How Cloudinary scaled its self-serve enterprise sales

ProductLed Podcast

תוכן מסופק על ידי Wes Bush. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Wes Bush או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

6M ago 34:58

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Cloudinary, a leading image and video API platform, maintains a balanced revenue split: 30% from self-serve and 70% from enterprise sales. However, this wasn’t always the case.

Join us as Sanjay Sarathy, the company’s VP of Marketing, discusses how user growth prompted a strategic shift from their original product-led GTM strategy. Learn from their mistakes, like focusing on incompatible geotargeting and partnerships, and discover what elements make Cloudinary’s mix of self-serve and enterprise sales successful.

Key Takeaways:

[02:45] Evolution of go-to-market motion

[05:55] Marketing strategies and channels

[10:30] Balanced approach to self-service and enterprise

[20:15] Challenges in scaling geo-specific

[27:20] Importance of pricing strategy

About Sanjay Sarathy:

Sanjay has more than two decades of experience leading global marketing programs, his work spanning tech startups and established market leaders in SaaS, Big Data, analytics, and e-commerce. Before becoming the VP of Marketing at Cloudinary, he held senior positions at Imanis Data, Sumo Logic, and Vindicia.

Links:

Sanjay Sarathy | LinkedIn

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