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Every Startup Needs a CRO

Over the years I have been a vocal advocate that startups need a Chief Revenue Officer (CRO). In the journey from turning an idea into a sustainable business, sales and marketing need to be overseen by the same person and the same vision. That alignment ensures that the market problems you are solving, the customers you want to reach, the products customers buy, and the way in which they are sold reflect the brand the company is building. These two functions—how a company survives and why it matters that it does—are opposite sides of the same coin. If sales and marketing are grown and nurtured in separate silos, a company will not scale.

But the hardest part of having a big vision is knowing when to reflect and adjust to new situations. When a company scales to a certain size, things iterate and change. I’ve talked about this at length, but recently with my ‘Dyn’s 2014 Coming of Age’ post, I more clearly summarized the transition from startup company to a formidable enterprise. The puzzle gets more complex and there are more pieces to control. This is why specialization becomes necessary. Tightening your focus increases your impact. Communications and alignment becomes critical so all pieces move in the same direction under a common vision.

That is why I am happy to announce today that I have a new title: Dyn’s Chief Marketing Officer (CMO).

This is a very natural evolution for me, as Dyn’s reputation has always been near and dear to my heart and my responsibility is to protect, grow, and promote it. From helping to make DNS sexy to putting the Internet Performance space on the map, Dyn’s corporate growth, branding, communications, demand generation, positioning, business development, and overall go-to-market strategy have always been—and will continue to be—my priority.

This evolution wouldn’t be possible without the additions of tremendous, experienced and talented senior sales leadership on a global level. Rest assured, I will still be deeply involved in major strategic deals and customer accounts, but the day-to-day operations of sales execution is in very capable hands.

It is an exciting chapter for me personally and for Dyn. It is a signal that we continue to grow and mature. We are truly a global leader in Internet Performance and will continue to work side-by-side with the best customers and partners in the world to make the Internet a more productive tool to grow businesses of all sizes. We will continue to hire the best and the brightest and play an active role in our community and industry.

Every day I, and our more than 400 employees worldwide, wake up with one goal in mind: To help our customers monitor, control, and optimize online infrastructure for an exceptional end-user experience. If we can do that, while building a sustainable, long-term franchise, the entire Internet wins.


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Whois: Kyle York

Kyle York is Dyn’s Chief Strategy Officer and has been a long-time executive, having joined in 2008. Over the years, he has held go-to-market leadership roles in worldwide sales, marketing, and services. In his role as CSO, Kyle focuses on overall corporate strategy, including: positioning and evangelism, new market entry, strategic alliances and partnerships, M&A, and business development. Outside of Dyn, Kyle is an angel investor, entrepreneur, and advisor in several startups. Follow Kyle on Twitter: @kyork20 and @Dyn.