On the TechTO stage ×1
First seen on the TechTO stage in 2020. Every talk is searchable — ask the archive about Michelle ↗
In their words
You're in this for the long term. We've been building Cloudflare for 10 years — it's a long term, it's not this year. Take a long-term focus to this great business you're building.
That multi-million dollar customer is gonna have a very different expectation than where we were at, and we didn't think the company was ready for it.
We're not ready — let's stay in touch, we'll come back in six months or 12 months or 18 months. You'd be amazed at how much people are like, wow, thanks for being honest about that.
More from TechTO ×1
Around the web ×1
Quick answers
What is Michelle Zatlyn known for?
Co-founding Cloudflare in 2009 with Matthew Prince and Lee Holloway, and running it as chief operating officer from 2016 to February 2025. She is now president and co-chair of the board.
Is Michelle Zatlyn Canadian?
Yes. She grew up in Prince Albert, Saskatchewan, and moved to the United States for Harvard Business School, where she met her Cloudflare co-founder.
What did Michelle Zatlyn tell the TechTO audience?
To set customer expectations early, and to turn down revenue you are not ready to serve. She described refusing a multi-million dollar deal Cloudflare could not yet support, and signing the same customer 18 months later.