How Cloudinary scaled from 0-$100M+ ARR скачать в хорошем качестве

How Cloudinary scaled from 0-$100M+ ARR

In this episode of ThriveCast, we speak with Sanjay Sarathy, VP of Self-Serve and Developer Experience at Cloudinary. Sanjay shares Cloudinary’s journey from a developer consulting firm to one of the most successful product-led growth stories in SaaS—scaling past $100M ARR while maintaining a strong self-serve engine and developer trust Key Insights Cloudinary started as a consulting company before productizing a repeated developer pain Developers were treated as the core growth channel, not just users Early investment in developer support and documentation drove trust and word of mouth Self-serve and enterprise were built as a continuum, not competing motions Freemium created value first, revenue followed naturally Word of mouth still drives a significant share of daily signups at scale Simplifying signup and activation had outsized impact on growth Not all product launches succeed, fast failure led to better product strategy Actionable Takeaways Treat your primary user persona as a growth engine, not a funnel step Invest early in support, docs, and activation, not just sales Let self-serve usage reveal future enterprise opportunities Reduce friction relentlessly small changes compound at scale Separate product experimentation from core revenue products Build trust first; monetization follows naturally Resources Mentioned Cloudinary self-serve and freemium model Developer documentation and SDK-first onboarding Activation and signup flow experiments Product incubation model for new bets If you’re a B2B SaaS founder, PLG leader, or developer-focused product team, this episode shows that sustainable growth doesn’t come from aggressive selling it comes from earning trust, removing friction, and letting value scale naturally across self-serve and enterprise journeys. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.hybridgtm.com (https://www.hybridgtm.com?utm_medium=...)