chasm Group (00:00:00)

2. Interest Rates' Impact on Tech Industry (00:00:10)

3. Understanding the Concept of Platforms (00:13:27)

4. Platforms in Vendor-Customer Relationships (00:22:02)

5. Customer Aspirations and Buying Process (00:31:43)

6. Platform Selling and Business Value (00:40:16)