Around this time last year, we opened an office in the UK and strongly committed our global IaaS company to the European market. We hired a seasoned Regional Director in Phil Akilade, began enhanced account management with all UK/EMEA customers, started hiring and established a strong trade show and sponsorship plan throughout the region.
It was reminiscent of when we started building our brand and U.S.-based sales team in 2009: grassroots, assertive and unique. I had high expectations when we expanded out for the first time, but witnessing it come to life has been one of the greater accomplishments of my career.
We still have a way to go, but the foundation is more than laid.
We haven’t been afraid to make adjustments.
After about nine months in London, we started to feel like being in the heart of Mayfair just wasn’t our style. The Dyn style is truly one of a kind. Remember that our U.S. headquarters is based in Manchester, NH – not exactly a technology hotbed. In London, we found ourselves recruiting against corporate/established juggernauts, were getting murdered on our rent and weren’t getting too many crazy benefits for being in the capital. It also felt like we were trying to be something we weren’t.
As I write this, I’m sitting in our new Brighton EMEA HQ. I came out to the UK to see our growing team of Phil, Abbas, Jo, James, Diana, Graham & David. The goal of my trip was to clearly communicate the growth strategy for EMEA, show executive support from the U.S. HQ and do some coaching/training, alongside Director of Client Services Chris Gonyea and Strategic Account Team Manager Bobby Condon, who came along to help set the table for our growth plan.
It has been a big success from all accounts with some very positive surprises.
- The team planned a DynTini event at Bohemia where 100 guests networked and had free drinks and appetizers on us. It was an amazing location, packed with recruits, clients, prospects, family and friends. Manchester, NH-style DynTinis officially made their way to the UK.
- The amount of outbound calling that occurred for prospecting was immense. I think I heard four different languages (five if you include British English!)
- The interaction with our two Client Services team members hired to support the UK sales team is already far beyond what we would have expected over three weeks of collaboration.
- The amount of scheduled conference calls with prospects for managed DNS and email delivery were astounding — so much so that both Bobby and Chris said that four reps make more calls here than 20 combined in the U.S. (The gauntlet has been thrown down.)
- The team has 100% bought in and 100% full of hustle. There is no doubt in my mind that the opportunity for growth is huge and we have the team here to build upon. Our EMEA customers and future customers are very lucky.
I couldn’t be more confident, humbled and proud of the team in the UK. It feels like only yesterday we were hiring our first sales guys/gals in the U.S. and starting to build our enterprise customer base and company brand. We’ve always been global in customers, but now we are global in talent. It’s amazing.
To see it live and in colour, represented so positively in Europe was a ‘pinch yourself’ sort of thing. Being a guy from a small town in the States, it doesn’t get more rewarding. The sky truly is the limit.
Keep Calm And Carry On.