How Cloudinary scaled its self-serve enterprise sales

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