Michelle ZatlynCo-founder and President driving Internet innovation

Michelle Zatlyn - Cloudflate at the Negev

Name: Michelle Zatlyn - Cloudflate at the Negev
Uploaded: 2026-01-28T02:22:30.777170
Duration: 1 min 9 s
Channel: Michelle Zatlyn
Description: Excerpt from a YouTube talk by Michelle Zatlyn ("Cloudflate at the Negev"). The speaker describes a pricing and go-to-market strategy that began with…

28 Jan 2026 · 1 min

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1:09

Excerpt from a YouTube talk by Michelle Zatlyn ("Cloudflate at the Negev"). The speaker describes a pricing and go-to-market strategy that began with free and low-cost ($20/month) tiers, which attracted interest from larger customers who found the low pricepoints too good to be true. This pull up‑market led to enterprise contracts averaging about $60,000 per year; the speaker notes that building a product capable of supporting $100,000 deals took roughly four years, and the choice was made to keep low-cost plans while iterating toward enterprise-grade features.

Questions this video answers

$20 a month.

A free service and a pro (paid) service.

About $60,000 per year.

Four years.

Chapters

We can't provide a free service. We do that. And B, we have no control over how we're going to deliver this performance and security and like the real core assets for our business. And so we started with a free and pro service and did very well there. And I'll show you a little bit more about that. But what we found was we had a lot of larger people coming to us saying, hey, I really like what you're doing, but I need to pay you more than $20 a month. Like I will get fired if I sign up for this. It's too cheap. This is too good to be true. And so that's pulled us up market. And again, you know, our average enterprise contract today is about $60,000 a year. And you know, when we talk again in two years, I bet you it'll be more like hundreds and thousands of dollars like the. Again, you keep getting pulled up. Now I talked to lots of people who are building enterprise companies who want to start with $100,000 contract value. The product you need to build to get to 100,000, like to sell $100,000 deal. It took us four years to build that product. And so we said while we build that product, we're going to offer a free service and a $20 a month service so we can build a product for the enterprise and get paid for it along the way. And that was our strategy.