In traditional SaaS, value comes from what the software does.
In the embedding era, value comes from what the software connects to.
The mental model is deceptively simple: Your product stops being the thing companies buy and becomes the thing other systems assume exists.
Salesforce isn’t a CRM. It’s the canonical source of customer truth that 47 other systems read from and write to.
Workday isn’t HR software. It’s the identity layer that single sign-on, payroll, benefits, and performance management depend upon.
Stripe isn’t a payments processor. It’s the financial infrastructure embedded into revenue recognition, subscription management, fraud detection, and compliance workflows.
Snowflake isn’t a data warehouse. It’s the analytical gravity well that data science teams, business intelligence tools, and machine learning pipelines orbit around.
The product is the interconnection.
