21 Million Customers: The Two Keys to Long-Term Tech Success with GoDaddy CFO Mark McCaffrey

Mark McCaffrey, the CFO of GoDaddy, joins CJ to talk about the evolution of one of the most recognizable brands on the internet from domain registration to a full-service platform for small businesses. Mark sheds light on GoDaddy’s role in the entrepreneurial micro-startup ecosystem and how, after 21 years, GoDaddy has grown to 21 million customers. He describes the trends he’s identified in the formation of micro businesses, their adoption of AI, their survival rates, and why churn caused by failing small businesses doesn’t affect GoDaddy as much as you think it would. He also talks about the metrics that matter, what he tracks, what he discloses, and how he uses this to pursue customers with intent. He also explains how to not lose sight of the micro when the macro is so big, and lists the two things every company in the tech industry needs to do to achieve long-term success. Spoiler: one has to do with customer relationships.

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TIMESTAMPS:

(00:00) Preview and Intro

(01:54) Sponsor – Planful | Brex | Vanta

(06:16) GoDaddy and the Entrepreneurial Micro-Startup Ecosystem

(07:40) The Origins of the GoDaddy Name

(09:08) GoDaddy’s Business Model and its Evolution

(11:45) The Strategic High Ground of Starting with the Domain

(12:58) Definition of a Micro-Business

(15:32) Sponsor – Tropic | NetSuite | RightRev

(19:15) The Mostly Metrics Domain Name

(21:50) Unsuccessful Businesses and Churn at GoDaddy

(27:07) Surprises from GoDaddy’s Data

(29:20) Customer Trends in Openness to AI

(30:45) Determining Which Metrics Matter and Which to Disclose

(34:31) Pursuing Customers with Intent

(35:44) When and How Mark Introduces a New Metric

(38:25) ARR Versus Bookings

(39:25) Retention Trends

(41:06) Two Things to Do in the Tech Industry for Long-Term Success

(45:47) How the Power of Relationships Led Mark to GoDaddy

(49:08) Long-Ass Lightning Round: Excel Spreadsheets

(49:44) Three Rules for Every Young Professional

(51:02) Finance Software Stack

(52:11) Craziest Expense Story

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