customer story

Netlify

Netlify Accelerates the Sales Cycle and Gains the Confidence of Enterprise Brands by Using Catchpoint

Netlify is a web developer platform that uses the Jamstack architecture to enable a frictionless, streamlined way to build and deploy apps at scale. Netlify’s unique platform enables a 10 times faster path to more performant, secure, and scalable websites and apps – while eliminating the need for servers, DevOps, or costly infrastructure. Netlify uses Catchpoint to:

  • Enhance pre-sales engagements with active observability.
  • Drive additional revenue.

Employees:
97 employees
Revenue:
$23 million
Headquarters:
San Franccisco, CA
Industry:
SaaS

Some brands run their entire business on our network edge, and Catchpoint helps instill trust that they have made the right decision.

Ameer Badri
,
Senior Director of Solutions Engineering

Problem

Netlify recently launched a suite of enterprise-grade products to support customers with a focus on developer team collaboration, high-performance build environments, uptime service level agreements (SLAs) and premium support. “Speed, security, and scalability are critical factors to competing on the web, which is why so many developers and businesses have embraced Netlify,” explains Ameer Badri, senior director of solutions engineering for Netlify.

“In doing so, they empower their development teams to build, deploy and iterate websites at a much faster pace than with traditional tools and architectures. And they want assurance that they are wise in placing their trust in us.” Many enterprises want to know how the network will perform for their specific use case, whether they want to run an existing application, develop a new one, or reimagine an existing one to run on Netlify. While Netlify and prospects can get a sense of the platform’s performance via web browsers, this is a subjective approach open to interpretation. Instead, Netlify takes advantage of Catchpoint active observability and other tools to objectively articulate its unique value proposition: its high-performance edge content delivery network (CDN).

Solution

In his role, Badri is responsible for the team that helps prospects understand the value of Netlify. According to Badri, “Catchpoint has the infrastructure and reputation – and is the enterprise-level brand – for measuring performance objectively.” To that end, Badri underscores the value of Catchpoint’s globally distributed footprint of servers. “Our company knows you need that level of infrastructure to test at scale. As we grow, Catchpoint will be there for us. And when I joined Netlify, I saw the opportunity to use Catchpoint in a more structured approach within our sales cycles.”

Enhance Pre-Sales Engagements

As the organization that runs and standardizes tests, Badri’s team assists in pre-sales engagements, whether as part of a proof of concept or to execute tests in specific regions. In helping to accelerate the sales process, Badri appreciates that his team can easily create and run Catchpoint tests and share the results on their own. “Catchpoint tests help remove friction in the sales process, which is vital these days, when companies are concerned about their spend,” Badri says.

Drive Additional Revenue

In addition to illustrating the value of Netlify to prospects, Badri’s team uses Catchpoint to drive upsells and cross-sells. Sometimes an existing customer wants to offer its website or application in another region or needs to prove the value of Netlify to a different team in their organization. Enterprise customers often focus on faster development cycles, faster time to first byte, cost savings, and a reduced attack surface as business drivers for using Netlify.

Whatever the case, Netlify can take advantage of Catchpoint to support its needs. “Whether we want to show web page completion, First Contentful Paint (FCP), Time to first byte (TTFB) or another key metric, we can do that with Catchpoint,” Badri says.

In one situation, a large global brand wanted to know how Netlify was going to run its synthetic monitoring. The brand happened to already use Catchpoint, so it didn’t question the validity of the results that Netlify delivered. “Just saying we use Catchpoint makes it easy to move the conversation forward,” Badri explains.

Results

While Netlify uses Catchpoint to help convert prospects and drive additional revenue from existing customers today, in the future it plans to take further advantage of Catchpoint capabilities. Going forward, Badri’s team will develop dashboards to provide prospects and customers – along with everyone in Netlify – a view into what his team sees. “This is just one of the many ways I plan to make our testing and proof of concepts more repeatable. We appreciate our collaborative partnership with Catchpoint that helps us take our pre-sales processes to new levels,” concludes Badri.