Some CEOs build companies on product. Others on revenue. The best ones build on purpose.
My guest on The Scaling CEO, Avanish Sahai, has helped scale some of the world’s most influential tech ecosystems, including Salesforce, ServiceNow and Google Cloud. He led the Salesforce AppExchange to over 2,000 apps and millions of installs, redesigned ServiceNow’s partner programs and helped Google Cloud multiply growth through ecosystem leverage. Now a board member at HubSpot and Birdie AI, Avanish brings a unique lens to scaling, one that connects purpose, alignment and execution.
Scaling Starts With Alignment
Avanish’s first scaling rule is simple: nothing works in isolation.
“You’ve got to have alignment. Building an ecosystem is not a siloed activity. If you don’t align core strategy with product, with marketing, with sales, with customer success, it doesn’t work.”
The same applies to scaling a company. Every function must move in rhythm. CEOs who let departments act independently create friction instead of momentum.
You Can’t Do It All
Avanish has seen too many CEOs try to build every capability internally.
“You get to certain thresholds where your customers want a more complete solution… and usually the answer is no, you can’t do it all. That’s where leverage comes in.”
He’s a believer in ecosystem thinking, meaning finding partners who extend your reach and help you deliver the “whole product” faster than you could alone. The right partnerships turn scarcity into scale.
The Pendulum of Services
In the 2010s, software companies avoided professional services to protect margins. Now, Avanish says, the pendulum is swinging back.
“The difference today is that forward-deployed engineers aren’t just doing services—they’re accelerating deployment and learning how the product performs in the customer’s environment.”
The smartest CEOs see services not as dilution, but as insight. Proximity to the customer reveals integration gaps and real-world friction faster than surveys ever could.
Thinking Beyond the Quarter
After decades in the C-suite, Avanish joined Stanford’s Distinguished Careers Institute to explore questions most CEOs postpone: What comes next? What impact do I want to have?
He’s now a fellow at the Stanford Center on Longevity, researching the future of work, especially how AI, automation and reskilling will reshape careers.
“It’s really stepping away from the day-to-day and trying to figure out the forest for the trees… what’s the second and third-level impact of what we do?”
Every CEO should pause to ask those same questions. Scaling is meaningless if it lacks direction beyond the next quarter.
Purpose Builds the Best Teams
When Glenn asked about motivating employees, Avanish pointed to something most CEOs overlook.
“As humans, purpose is one of the key drivers of success, fulfillment and even happiness. If you align purpose with your employees, stakeholders and even investors, it’s absolutely magical.”
Purpose attracts the right people and keeps them through hard times. Talent driven by meaning, not money, becomes your most durable advantage.
Selling Through Purpose
Glenn shared a story about a CEO struggling to recruit AI engineers against Big Tech salaries. The solution wasn’t cash—it was storytelling.
By articulating the company’s purpose clearly, they drew in candidates who cared about the mission more than the paycheck. As Avanish said, “Once you find them, the passion and energy are absolutely fantastic.”
Purpose doesn’t just build culture. It closes talent gaps.
AI Is Redefining Ecosystems
Avanish believes AI is rewriting the rules of platform strategy.
“The definition of a platform and the description of an ecosystem are changing dramatically with AI. Traditional go-to-market models are up for grabs.”
He argues that the hardest part of AI adoption isn’t technology. It’s people. Reskilling, retraining and change management will determine which organizations truly scale with AI.
Final Takeaway
Avanish Sahai’s career proves that growth isn’t just about scale. It’s about meaning. Align your organization, partner where it counts and give your people a reason to care beyond metrics. Because the companies that endure aren’t just efficient, they’re purposeful.
I’m Glenn Gow. I coach CEOs who want to scale with purpose, not just profit. On my podcast, I uncover the strategies top leaders use to grow faster with meaning that lasts.
Listen to the full episode of The Scaling CEO with Avanish Sahai for lessons on ecosystems, AI, and why purpose remains the ultimate growth engine.
