Dion Almaer

Software, Development, Products

Platform Thinking

Agency developers are underrated

You hear about the developer who created Wordle, or who went on to found a large company, or contributed an open source project to the commons. You don’t often hear about the agency developer, and they are both important and often on their own journeys.

The Value of Agency

Agencies, and consultants, are out there helping make businesses a reality. They deliver expertise when it doesn’t exist in house. They quickly expand the workforce and when done right, leave employees better equipped for growth.

By working at multiple companies in a domain, they can bring learnings, just as employees do when they change companies as they journey through their career.

I have found that high quality agencies are true experts who have bet their business on your platform, understand your competition, and know what your users really want. They build true empathy on what it takes to be successful.

If a platform company doesn’t have programs that include agencies as a tier one cohort they are probably doing it wrong. Ask yourself:

  • Am I training the developers at agencies to have a great understanding of what my platform or product offers? If they are asked, or are given freedom to choose, what solution to build on… would they choose you?
  • Are these developers external advocates in the community? Is there a community for them to show their chops, be rewarded for their knowledge, and celebrated?
  • Does the business team at agencies understand your offering and are you supporting them so they can be an extended sales force for you?
  • Do you have agencies not only servicing customers directly, but also through self-service opportunities (e.g. building apps / extensions / themes)?

At Shopify for example, our agencies are a vital part of our ecosystem, working with us on a joint mission to be merchant obsessed as a way to improve commerce for all. As I have dived into the ecosystem I am constantly finding agencies who deeply understand commerce and our platform, and are at the heart of delivering for our merchants to make their experiences unique and high quality.

We often talk about learning the tech, and the product, but learning commerce is an important key, and agencies have a lot of that knowledge. And once you understand the domain, competition, and environment, opportunities are unlocked.

The Entrepreneurial Path

Many of the solo or small team entrepreneurial developers that I have met came from a past life working at a merchant or at agencies. That was the training ground for their knowledge.

I have seen some common patterns when getting to know our developers, including one very strong one:

“I worked at an agency working on commerce sites for $YEARS. I started to notice that several of our clients were asking for $FEATURE, so I decided that I would build a Shopify app that delivers the feature and enables any merchant the ability to unlock it!”

— Pat

This takes so much risk away from your app development. For one, you can do work for clients directly to prove things out, and this gives you a direct line to a customer with the clear need (else they wouldn’t pay!) Then by working with other merchants you can learn what needs to be customizable, and then when ready an app version unlocks scale. It’s nice to get paid decent money from a merchant to do guaranteed work, and it’s nice to get money whenever someone installs your app.

This is yet another example of the power of de-risking app development with Shopify.

Thank you agencies, and those of you working at them. You are at the heart of it all.

Others in the series:

Horizertical: Should you focus horizontally or vertically as a platform?

Drawing of where to focus
I should have drawn it the other way so you can “Take the L!”

I have seen a path walked repeatedly in platform land.

If you are fortunate enough to have a large spectrum of experiences running on top of your platform, you start to think about prioritization of the platform and you get caught.

Since you are a platform, it’s natural to focus on … you know… the platform! Isn’t it obvious that a platform is horizontal? Your levers are at that layer, and thus you should stick to it. Stay low. How low can you go?

But as experiences emerge that you hadn’t thought about in your wildest dreams, you start to wonder 🤔. You feel disconnected from the end users. There is a large gap, which is filled in by the experiences running on your platform, and you wish you had more influence.

I know, forget this horizontal jazz! It’s bloody hard to keep all of the plates spinning any way, and you have read enough Seth Godin to know to focus on your loyal die hard users…. it’s time to think vertical!

It feels good. A simple focus. Now….. which vertical do you pick? 🤔…. picking ONE is really hard, as there are several important verticals. You start to cross off a couple verticals that while interesting, aren’t the most aligned with the success of the platform and what you are great at enabling. It feels good to whittle it down a little, but then you get stuck.

You don’t want the future of your platform to just be a subset of these verticals. What do you do?

I’m sorry to say, that you need to do both. You need to think horizertically.

This means:

  1. You acknowledge what your platform is uniquely good at, and you focus on horizontal functionality that grows your distinctiveness
  2. You build out vertically in some key areas, working closer than ever with some key partners, using their needs and your joint experience to help prioritize some of the horizontal components
  3. This is the work. No partner will hand it to you on a platter, and it’s unfair to expect that from them. They are naturally silo’d. You can learn from them and map solutions that work at a platform level to support them.

You end up doing less horizontal work, pack more into the needs of some of the verticals, and you differentiate your platform to boot.

Delight developers in ecosystem-enhancing, easy to copy ways

Gibson Biddle came to give a product leadership talk at Google and one section really stuck with me. He mentioned how he came up with a simple statement that packs into it the role of product, while he was VP of Product at Netflix:

“Delight customers in margin-enhancing, hard to copy ways.”

– Gib

So short. So simple. Yet, much to unpack. For example:

  • Delight customers: The Kano model discusses the role of delight and how “Users don’t expect features that delight them. Consequently, if these features are not there, customers will not be dissatisfied. However, if they are present, they can easily have the biggest influence on the customers’ level of satisfaction.“
  • Margin-enhancing: A ha. The business side that reminds us that we live in the real-world, and life isn’t solely about thinking through what the user wants….. as that won’t matter if you can’t survive or thrive, which is necessary to fund more delight. I now look out for the obvious bits here…. E.g. when you can’t just buy a book on the Kindle app on iOS. That restriction isn’t in place due to user-centric reasons.
  • Hard to copy: show me the moats!

I work on a developer platform, and a very open one at that, so I got to thinking about how a version of the statement would make sense for the Web Developer Ecosystem team, and came up with:

“Delight developers in ecosystem-enhancing, easy to copy ways”

– me

How does this unpack?

Delight developers

A platform needs to bring a supply of users to the table, for developers to have an opportunity to reach.

ASIDE: One of my kids asked me the good ole chicken and egg question, so I showed him:

And then for fun, I asked:

It was fun chatting through the birth of computing, and how the first users kinda were developers too, etc. It was also interesting thinking through various platforms and the stage at which third party developers were allowed on, and how it often depended on how valuable the host of the platform was as-is.

For example, the iPhone started first party, with Safari running the back catalog. The radio on the other hand….. I don’t remember it having any saved content that you could listen too if nothing was on the waves!

Anyway, back to delighting developers….. it’s important that we bring the meat of ROI (lowest cost to build your best experience for a large supply of users) but also the delight. Features such as this:

Value attracts, quality drives loyalty, and innovation differentiates.

Ecosystem Enhancing

Whatever we invest in should be enhancing the ecosystem. This means that we shouldn’t be thinking short-term. It means we should be thinking about the diversity in the ecosystem. One of the beauties of the Web is how anyone can make a home there. Grab a domain, and bob’s your uncle.

As a platform, yes you are a match maker of sorts (users and developers), but the long term aspect means that you aren’t just measuring hook ups, but family and societal growth that comes of the matches.

How do you notice weeds in an open ecosystem? You see silos that go over the top, and there are pure winners in verticals that stomp out competition. If you aren’t measuring and looking for the right things, it can look like engagement is going up and all is good…. when in fact the diversity is rotting away. We don’t want walls that keep people in and out, and even when we see people really enjoying a set of flowers, who knows how long that will last. Fashion’s change, and flowers can die out, so it is vital to not be all in on tulips.

In a healthy ecosystem, different parts interact in complex ways. You can mashup content, and someone can use an extension that makes something work better for them. The platform should be watching out for new patterns and work to bake them in so many can benefit.

Easy to copy

Rather than building first party competition that is zero sum game, we want to inspire the ecosystem and do so in a way that anyone can easily build on what we do.

We want to share building blocks, and help any sub communities throughout the stack. Open source enables us to not only share our own work in a well known way, but it also means we can participate and help other projects.

We see this in so many ways. From Chromium, to our guidance, libraries, and tools (DevTools, AMP, Lit, Lighthouse, workbox, you name it!), and with communities such as WordPress.

It’s incredibly fortunate that we can work in a way where we legitimately want sharing and copying, as we work together to garden the ecosystem, and make it the best destination to draw in more humans to play with us.

And thank you, Web community, for all of the creation and curation that you do.

The right thing to do, is the right thing to do.