Fastly Business Model Analysis

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Written By Angelo Sorbello

Tech entrepreneur and passionate about business



In this article, we'll dive into the business model analysis of Fastly, a leading edge cloud platform provider.

As a collective, we aim to understand the value proposition offered by Fastly and how their platform revolutionizes enterprise operations in the digital landscape.

Fastly's edge cloud platform brings data closer to end-users, enhancing performance and protection.

With a focus on developers, their serverless platform processes, serves, and secures customer applications at the internet's edge, enabling organizations to build efficient infrastructure and reduce reliance on central cloud services.

Join us as we unravel the intricacies of Fastly's business model and its impact on the digital landscape.

Key Takeaways

  • Fastly offers an edge cloud platform that brings data closer to end-users for improved performance and protection.
  • The company's enterprise business model relies on monthly fees from customers for access to the platform, account management, and enhanced customer support.
  • Fastly's values-first approach has helped attract great people and contribute to its success.
  • Sales and marketing play a crucial role in Fastly's enterprise business model, with enterprise customers contributing significantly to the company's total revenues.

Fastly's Edge Cloud Platform

Fastly's Edge Cloud Platform brings data closer to end-users for improved performance and protection, providing organizations with a powerful and efficient infrastructure that reduces reliance on central cloud services.

The advantages of edge computing are evident in the applications of edge cloud technology. By processing, serving, and securing customer applications at the edge of the internet, Fastly's platform enables faster response times and enhanced user experiences. This is particularly beneficial for latency-sensitive applications, such as real-time gaming, video streaming, and IoT devices.

Additionally, the edge cloud platform allows organizations to mitigate security risks by keeping sensitive data closer to the end-users and reducing the attack surface.

With Fastly's Edge Cloud Platform, organizations can leverage the benefits of edge computing to optimize their applications, improve performance, and enhance user satisfaction while reducing their dependence on central cloud services.

Fastly's Enterprise Customer Base

We cater to a diverse range of enterprise customers, attracting them through our exceptional edge cloud platform and value-driven business model. Our enterprise customer base is crucial to our overall success and revenue generation.

Here are some key points about our enterprise customer acquisition and retention strategies:

  1. Targeted industries: We serve customers in digital publishing, media, entertainment, technology, and travel, among others. This allows us to tap into various sectors and expand our customer base.
  2. Long sales cycle: Acquiring enterprise customers can take several months to over a year due to complex decision-making processes and larger-scale implementations. We dedicate resources to nurturing these relationships and providing personalized support throughout the sales cycle.
  3. Account management: We offer different levels of account management to cater to the unique needs of our enterprise customers. This ensures that they receive the attention and support required to maximize the value of our platform.
  4. Enhanced customer support: We prioritize providing exceptional customer support to our enterprise customers. This includes dedicated support teams, proactive monitoring, and swift issue resolution to maintain high customer satisfaction and retention rates.
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Account Management and Customer Support

Regularly, our team provides proactive and dedicated account management and customer support to ensure the success and satisfaction of our enterprise customers.

Account management plays a crucial role in customer success by fostering strong relationships, understanding customer needs, and aligning our services with their business goals. Our account managers serve as trusted advisors, helping customers maximize the value they receive from our edge cloud platform.

In a subscription-based business model like ours, enhancing customer support is vital. We employ several strategies to achieve this, including 24/7 technical support, dedicated customer success managers, and comprehensive documentation and training resources. We also actively seek feedback from our customers to continuously improve our services and address any issues promptly.

Fastly's Values and Culture

Fostering a values-driven culture is integral to Fastly's success as an enterprise business. Fastly's values and culture are deeply ingrained in the company's operations and have a significant impact on its employees and the environment.

Here are four key aspects of Fastly's values and culture:

  1. Employee engagement: Fastly places a strong emphasis on creating an engaging work environment for its employees. The company believes that happy and motivated employees are more productive and contribute to its overall success.
  2. Ethical commitment: Fastly is committed to conducting its business in an ethical and responsible manner. The company strives to make a positive impact on the environment and actively works towards reducing its carbon footprint.
  3. Diversity and inclusion: Fastly values diversity and inclusion in its workforce. The company believes that a diverse and inclusive workplace fosters innovation, creativity, and better decision-making.
  4. Community involvement: Fastly actively participates in community initiatives and supports various social causes. The company encourages its employees to volunteer and contribute to the betterment of society.

Fastly's Financial Performance

Fastly's financial performance is a key aspect of its enterprise business model, as it directly correlates with the company's revenue generation and growth. In 2021, Fastly generated over $354 million in revenues, with $313 million coming from 445 enterprise customers. These enterprise customers represented 15% of the total customer base but contributed to 88% of the total revenues. Sales and marketing play a crucial role in Fastly's enterprise business model, as evidenced by the significant number of sales representatives and managers employed by the company. The Dollar-Based Net Expansion Rate (DBNER) is a key metric for Fastly's revenue growth, and it stood at 120.9% in 2021. This strong DBNER reflects the company's ability to generate revenue from new customers, platform usage, and additional product purchases. Overall, Fastly's financial outlook is promising, driven by its focus on enterprise customers and its ability to drive revenue growth through the DBNER metric.

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Financials 2021
Revenues $354M
Enterprise Customers 445
Enterprise Customers' Contribution to Total Revenues 88%
DBNER 120.9%

Importance of Dollar-Based Net Expansion Rate (DBNER)

Continuing the discussion from the previous subtopic, we recognize the importance of the Dollar-Based Net Expansion Rate (DBNER) as a key metric for driving Fastly's revenue growth.

DBNER measures the revenue growth derived from three main factors:

  1. New customers: DBNER takes into account the revenue generated from acquiring new customers. This showcases Fastly's ability to attract and onboard new businesses, expanding its customer base.
  2. Platform usage: DBNER considers the revenue growth resulting from increased usage of Fastly's edge cloud platform by existing customers. This reflects the value and satisfaction these customers derive from the platform, leading them to utilize it more extensively.
  3. Additional product purchases: DBNER accounts for the revenue generated from customers purchasing additional products or upgrading their current subscriptions. This demonstrates Fastly's ability to upsell and cross-sell its offerings, driving incremental revenue from existing customers.

Factors affecting DBNER include the effectiveness of Fastly's sales and marketing efforts, customer satisfaction with the platform, and the company's ability to continuously enhance its product offerings to meet evolving customer needs.

Sales and Marketing Strategies

To further drive revenue growth, we prioritize implementing effective sales and marketing strategies at Fastly. Sales and marketing effectiveness plays a crucial role in our enterprise business model.

Fastly employs a significant number of sales representatives and sales managers to ensure effective customer acquisition strategies. We focus on targeting customers in digital publishing, media, entertainment, technology, travel, and other industries that can benefit from our edge cloud platform.

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Our sales cycle for enterprise customers can vary from several months to over a year, highlighting the importance of building strong relationships and demonstrating the value of our platform.

Through strategic marketing campaigns and personalized sales efforts, we aim to showcase the unique benefits of our serverless edge cloud platform and persuade potential customers to choose Fastly for their infrastructure needs.

Frequently Asked Questions

How Does Fastly's Edge Cloud Platform Improve Performance and Protection for Customer Applications?

Fastly's edge cloud platform improves performance and protection for customer applications by bringing data closer to end-users. It enhances efficiency by reducing reliance on central cloud services and ensures security through real-time visibility and control at the edge.

What Industries Does Fastly Primarily Serve With Its Enterprise Business Model?

Fastly primarily serves industries such as digital publishing, media, entertainment, technology, and travel with its enterprise business model. Its competitive advantage lies in its edge cloud platform, which improves performance and protection for customer applications.

How Does Fastly Determine the Pricing Structure for Its Products and Services?

Pricing determinants for Fastly's products and services are determined through market research, analyzing factors such as competition, customer demand, and value proposition. This helps us establish a pricing structure that aligns with market dynamics and customer expectations.

What Are the Specific Ethical Principles and Values That Fastly Emphasizes in Its Culture?

In our culture, Fastly emphasizes ethical principles and values that guide our work. We strive to improve human lives and have intentionally grown values-first, attracting great people and contributing to our success.

How Does Fastly's Dollar-Based Net Expansion Rate (Dbner) Impact Its Revenue Growth and Overall Business Strategy?

Fastly's dollar-based net expansion rate (DBNER) is a key metric that measures revenue growth. A high DBNER indicates that Fastly is effectively generating revenue from new customers, platform usage, and additional product purchases, driving overall revenue growth and shaping its business strategy.


In conclusion, Fastly's edge cloud platform revolutionizes the digital landscape by bringing data closer to end-users, enhancing performance and security.

With a focus on developers, their serverless platform enables organizations to build more efficient infrastructure.

Fastly's enterprise business model, coupled with their values and culture, contribute to their success in the industry.

Their financial performance, measured by metrics like DBNER, highlights their ability to drive growth.

Through effective sales and marketing strategies, Fastly continues to shape the future of cloud computing.

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