Cloudflare Sales Toolkit

Lead With Business Problems

Ten executive pains. Product answers that follow naturally.

Universal Discovery Opener

"Which of these is costing your business the most right now: cloud spend, application performance, security complexity, developer velocity, vendor lock-in, AI strategy, new threat categories, compliance friction, engineering retention, or product time-to-market?"

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The Positioning Rules

Lead with a business problem, not a product
Don't lead with feature lists
Use their metrics (P99, MRR, MTTD)
Don't lead with your specs (TFLOPs, QPS)
Tell a consolidation story
Don't fragment into best-of-breed pitches
Ask what's breaking
Don't pitch what you have