Cloudflare

“Business school idea was very much about like a more like ad revenue. So you basically build the network and a lot of traffic, and then you can make money through the eyeballs. That's kind of the idea versus like actually to be the security, the layer, the net…”

“Never leave a company you believe in for like, you know, these kinds of reasons, you know, you have to stick it out because things change really fast. And one thing doesn't change is like, you know, the trajectory of the company, like if you are an interest co…”

“Back in 2012, 13, there was only two percent of the website who actually was using some kind of a CDN solution or somebody did also, but not.”

“Actually, you know, I'm a big believer that you can't be good at everything. And when I, what I mean by that is if when you're building a company, right, you can't be good at serving all kinds of customers. You can't be good at serving a customer through a sel…”

“So, so in terms of even hiring the leadership team in the go to market, we were hiring people who were more open about like doing things in a different way versus like come with a playbook. So we never hired somebody who like, Hey, I have a playbook. This is h…”

“So initial enterprise plan was nothing but The same product which you have on PLG with the white glove service, you know, because what happens with a lot of customers is they come through PLG because they love that it's very simple to start, very simple to use…”

“We hire, like, a lot of mid-market A's, not, we did not hire, like, your traditional enterprise A's early on... The reason for that was that we wanted to build a fast velocity motion which was, like, the deal size was about 50,000 dollar, and we wanted to do d…”

“And I think a lot of these companies who are acquiring, they feel like I want to build the best basket out there. Then I'm not displaceable, basically. But within the basket, few things may become obsolete or become like a commodity, and that's okay. But the b…”

“So first customer, enterprise customer we have was Bain Capital. So Bain Capital was using ourselves a product and they were happy with it. And we just put a phone number on a website, you know, if somebody wants to call us and that phone number was pretty muc…”

“Like in the first three, four years, we did not go after any of the Akamai customers at all. But if they come to us, we will, but there are times where we did say no to the customers, like, no, we are not ready for you.”

“If you think of bot detection and Cloudflare and all of these things that they talk about, like they sometimes go on soapbox and saying, we are guarding the internet. We are keeping the bots away. It's all bullshit because What they're actually doing is preven…”