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Redefining Our Approach To The Enterprise Space

Author’s Note: Things can change really quickly as less than two years after this was written, our approach to how we view the Fortune 500 space has evolved, mirroring the growth of our sales team.

We redefined who we were as a company, who we wanted to be, and who we wanted to do business with. We came up with a common goal: to power the Internet. And while the Alexa 500 will always be a sweet spot for us, the Fortune 500 has a place on the Internet too — a very important one. Why leave any company out of the experience we can provide, right?

So instead of making this post disappear, we chose to add a foreword and leave as documentation of our thought process at the time. If you’re growing your business, you might have the same thoughts as we did. But know this: a lot can change in two years, which is why evolution, flexibility and going after what you want is paramount to going after big goals.

– Kyle

Most multi-audience companies first establish themselves with an ‘enterprise’ customer base and work themselves down market to larger segments: SME (small/medium enterprise), SMB (small business) and eventually consumer audiences, not the other way around. The main reason: it’s really hard.

Because of our well-documented history, we aggressively and tactfully had to climb up market from the consumer hobbyist to the enterprise over an inspirational ten-year run. It wasn’t easy and required a ton of planning, self-realization, reinvention and hustle. We’re still climbing. We don’t care about your company head count or your historical revenues. We don’t care what your annual infrastructure budgets are or how many office locations you have. And we surely don’t care about your current stock price.

Those things are irrelevant to our business. Candidly, it’s quite a brutal sales process at the biggest of true enterprises with the hurdles/timelines of legal, sourcing, procurement and purchasing. I mean, some of these companies are larger than established countries.

So what do we care about? The Alexa 500, not the Fortune 500.

We care about the importance of your website, web systems, online applications and emails. We might even care more than you, because it’s all we do. If we fail, hundreds of thousands of customers fail. We don’t take this responsibility lightly.

In our world — the world of the ‘Web Enterprise’ — we care about traffic volumes. How busy is your website or web app? How many transactional, automated or bulk emails do you send? How many hostnames do you need disaster recovery or load balancing or Traffic Management for? If these systems went down, would you lose money? Would your brand be less trusted?

Is Angry Birds an enterprise? What about LiveJournal, Tumblr, Yelp!, StumbleUpon, Chartbeat, Bit.ly, Lockerz or TwitPic? They are also web enterprises from our lens and are some of our best clients.

Please hit us up if you fit our target, need enterprise class technology like Managed DNS and Email Delivery and are one of those web enterprises…just like us.


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Kyle York
Whois: Kyle York

Kyle York is GM & VP, Business & Product Strategy, 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 current role, Kyle focuses on overall corporate strategy, including: positioning and evangelism, new market entry, strategic alliances and partnerships, M&A, and business development. Outside of Oracle Dyn, Kyle is an angel investor, entrepreneur, and advisor in several startups.