Fastly (FSLY) UBS Global Technology and AI Conference summary

Platform evolution and business diversification

• Unified platform now offers content delivery, edge security, observability, and compute, enabling broader customer acquisition and cross-sell opportunities.

• Revenue concentration in top 10 media customers was 40% at the year's start; focus shifted to diversifying and accelerating growth outside this group, achieving 20% YoY growth in Q3 for non-top-10 customers.

• Strengthening presence in e-commerce, high tech, transportation, retail, healthcare, and hospitality verticals.

• High-touch customer success motion implemented for large media accounts to address volatility and optimize revenue.

• Edgio competitor bankruptcy presents a significant opportunity to capture additional traffic and improve pricing environment over the next 6–12 months.

Go-to-market strategy and leadership changes

• New Chief Revenue Officer, Scott Lovett, brings experience from Imperva, Akamai, and Cisco, focusing on customer acquisition and security.

• Security expertise now integrated into both product and sales teams, with a major go-to-market push for security planned in 2025.

• Sales compensation plans are being updated to incentivize security, compute, and observability sales, with increased security specialization and regional expertise.

• Diversification efforts target non-media customers who prefer a single technology partner for a balanced portfolio of security, observability, and performance.

Security and platform innovation

• Security portfolio matured through platform unification, integrating WAF across all edge servers and unifying management control plane.

• Investments in R&D led to new turnkey products in DDoS and bot mitigation, enhancing cross-sell efficiency and customer experience.

• Security sales teams are being structured for targeted growth, with leadership hires from competitors.