In 30 seconds
Desai argues that platforms can create longer-term relationships but may require more considered customer decisions.
- 1ReplaceabilityDesai distinguishes products and platforms.
- 2PositioningHe describes serving different customers.
- 3Sales cycleA platform decision can take longer.
Takeaways
- He sees platforms as harder to replace.
- He targets a range of customers.
- He acknowledges longer sales cycles.
Read the edited text by chapter
Products and platforms
MongoDB CEO CJ Desai argues that platforms can be harder for customers to replace than individual software products.
MongoDB CEO CJ Desai argues that platforms can be harder for customers to replace than individual software products.
He recalls a former manager’s criticism of describing software as merely a tool and says disruptive markets can make individual products replaceable.
Customer commitment
Desai recommends positioning a platform for customers ranging from new startups to large banks.
Desai recommends positioning a platform for customers ranging from new startups to large banks.
He acknowledges that a platform sale may take longer because customers make a more considered commitment. This is his sales perspective.
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