Quarterly Business Review · Q1 FY26

CEERI & GiG EMEA
Winning the AI Era

The platform shift is live. AI workloads, agentic compute, and Zero Trust adoption define the next three years. We are uniquely positioned — and this quarter proved it.

157%
DN vs Plan
$1.73M
DN Closed QTD
$3.35M
GiG Closed QTD
25
New Logos
20
Deals Won
📅 April 2026 👤 Vitaly Kirshchenya · Sales Manager, CEERI DN 📍 EMEA Region 🔒 Confidential
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01 / 07
Looking Back · Q1 FY26

Q1 Performance

Strong execution across both teams. Digital Native smashes plan; GiG delivers 188% of target.

Act I · Security & Performance
CDN · WAF · DDoS · Bot Mgmt
$4.7M+
DN: $1.5M  ·  GiG: $3.2M
Act II · Network / SASE / ZT
Zero Trust · SASE · Magic WAN
$162K
DN: $82K  ·  GiG: $80K — underpenetrated
Act III · Developer Platform
Workers · R2 · AI Gateway · Agents
$170K+
DN: $150K — early stage, massive upside
Digital Native — CEERI
AETargetClosed QTDvs Plan
A. Valyshkin $388K $1.05M 271%
E. Galchenko $388K $676K 174%
Team Total $777K $1.73M 157%
GiG Majors
AETargetClosed QTDvs Plan
A. Varabyeu $462K $934K 202%
A. Ziegler $388K $1.4M 360%
K. Zabara $483K $794K 164%
V. Litak $441K $223K 51%
Team Total $1.77M $3.35M 188%
25
New Logos
$453K
GiG New Logo ARR
$70K
DN New Logo ARR
20
Deals Closed-Won
02 / 07
Intelligence

Key Learnings & Market Opportunities

The platform shift is accelerating. Catch the wave now — the window to lead is open.

Key Learnings
🏭
Rethink the Factory — AI-First Workflows
Reactive, deal-driven selling must be replaced by structured AI-led motions. OpenCode, Gemini, and Claude now replace the enablement team as the fastest, deepest learning path for CF products. Use them daily.
🎯
Hunting → Farming: Deep Account Penetration
Concentration works. Narrow to top accounts, know 20–40 people per customer, target >25% as active champions. Be the first to know everything — interview contacts, map the org, understand their roadmap before they publish it.
🤖
AI Tools = Competitive Edge in the Field
Reps who use AI tools (OpenCode, Gemini) outperform reps waiting for enablement. Understanding a new CF product by talking to AI is faster, deeper, and available at 2 AM. Standardise this across the team.
⚠️
Territory Misalignment — #1 Revenue Killer
The L7 EMEA CEERI GiG B MJRS 03 misassignment of 8 major accounts (1xBet, SOFTSERV, BestBuy, Slotegrator) caused significant revenue leakage and relationship disruption. Must be resolved this quarter.
💰
Cross-Regional Pricing Arbitrage Risk
Enterprise accounts use decentralised entities to price-shop our teams, building a "discount library" that commoditises our quotes. We need "One Cloudflare" unified pricing guardrails to protect platform value.
2026 Market Opportunities
🤖
Agentic AI — The New Infrastructure
AI Agents browse the web, execute tasks, make decisions. Top billers (BetConstruct, Digitain) see 2× M2M traffic growth. Cloudflare is the only platform that can secure, route, and run agents at scale — Workers, Agents SDK, AI Gateway, MCP Servers, all native.
Agents SDK AI Gateway MCP Servers
🌍
LatAm & iGaming Africa Expansion
iGaming exploding in Africa and LatAm. European platforms need a sovereign, GDPR-compliant gateway. Cloudflare's EU data-privacy positioning makes us the "Safe Choice" for LatAm firms entering EMEA — own this narrative before hyperscalers replicate it.
iGaming FinTech LatAm Sovereign Cloud
⚡
SaaS Revenue Peak → New Workloads
SaaS companies approach revenue saturation. New workloads — AI inference, edge compute, agent infrastructure — decide the next decade. AI rewrites code: migration that took 6 months now takes 6 days. Cloudflare vs AWS: faster, cheaper, safer, zero egress.
Workers AI R2 Migration No Lock-in
📦
Multi-CDN Consolidation Play
Vendor Rationalization is the 2026 enterprise theme. Customers consolidating 4–5 CDN vendors into one. Cloudflare's "Single Pane of Glass" + DDoS superiority wins — other CDNs can't handle the attacks our iGaming customers face.
CDN Migration Vendor Consolidation
03 / 07
The Platform Thesis

The AI Platform
Opportunity is Now

SFDC becomes data input for AI. SaaS revenue peaks. New workloads decide the next decade.
We are the platform of choice — for AI, Agents, and application building.

🔐
Act I — Secure the AI Stack
AI Security for Apps — Firewall for AI, prompt injection detection, DLP on LLM I/O.

Zero Trust for AI Tools — Control ChatGPT, Claude, Copilot access. CASB for OpenAI, Anthropic, Gemini — live today.

Every CF customer should run Zero Trust. In the agentic world, it's non-negotiable.
Firewall for AICASB AIZero Trust
🧠
Act II — Run Agents on Cloudflare
Agents SDK — Autonomous agents on Workers + Durable Objects. Stateful, persistent, globally distributed.

AI Gateway — One control plane for every AI API: caching, cost analytics, model fallback, DLP — provider-agnostic.

MCP Servers — Connect enterprise systems to AI agents via standard protocol, running on Workers.
Agents SDKAI GatewayMCP Servers
🏗️
Act III — Build the Future Here
GiG Platform 2.0 — Developer workflows on Cloudflare. Workers, R2, D1, Vectorize replace AWS stack.

Vibecoding + AI Migration — AI rewrites code. AWS lock-in weakens daily. Migration is 10× faster.

Workers AI + Replicate — Run LLMs, image gen, speech-to-text at the edge. No egress. No lock-in.
Workers AIR2 MigrationGiG Platform 2.0
Cloudflare Platform
✅ Zero egress fees
✅ 300+ PoPs — global edge
✅ AI-native (Agents SDK, AI Gateway, Workers AI)
✅ Security built-in by default
✅ 10-50× faster cold starts than Lambda
✅ AI rewrites migration code — switch in days
VS
New Workload
AWS / Legacy Stack
❌ Egress fees erode margins
❌ Complex pricing — Cost Explorer chaos
❌ AI requires separate tooling layers
❌ Security bolted on, not built in
❌ Lambda cold starts at edge
❌ Migration was hard — now just slower
04 / 07
Q1 Close

How We Won & What Slipped

Data-led execution with deep customer relationships won deals. Territory confusion and PM gaps lost others.

Wins — Why We Won
Technius / Mayflower Security
DN Strategic
Won through deep partnership — shared Slack channels, regular syncs, agile response. Embedded in customer workflow → Cloudflare became indispensable. Relationship depth closed the deal.
Agile PartnershipEmbedded ChampionShared Slack
Ady Security
Trust Close
Stepped in during a massive live attack — two sleepless nights fighting alongside the customer. That level of commitment built immense trust and resulted in a very fast closed deal. Trust sold the product, not the pitch deck.
Trust as FeatureCrisis ResponseDDoS Mitigation
SuperSport Doo
GiG Win
Won by pivoting from "Technical Spec" to "Legal & Safety" partnership. Moved conversation from IT budget to Risk & Compliance — where price sensitivity is lower and trust premium is real.
Legal AlignmentRisk BudgetBrand Protection
Winning Pattern
Won through data-led execution, clear value alignment, and deep decision-maker relationships. When we know 20+ contacts and have multiple champions — we close faster and at higher value.
Slipped Deals — Root Causes
🗺️
Territory Misalignment — #1 Revenue Killer
Most slips driven directly by territory confusion. Accounts re-assigned mid-cycle destroyed continuity. 8 majors in L7 EMEA CEERI GiG B MJRS 03 (1xBet, SOFTSERV, BestBuy, Slotegrator) need immediate resolution.
🎬
Stream BYOIP Unavailability — Two $250K+ Deals Lost
Two large deals involving Stream slipped because BYOIP was unavailable. Direct result of PM communication gaps and zero roadmap visibility. Stream PM relationship must be escalated to EMEA leadership.
🛡️
Low-Volume Attack Detection Gap
Sophisticated low-volume attacks bypass Advanced Security features. Escalated by EveryMatrix and Playtech. PM involved. Represents a genuine product gap — must feed back to security roadmap with specific customer data.
📊
Deal Desk — Internal Blocker
CDN deals with target prices result in weeks of delays and multiple rejections before approval or refusal. Internal approvals taking longer than customer negotiations. We need upfront pricing guardrails — not post-hoc "testing the waters" on every deal.
Root Cause Distribution
Territory / Org issues40%
Product / PM gaps30%
Internal process friction20%
External factors10%
05 / 07
Looking Forward · Q2 FY26

Q2 Strategy & Growth Initiatives

Deepen. Accelerate. Lead the AI platform shift across every account segment.

1
Cyprus Customer Innovation Challenge
Cloudflare Cyprus customer event — AI business game where customers design and pitch real AI use cases on Cloudflare. Teams compete using Workers, Agents SDK, AI Gateway, MCP Servers, Firewall for AI. Format: 45-min showcase → 60-min build → 5-min pitches. Drives hands-on adoption and builds champions in the technical buying center.
Customer EventDev PlatformQ2
2
BDR AI & Agents Campaign
Targeted outbound campaign around AI, Agents, and edge compute. Target: software dev companies, iGaming tech teams, FinTech builders. Dedicated track with Cloudflare AI product narratives and technical case studies. Goal: 40+ qualified AI/Dev Platform pipeline opportunities by end of Q2.
BDR MotionAI CampaignPipeline Build
3
Key Account Transformation Program
Deep account mapping: PicsArt, Exness, InDrive, Technius, FaceApp, SD Ventures. Target: 20–40 identified contacts per account, >25% converted to active champions. Structured interviews to map priorities. Embed Cloudflare in CI/CD pipelines and Terraform — not just in the IT contract. Institutional anchoring beats personal relationships.
Farming MotionChampion BuildingAccount Depth
4
Zero Trust — Every Customer Conversation
ZT is no longer optional. 33+ AI apps in the ZT App Library (ChatGPT, Claude, Gemini, Copilot). CASB integrations for all major GenAI platforms live today. Every existing Act I account has a ZT business case right now. Target: 15+ ZT opportunities opened by end of Q2.
Zero TrustSASEAI CASB
5
Developer Platform — Dedicated Track
Scale the Developer Speedboat: Developer SAs work alongside AEs. Focus: (1) R2 workload migration from AWS S3 (PicsArt use case), (2) AI services on Workers AI + Vectorize, (3) Vibecoding sessions with SW dev companies demonstrating how fast migration is with AI code rewriting. 3+ R2/Workers migrations initiated by Q2 end.
Dev PlatformR2 MigrationWorkers AI
6
Greece GTM Build
Greece: identified growth engine, severely underpenetrated. Priority: hire Greek-speaking AE immediately, build partner ecosystem with 1+ distributor, run CF-branded events targeting Greek enterprise and developer communities. CF1-style events create pipeline — replicate the model in Athens.
GreeceNew MarketHiring — Urgent
🎯
Q2 Target Framing
Act I: Maintain and expand — CDN consolidation, Advanced Security upsell (EveryMatrix, Playtech).
Act II: 15+ ZT opportunities — every account gets the AI Tools security conversation.
Act III: 3+ R2/Workers migrations initiated. Dev Platform from "interesting" to "in production."
Pipeline: Greece GTM from zero. AI/Agents BDR campaign. 40+ new qualified opps.
06 / 07
Needs & Asks

What We Need to Win

Specific, actionable asks from leadership, product, and operations to unblock growth and accelerate the AI platform shift.

Urgent Blockers
🗺️
Resolve Territory Misalignment — Now
8 misassigned majors in L7 EMEA CEERI GiG B MJRS 03 (1xBet, SOFTSERV, BestBuy, Slotegrator). Actively destroying momentum and costing pipeline. See thread: "Action Required: L7 EMEA Territory Misalignments." Need decision within 2 weeks.
💰
Deal Desk — Upfront Pricing Guardrails
We need bottom-line pricing guidance per product tier before entering customer negotiation — not weeks of back-and-forth after. Internal approvals should not exceed negotiation timelines. Propose: quarterly pricing floors published per segment.
🧱
AWS-Grade Billing Transparency
Customers demand line-itemised billing mirroring AWS Cost Explorer. Without per-service granularity, we appear as a "black box" utility — a procurement red flag and a competitive disadvantage against AWS and GCP.
📢
PM Sync — Quarterly at EMEA Level
Currently near-impossible to interact with PMs (Stream PM is a critical example). Zero roadmap visibility = we can't position future deals. Proposal: quarterly EMEA PM syncs + centralised feature request aggregation (not individual tickets per rep).
Strategic Investments
👥
Keep Experienced SEs on Largest Accounts
GiG customers are highly sensitive to SE changes. Institutional knowledge — account architecture, relationships, history — is irreplaceable. High rotation on key accounts accelerates churn risk. Stability = trust = retention.
📚
Dev Platform Case Studies — 5 by Q2 End
We need EMEA-specific case studies on R2 migration, Workers AI, and Agents to sell the platform effectively to developers. Selling to devs requires proof, not slides. Target: 5 new Dev Platform case studies by end of Q2.
⚡
Hire Greek-Speaking AE — Immediately
Greece is an identified growth market. Partner ecosystem is early-stage with no distributor to scale. AE coverage does not match the opportunity. Every month of delay costs pipeline and partner relationship time.
🌍
CDN Motion for Ultra-High-Traffic Verticals
Adult and streaming segments have extreme volume economics that don't fit enterprise pricing. We need a CDN motion specifically optimised for these verticals — or we continue losing to niche CDNs on price alone despite superior security.
The Opportunity Is Now
AI is not the future we're preparing for —
it's the current battle we're uniquely equipped to win.
$5.08M
Combined Closed QTD
172%
Combined vs Plan
∞
AI Platform Upside
CONFIDENTIAL · Internal Use Only
07 / 07 · Q1 FY26 QBR