How Cloudinary scaled its self-serve enterprise sales 

Wes Bush

Founder of ProductLed and bestselling author of Product-Led Growth.

Wes Bush

Founder of ProductLed and bestselling author of Product-Led Growth.

Last Updated
January 16, 2024
Estimated Reading Time
1 minute

Table of Contents

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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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