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W H ITEPA PERCloudflareTechnologyPartner Program

Content3About Cloudflare4Background5Mission6Vision7Partner Benefits8How Technology Partners help9Solution10Work with Us1 888 99 FLARE enterprise@cloudflare.com www.cloudflare.com

Cloudflare Technology Partner Program3About CloudflareCloudflare, Inc. is on a mission to help build abetter Internet. Cloudflare’s platform protects andaccelerates any Internet application online withoutadding hardware, installing software, or changinga line of code. Internet properties powered byCloudflare have all web traffic routed through itsintelligent global network, which gets smarter withevery request. As a result, your end customerssee significant improvement in performance and adecrease in spam and other attacks. By partneringwith Cloudflare, together we help your customersconsume your IP solution simply and cost efficiently,all while being protected and optimized by Cloudflare.Benefits: Reduce customer’s IT complexity: streamline andsecure delivery of application, network,zero trust, and developer services Win more customers Increase customer adoption of your IPCreate value for mutual customer through partner integrations with Cloudflare

Cloudflare Technology Partner ProgramBackgroundThe Internet is built on a series of shared protocols,all working in harmony to deliver the collectiveexperience that has changed the way we liveand work. These open standards have createda platform such that a myriad of companies canbuild unique services and products that worktogether seamlessly. In reality, cloud customers facevarious challenges in managing their tech stacktoday, including IT governance, cost management,infrastructure flexibility, and vendor lock-in.Companies’ IT stacks are still a complex collection oftools each serving a specific purpose. For instance,security purposes tools can range from endpoint tonetwork, application to data security. Nearly 30% oforganizations used more than 50 separate securitysolutions. Therefore, CISOs & IT teams face anoverwhelming complexity in making them allwork together.As a steward and supporter of an open Internet,Coudflare aspires to provide customers aninteroperable platform that works with allcomplementary technologies and across theirtechnology stack in order to address the complexitywith single-pane-of-glass management. This hasbeen the guiding principle for multiple partnershipswe have launched over the last few years. Yet,customers have different requirements and want achoice of both platforms. To solve customer needsand make a more seamless user experience, welaunched Cloudflare’s Technology Partner Programin 2021.1. IBM Cyber Resilient Organization Report 20214

Cloudflare Technology Partner Program5MissionCloudflare’s Strategic Partnerships aims tohelp build a better Internet by giving customerschoice in their IT stack with the simplicity ofadopting Cloudflare products and services thatintegrate easily with other solutions.We invite technology companies to partnerwith Cloudflare to drive innovation and thoughtleadership. This program facilitates and drivesinnovative integrations that create value for ourmutual customers, our technology partners, andCloudflare. Technology partners not only benefitfrom technical integrations with us, but also havethe opportunity to drive sales and marketing effortstargeted towards mutual customers and prospects.Our Technology Partner ecosystem applies tothe entire Cloudflare’s suite of products and itspurpose is to accentuate our value propositionand improve the adoption of our core products.Cloudflare unlocks new capabilities and creates moretechnological value while building integrations withtechnology partners. It is a great chance to delivermore valuable product experience to our mutualcustomers by solving customers’ use cases,and in turn, improving our product adoption andcustomer loyalty.Our big picture vision for the next three years is thatevery major technology company is either integratedwith, built on, or works with Cloudflare. We intendto build more integrations with industry leadersto drive ENT and PAYGO business and grow jointgo-to-market activities. Our customers are enabledto leverage these partner integrations and achievetheir goals.The technology partner ecosystem is drivingbusiness outcomes for increased adoption andexpanded the total addressable market (TAM).The ease of integration will allow more customersto adopt Cloudflare’s products and services. On theother hand, partnerships will drive TAM for us andthe partner, resulting in outsized revenue potentialand customer reach.

Cloudflare Technology Partner Program6VisionOur big picture vision for the next three years is thatevery major technology company is either integratedwith, built on, or works with Cloudflare. We intendto build more integrations with industry leadersto drive ENT and PAYGO business and grow jointgo-to-market activities. Our customers are enabledto leverage these partner integrations and achievetheir goals.The technology partner ecosystem is drivingbusiness outcomes for increased adoption andexpanded the total addressable market (TAM).The ease of integration will allow more customersto adopt Cloudflare’s products and services. On theother hand, partnerships will drive TAM for us andthe partner, resulting in outsized revenue potentialand customer reach.We classify partners into two tiers based ontheir fit with Cloudflare’s product suite, maturity oftheir integration, target market (customer/prospect)overlap, and partner effort.Partnership TiersStrategic partnersStrategic partners have a mature integration(s)across Cloudflare product suite. These are leadersin their industries and have a significant overlapwith our customer base.Integration partnersIntegration partners are early participants inCloudflare’s partnership ecosystem. They alreadyhave or are on a path to build validated, functionalintegration with Cloudflare.These partners are strategically aligned with oursales and marketing efforts, and collaborate withour product teams to bring innovative solutionsto market.These partners have programmatic access toresources that will help them experiment with andbuild tighter integrations with Cloudflare.

Cloudflare Technology Partner ProgramPartner BenefitsThis program offers a guiding structure so thatour partners can benefit across three key areas:Build with Cloudflare: Sandbox access to Cloudflareenterprise features and APIs to build and test integrations.Opportunity to collaborate with Cloudflare’s product teamsto build innovative solutions.Market with Cloudflare: Develop joint solution briefs and hostjoint events to drive awareness and adoption of integrations.Leverage a range of our partners tools and resourcesto bring our joint solutions to market.Sell with Cloudflare: Align with our sales teams to jointly targetrelevant customer segments across geographies.7

Cloudflare Technology Partner Program8How TechnologyPartners helpWork with everyone: We understand that vendorshave to fit into the way customers live, not theother way around. Our central mantra in developingtechnology is that we work with everyone. We buildout standardized integrations that customers candeploy to ensure our products work with almostall vendors, not limited to any API, SaaS provider,carrier, Internet exchanges, or other tools. This alsoincludes the existing SecOps tools, NetOps tools, ITops tools, identity management tools, and endpointmanagement tools - it’s all API-based.We are the best example of software-definednetworking that works well programmatically with therest of the infrastructure. Nonetheless, we complywith local privacy and security requirements. If thereare local rules about where logs can be kept, whatcan be encrypted, where it should be encrypted Cloudflare can make all of that work for what youneed.Focus on maximizing interoperability: Ourpartnerships and integrations drive simplicity of useand cost savings for our customers. The key to this isinteroperability. Cloudflare helps customers to easethe burden of operating a multi-vendorIT environment through standardized and focusedintegration solutions. Our partner integrationsinteroperate with web elements, VPN clients(Kandji or Intune for mobile device management),and third-party services (Zaraz partner integrations).Cloudflare is a key networking component ofcustomers’ stack. We developed our servicesin-house and will continuously add more productsto help customers address this complexity via asingle control plane. One place for logs, one placefor access control, one place for policy, one placefor rules. Cloudflare helps customers escape swivelchairing. Every one of these services runs in everydata center, and our partner integrations only serveto bolster this capacity.Better together 1 1 3: Beyond simplicity,compliance, and tech stack management, we aim forbetter products, pure and simple. Cloudflare helpscustomers to ease the burden of operating a multivendor IT environment through standardized andfocused integration solutions. Combining the broadcapabilities of Cloudflare’s network with those of ourpartners enables us to reach an even wider audienceand offer them a significantly improved experience.

Cloudflare Technology Partner Program9SolutionOur partnership categories align with Cloudflare’s broad solution areas.At present, we invite partners to apply for the following partnership categories:Application Securityand PerformanceCloudflare One:Zero Trust SecurityCloudflare One:Network security andperformanceServerless:Developer ServicesThe Bandwidth Allianceis a partnership of cloudand storage providerswho have come togetherto reduce egress (datatransfer) fees.Analytics partnersenable analyzingCloudflare logs andmetrics and gettinginsights using yourpreferred analyticsprovider.Cyber Risk partnersare cyber insurersor incident responseproviders thatimprove securityposture to qualify forbetter coverage andpremiums, and enableaccelerated responseto under attackscenarios.Identity Providers (IdPs)are seamlessly integratedwith Cloudflare’s ZTNAsolution to onboard allcorporate identities atonce, federated identitiesacross multiple providers,and avoid vendor lock-inby building on existingidentity and cloudproviders. Social IdPsenable faster and secureauthentication for thirdparties.Endpoint Protectionpartners alloworganizations to configurerules to restrict accessto sensitive resourcesbased on device posturesignals from our partners’endpoint securityplatforms.Mobile DeviceManagement (MDM)partners deployCloudflare’s ZeroTrust solutions withpreferred MDMvendors, providingflexibility across anydevice.Network Interconnectionpartners keep mostsensitive data protectedat the network edge withprivate, secure and highperformance physical orvirtual interconnections.Network On-Ramppartners are leading WANor SD-WAN providers,making it easier fororganizations to leverageexisting existing WAN orSD-WAN infrastructure.Network Observabilitypartners allow customersto use Magic Transit withnetwork observability,enhancing DDoS protectionwith Magic Transit inon-demand mode.Edge Database partnersare leading distributedand API-driven databaseproviders who build morefull-stack and stateful usecases at the Edge withCloudflare.Workers Observabilitypartners bring inobservability to the Edgeto investigate, diagnose,fix and monitor issueswhile using our effortlessinfinitely scalablecompute platform,Cloudflare Workers.Email Securitypartners adoptCloudflare Area 1,a cloud-native emailsecurity platform,enhancing built-insecurity and stoppingphishing attackspreemptively.

Cloudflare Technology Partner ProgramWork with UsIf you are interested in working with our TechnologyPartnerships team to develop and bring to market ajoint solution, we’d love to hear from you! Partnerscan complete the application on our TechnologyPartner Program website and we will reach outquickly to discuss how we can help build solutionsfor our customers together.10