DYN MassTLC go-to-market strategy
Transcript of DYN MassTLC go-to-market strategy
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
Infrastructure-‐as-‐a-‐Service (IaaS) experts, powering DNS & Email delivery for enterprise, small business & personal users.
Kyle York Chief Revenue Officer @kyork20 @Dyninc
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
1998
2001
2010
Started as a volunteer based organization for remote access
Launched Enterprise DNS services
Launched DNS eCommerce via online portal (email in 2003)
3-year bookings CAGR: 60%+ and double digit EBITDA margins
Expanded with offices in SF & London
Cash Flow Positive/ Incorporated
2011
eCommerce platform surpasses ���20M accounts
Acquired SendLabs, EditDNS, & EveryDNS - enterprise email
Opened UK Datacenter
Opened HK Datacenter
eCommerce platform surpasses 10M accounts
Win Twitter, Netflix, Zappos as Customers
1998 2001 2005 2007 2008 2009 2010 2011
Our Story
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
More Performance
Web/App performance heavily impacts revenue and operaVonal effecVveness
More Cloud/VirtualizaVon
AdopVon of cloud compuVng drives network dynamism and complexity
More Devices/Apps
More devices (phones, tablets) are more connected then ever (IPv6)
More Email
More customized, event-‐based push communicaVon
Converging Trends
Drive Need for Premium DNS & Email Deliverability Services
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
“Dyn’s DNS Load Balancing soluVon & aiCache’s proven caching so^ware have enabled a top-‐Ver financial news website to shave 30% off response Vme, save money, have beber, real-‐Vme monitoring, reporVng & alerVng setup.” Rashid Kamirov, Director of Plaforms, CNBC “When improving our DNS, we chose the focused
pros & the switch was quick & painless. Dyn helped Etsy’s performance improve in all aspects.” John Allspaw, VP of Technical OperaVons, Etsy
“Switching to Dyn took literally a few hours (not days, not weeks) for 75+ zones/domains. Their expert editor makes old hacks like me feel comfortable – ease of a GUI & the flexibility of command line interface.” Lenny Tropiano, Senior Systems/Network Architect, HomeAway
Web Enterprises – VerVcal Markets
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
Dyn Business Model
Approach
Evergreen Annual
Contracts
Payments in Advanced
Usage-‐Based Billing
Rock Solid RelaVonships
Enterprise Churn Rates
<5%
Ecomm Churn Rates <30%
Upsell/Cross-‐Sell Opportunity
NegaVve Working Capital
Model
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
Go-‐To-‐Market
Dyn.com
1.2mm Unique Visitors/Mo
Entry Price $30/yr
Organic Growth
Ecomm
Metric Driven Inside Sales (45 Reps)
MHT/EMEA/SF Offices
Advanced Features (28%), Upsell
Entry Price $2400 per year
Direct Sales
More Reps / More Int’l
Conferences / Events
Paid SEO /SEM / LocalizaVon
New Add-‐On Products
Growth
Dyn @ MassTLC Summit • October 2012 @kyork20 @Dyninc
Ecommerce & Enterprise Expand Together
SVcky services yields loyal user base across both enterprise and ecommerce. Ecommerce users are acVvely managed and upsold to enterprise contracts. Enterprise users have doubled for last 3 years.
Enterprise/eCommerce Split
Q & A
We’re passionate about our technology, our culture and our customers.
The growing opportunity of DNS and email is met by Dyn’s best-in-class, customer-focused solutions.
Dyn’s SaaS/IaaS business model has driven a proven track record of successful financial growth and opportunity.
@kyork20
@Dyninc