Cloud infrastructure: DigitalOcean case study: 33% YoY growth at 37% lower CAC
Startup buyers saw a developer tool. Phi repositioned DigitalOcean for them and ran the SMB outbound motion that sold it across APAC.
Cloud infrastructureOutcome: DigitalOcean results
Growth at a lower cost to acquire.
- 33%Year-over-year growth
- 37%Lower CAC, through precise outbound targeting
- HigherSMB win rates and SQL conversion
Pipeline velocity rose across startup segments. Cold email and call response rates jumped after the messaging overhaul, and more meetings got booked.
Before Phi: The challenge at DigitalOcean
A developer brand, a startup opportunity.
- 01
Developer-first brand
Strong with developers, weak with startup buyers.
- 02
Seen as a tool
Founders saw DigitalOcean as a tool, not a growth platform.
- 03
Untapped SMB demand
Real demand in the underserved SMB cloud segment, left on the table.
- 04
No outbound
No targeted outreach, and developer messaging didn't land with founders.
The work: What Phi did for DigitalOcean
Outbound rebuilt from the ground up by full-time lead gen specialists, partnership specialists and RevOps operators, embedded in DigitalOcean's commercial team and executing daily.
- 01
Segment ICPs
Different outreach for solo developers, SaaS startups and digital agencies.
- 02
New positioning
From developer tool to startup-ready cloud partner.
- 03
Tested sequences
Cold email and call copy built on founder pain points.
- 04
CRM and reporting
Workflows, dashboards, TAM maps and performance metrics.
Testimonial: DigitalOcean, in their words
“Phi helped us speak the language of startups. Their outbound team delivered pipeline that actually converted, and fast.”
Talk to us: The same system, pointed at your number.
A 30-minute call on your market, your GTM and what is not working. We will tell you if Phi is the right fit.
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