Tech Stack
Platform Stage | $40M+ ARR | 200+ headcount
Main challenge: Running a durable company. Org drag, governance.
Tech Stack
Stage-appropriate approach: The tech stack at Platform stage is enterprise-grade, globally available, and governed — consolidation, integration, and data quality take priority over adding new tools.
Tech Stack Principles
| Principle | Implication |
|---|---|
| Consolidation | Fewer vendors, deeper integrations, lower complexity |
| Global Availability | Tools must work across all regions, comply with local regs |
| Governance | Change management, approval process, vendor management |
| Data Quality | Single source of truth, deduplication, enrichment |
| Integration | APIs, data pipelines, real-time sync where needed |
Platform-Stage Tech Stack
| Category | Platform-Stage Tools | Governance |
|---|---|---|
| CRM | Salesforce Enterprise+ | CRM admin team, RevOps governance |
| Marketing Automation | Marketo, Eloqua, or HubSpot Enterprise | Marketing Ops |
| Sales Engagement | Outreach, SalesLoft, or similar | Sales Ops |
| CS Platform | Gainsight, Totango, or ChurnZero | CS Ops |
| CPQ | Salesforce CPQ, DealHub, Conga | Deal Desk + RevOps |
| Conversation Intelligence | Gong, Chorus, Clari | Enablement |
| ABM Platform | 6sense, Demandbase | Marketing Ops |
| Enrichment | ZoomInfo, Clearbit | RevOps |
| BI / Analytics | Looker, Tableau, Sigma | Data team |
| Data Warehouse | Snowflake, BigQuery, Redshift | Data team |
| Integration / iPaaS | Workato, Tray, MuleSoft | IT + RevOps |
Vendor Governance
| Element | Requirement |
|---|---|
| Vendor Management | Contract tracking, renewal calendar, business reviews |
| Security Review | SOC 2, GDPR compliance for all GTM tools |
| Budget Ownership | Clear budget owner per category |
| Evaluation Process | RFP process for new tools, cross-functional input |
| Sunset Process | Plan for retiring legacy tools |
Integration Architecture
| Integration Type | Purpose |
|---|---|
| CRM ↔ MAP | Lead/contact sync, campaign attribution |
| CRM ↔ CS Platform | Account, opportunity, health sync |
| CRM ↔ CPQ | Quote to opportunity, product sync |
| Product ↔ CS Platform | Usage data, health scoring inputs |
| Warehouse ↔ All | Single source of truth for analytics |
What NOT to do at this stage:
- Tool proliferation — every new tool adds integration burden and data fragmentation
- Shadow IT — unapproved tools create security and data risks
- Ignoring legacy debt — tools added in Scale stage may need replacement or consolidation
Playbook Reference: See Revenue Operations System and Process Audit, CRM Implementation, Marketing Automation Platform Implementation