In this episode, Avanish Sahai and Chris Grusz use the marketplace journey of Amazon Web Services as a springboard to discuss a variety of platform-related topics:

• The driver of a successful flywheel (2:17)
• Developing products and fostering selection to match customer demand (5:28)
• Balancing feature development between both buyers and sellers to maximize value for both (7:45)
• The advantages offered by a marketplace when co-selling with ISVs (14:56)
• The Amazon leadership mindset, and facilitating feedback from customers (20:54)
• Maintaining a long view and finding ways to attract new types of customers (25:32)
• Offering simplification: the key to successful marketplaces (30:00)

Guest: Chris Grusz, General Manager, WW ISV Alliances & Marketplace, Amazon Web Services

Chris Grusz is the General Manager, ISV Alliances & Marketplace.  In this role he leads the ISV Partner Development and Marketplace organizations globally. With AWS since 2015, his team is responsible for the adoption of AWS Marketplace - with double digit YoY growth equating to billions in sales on an annual basis, more than 2,000 ISVs and 12,000 software product listings in AWS Marketplace.  Chris’ team works with all ISVs to adopt various partner programs and co-sell initiatives.   In addition, his team also works with customers across Commercial and Public Sector on a global basis, helping them utilize AWS Marketplace to change how they find, buy, deploy, and manage application portfolios running on AWS. Prior to joining AWS, Chris held various leadership roles including Director of Sales, Managing Director and Business Unit Executive for IBM in Sales & Distribution as well as IBM Software Group. Chris holds a BA in Business Administration and an MBA in Technology Management from the University of Washington where he graduated Magna Cum Laude.

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