Agenda
1
Cloudflare Overview
Who we are · Global network · Scale · One platform
2
Cloudflare Products at a Glance
Full product portfolio across Application, Zero Trust, Network & Developer
3
How Telstra Benefits from Cloudflare
Revenue opportunities · Customer retention · Network enhancement · Competitive edge
4
Key Differentiators for Telstra's Customers
Why Cloudflare helps Telstra win and retain enterprise clients on the Telstra network
5
WA GTM Coverage & Next Steps
Cloudflare Perth team · Joint engagement model · Opportunities
What is Cloudflare?
Cloudflare is a unified connectivity cloud — a single platform that connects, protects, and builds everything on the Internet. Not a point product. One network, one control plane.
330+Cities in 125+ countries
20%Of all global web traffic
215BCyber threats blocked daily
500 TbpsNetwork capacity
~50msFrom 95% of Internet users
38%of Fortune 500
13,000+Network peers & interconnects
3M+Developer accounts
🤝
Trusted by Australia's peak cyber authority: Cloudflare Pty Ltd co-authored the Australian Government's definitive DDoS guidance with ASD's ACSC (March 2025), published on cyber.gov.au — alongside DDoS attacks rising 280% in FY2024–25.
Full Product Portfolio
① Application Services
Protect & accelerate websites, APIs, and web apps
WAFDDoS Protection
CDNBot Management
API ShieldDNS
SSL/TLSRate Limiting
Load BalancingWaiting Room
② Zero Trust / SASE (Cloudflare One)
Replace legacy VPN & perimeter security with identity-aware access
ZTNASecure Web Gateway
Email Security (Area 1)DLP
Remote Browser IsolationCASB
Cloudflare TunnelDigital Experience Monitoring
③ Network Services
Secure & modernise network backbone — replace MPLS & legacy firewalls
Magic TransitMagic WAN
Magic FirewallNetwork Interconnect (CNI)
SpectrumIDS/IPS
BGP Peering
④ Developer Platform
Build & deploy applications at the network edge — globally
Workers (serverless)Pages
R2 Storage (zero egress)D1 Database
AI GatewayAgents SDK
Workflows
The Opportunity for Telstra
Cloudflare strengthens Telstra's enterprise value proposition across four strategic dimensions:
💰
New Revenue Streams
Bundle Cloudflare security & network services alongside Telstra connectivity — creating compelling, differentiated managed service offerings that command higher ARPU and longer contract terms.
→ Security-as-a-Service on top of existing network deals
🔒
Customer Retention & Stickiness
Customers who adopt Cloudflare Zero Trust and network security through Telstra become significantly harder to churn. Deep integration of Cloudflare into network delivery ties security outcomes to the Telstra relationship.
→ Security integration = multi-year retention uplift
🌐
Network Enhancement via CNI
Cloudflare Network Interconnect (CNI) allows direct peering with Cloudflare's global network at Telstra exchange points — improving performance, latency, and reliability for shared enterprise customers. Telstra traffic stays on premium paths.
→ Better performance for customers. Lower transit costs for Telstra.
🚀
Accelerated Enterprise Sales
Cloudflare's brand, IRAP credentials, and government trust reduce procurement friction for Telstra's enterprise and government customers. Joint pipeline acceleration — Cloudflare brings demand, Telstra brings the network and relationship.
→ Faster deal closure. Higher win rates. Expanded wallet share.
Cloudflare + Telstra: Better Together
The combination of Telstra's network reach and Cloudflare's security platform creates an offering no single vendor can replicate:
Without Cloudflare — Telstra Today
- Connectivity sold on speed & price — commoditised market
- Security left to customer or third-party vendor — not Telstra's revenue
- Enterprise customers evaluating competitors who offer bundled security
- Limited differentiation vs. Optus, Vocus, TPG enterprise offerings
With Cloudflare — Telstra Differentiated
- Connectivity + Security + SASE bundled as a single managed service
- Security revenue flows through Telstra — higher margin, higher ARPU
- Enterprise customers have a compelling reason to consolidate onto Telstra
- IRAP + Essential Eight credentials win government deals competitors can't match
📡
Magic WAN + Telstra Network: Cloudflare Magic WAN replaces expensive MPLS connections between enterprise sites — delivered over Telstra's existing network infrastructure. Customers get a modern, cloud-native SD-WAN replacement with built-in firewall, and Telstra retains the underlying network revenue while adding a security layer.
What Sets Cloudflare + Telstra Apart
① One Platform
Replace 5–10 security point products with a single platform. One dashboard, one API, one bill. Telstra can deliver this as a fully managed service — reducing customer IT burden while increasing Telstra's recurring revenue.
② Security + Performance Together
Cloudflare's network accelerates traffic while protecting it — no latency trade-off. Security doesn't slow down the Telstra network experience. This is a key selling point vs. legacy security appliances that add latency.
③ IRAP + Australian Data Sovereignty
Cloudflare is IRAP assessed at OFFICIAL and PROTECTED levels. Data Localisation Suite pins inspection and logs to Australian nodes. This is the mandatory credential for all government procurement — and a major differentiator for Telstra's government enterprise team.
④ ACSC Co-Author Status
Cloudflare is the only commercial CDN/security vendor named alongside ASD's ACSC as a co-author of Australian Government cyber guidance. This is unmatched trust validation — Optus, TPG, and Vocus cannot make this claim.
⑤ DDoS at Unmatched Scale
500 Tbps network capacity absorbs the world's largest DDoS attacks automatically — no human intervention. With DDoS incidents up 280% in Australia (ACSC 2024–25), this is a boardroom-level conversation for every enterprise customer on the Telstra network.
⑥ Zero Trust / VPN Replacement
Cloudflare ZTNA replaces expensive, insecure VPN — 90% drop in VPN IT tickets. Telstra can sell "Zero Trust as a Service" to enterprise customers modernising remote access, creating a new recurring managed service revenue line.
⑦ Post-Quantum Cryptography
Cloudflare already ships post-quantum encryption across its network — future-proofing customers for the 2030+ quantum computing world. Telstra can lead the PQC conversation with government and defence customers before competitors do.
Joint Win Scenarios — WA Enterprise & Government
How Cloudflare helps Telstra win and retain clients on the Telstra network in Western Australia:
🏛️ WA State Government
- Cloudflare IRAP credentials unlock government procurement fast lanes
- Essential Eight alignment mapped to products — ready-made compliance story
- DDoS + WAF protects citizen-facing portals — an easy first conversation
- Zero Trust replaces VPN across departments — multi-year managed service
- Target agencies: DPC, Water Corp, DBCA, Main Roads, Health WA
⛏️ Resources & Mining (WA Pillar)
- Operational Technology (OT) network protection — Magic Transit for IP infrastructure
- Secure remote access for FIFO workers — Zero Trust replacing VPN
- DDoS protection for critical mining operations & supply chain portals
- Data localisation for sensitive operational data
- Target accounts: Fortescue, Rio Tinto, BHP, Newmont, Mineral Resources
🏦 Financial Services & Professional
- APRA CPS 234 compliance — Cloudflare's security controls support audit requirements
- API protection for fintech and banking portals
- Email Security (Area 1) — stops BEC fraud before it reaches the inbox
- Zero Trust for hybrid workforce security
🏥 Health & Education
- Patient data protection — Privacy Act + SOCI Act compliance
- DDoS protection for hospital and health portal availability
- Secure remote access for clinical staff across multiple sites
- Bot management on student enrolment / results portals
WA GTM Coverage & Next Steps
Cloudflare Perth Team
- Tony Estrano — Senior Account Executive (WA lead)
- Ian Hogben — Account Manager
- Jason Clarke — Senior Solutions Engineer
- Jen Barrett — Channel & Partner (Telstra relationship lead)
- Fully locally resourced team — Perth-based, available for joint calls & on-site visits
Proposed Engagement Model
- Regular joint pipeline reviews — monthly cadence with Telstra Perth team
- Co-sell on WA enterprise & government opportunities
- Cloudflare provides technical pre-sales support for all Telstra-led deals
- Joint customer briefings and whiteboard sessions on demand
- Access to Cloudflare partner portal, deal registration & MDF