This document provides an overview of Cloudflare's Channel & Alliance Program. It discusses how partners can benefit from integrated security, reliability and performance solutions while earning attractive discounts. Partners have different routes to generate revenue, such as reselling Cloudflare products, providing professional services, or embedding Cloudflare into their own applications. The program has multiple tiers (Select, Advanced, Elite) that partners can progress through by meeting sales and technical certification requirements. This allows partners to receive more benefits like dedicated account teams and joint planning. Overall, the program aims to create a fruitful ecosystem for partners to accelerate their business using Cloudflare's global cloud platform.

1. Channel & Alliance Program
Helping build a better Internet together with our partners

2. © Copyright Cloudflare, Inc.
Cloudflare’s mission is to
Help build a better Internet
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3. 3
Cloudflare Partner Network
A frictionless and fruitful ecosystem helping
partners accelerate revenue and profitability
across the Cloudflare global platform.

4. Innovative Solutions
Attractive Discounts Routes to Revenue
Our Partners benefit from
4
Integrated security,
reliability, performance
and platform solutions
Earn discounts that
increase as you invest
more with us
Choose your path to
grow your business
with Cloudflare

5. © Copyright Cloudflare, Inc.
The Internet
was not built
for what it
has become.
5
Innovative Solutions

6. © Copyright Cloudflare, Inc.
Areas for
Continued Growth
Serverless
2022
$47B
2018
$32B
Internet of Things
5G Cellular
Note: Total addressable market represents 2018 spend and 2022 projections from our analysis based on IDC data.
Application Delivery Controls
Content Delivery Networks
Wide Area Network Technology
VPN
Internal and External Firewalls
Web Security
Distributed Denial of Service Prevention
Intrusion Detection and Prevention
Advanced Threat Prevention
Performance &
Reliability
Security
Disrupting Large, Well Established Legacy Markets
6

7. vv
BETTER INTERNETBAND-AID BOXES
• Easy-to-use, flexible, and scalable
• Unified control plane
• Serverless cloud architecture
• Cloud, hybrid, on-premise, and SaaS
• Broad, integrated product platform
• Costly and complex
• Web of dependencies
• Specialized hardware
• On-premise only
• Point solutions
Global Cloud Platform
From Endless Hardware to a Global Cloud Platform
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8. © Copyright Cloudflare, Inc.
PERFORMANCESECURITY RELIABILITY
Domain Name
System (DNS)
Firewall
AnalyticsCloudflare AppsServerless ComputePLATFORM
IoT Security
Cache
Mobile
Optimization Load Balancing
SSL/TLS
Secure Origin Connection
Rate Limiting
Bot Management
DDoS Protection
Zero Trust Security
Intelligent
Routing
Content
Optimization
Image
Optimization
Mobile SDK
Anycast
Network
Virtual
Backbone
DNS
Resolver
Always Online
An Integrated Global Cloud Platform
8
Infrastructure Protection
Gateway
TEAMS

9. © Copyright Cloudflare, Inc.
Alliance
• Partners providing
value-added reseller
services to Enterprise
customers.
• Partners providing
value-added reseller
services to
Pay-As-You-Go
Customers.
• Partners referring customers to
our Enterprise plan.
Refer
Service
• Partners providing
integration, managed
security and professional
services to help our
customers get the most
from their Cloudflare
solutions.
Resell
Routes to Revenue
• Partners going to market
with Cloudflare products
embedded into their
applications or
infrastructure.
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10. © Copyright Cloudflare, Inc.
Alliance
Custom
Discount by Tier:
• Select - 15-20%
• Advanced - 25-30%
• Elite - 30-40%
For new business and renewals
• 1-time referral fee
Refer
10-15%
Services
25-40%
Discount by tier
• Advanced - 25-30%
• Elite - 35-40%
For new business and renewals
Resell
15-40%
Attractive Discounts
• Alliances like OEM and white
label partners receive
custom discounting
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Service Partners

11. © Copyright Cloudflare, Inc.
Select
Elite
Advanced
• Opportunities per Month: 10
• Certifications = 10 Sales & 10 Technical resources
• Monthly Recurring Revenue = $100k+
• Reference Customers: 5 per year
Program Tiers at a Glance
11
RequirementsBenefits
• Opportunities per Month: 3
• Certifications = 5 Sales & 5 Technical resources
• Monthly Recurring Revenue = $35k+
• Reference Customers: 3 per year
• Opportunities per Month: 1
• Certifications = 2 Sales & 1 Technical resources
• Monthly Recurring Revenue = $10k+
• Reference Customers: 1 per year
• 15-20% discount
• Self Serve Enablement
• Portal Access & Deal Reg
• Partner Webinars
• 25-30% discount
• Channel Team Management
• Online Instructor-Led Training
• Enterprise Demo Account access
• 30-40% discount
• Dedicated account team
• In-Person Enablement
• Joint Account Planning
+ Plus all benefits below
+ Plus all benefits below

12. A rewarding partner experience to learn and scale with Cloudflare
An innovative and expanding product portfolio; open to partner integrations
A fruitful partnership model and discount structure
Our Partner Commitments
A focused and deep engagement with our top channel partners
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13. © Copyright Cloudflare, Inc.
Grow
• Sign partnership
agreement
• Gain Access to the
Partner Portal
• Identify Shared Value Proposition
Discover
Learn
• Login into Portal
• Learn about Cloudflare
• Grow your expertise:
○ Sales
Onboarding
○ Technical
Onboarding
Sign
Service Partner Next Steps
• Register Deals
• Register for the Partner Directory
• Enjoy exclusive Partner Events,
Roadmap Reviews and Updates
• Grow your partner tier
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14. Enablement Paths
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15. © Copyright Cloudflare, Inc.
Partner Webinars
Ongoing live & on-demand learning opportunities
help our partners maximize their success
Partner Academy
In-Person training providing hands-on
workshops and in-depth Cloudflare reviews.
Cloudflare University
Self-paced online training to help your team
develop and maintain Cloudflare expertise
Enablement Opportunities
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Partner Events
Exclusive Partner Events around the globe
provide additional access and information

16. © Copyright Cloudflare, Inc.
Accredited Pre-Sales Engineer
Dive deeper into our global network to drive
success in every deal through online training
● Level 1 - Core Solution
● Level 2 - Add Ons (In Development)
Accredited Configuration Engineer
Learn more about implementation and best
practices in instructor-led training
● Level 1 - Core Solution
● Level 2 - Add Ons (In Development)
Accredited Sales Professional
Learn how to identify and win Cloudflare
opportunities through online training
Training & Accreditations
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Accredited Services Architect
Master the Cloudflare solution to provide
professional and managed services for Cloudflare
(In Development)

17. Certification Course Name Format Duration
ASP Cloudflare Accredited Sales Professional Identifying Cloudflare Opportunities ELT 1 Hr ⚫ ⚫ ⚪
ASE Cloudflare Accredited Sales Engineer Selling Cloudflare Solutions -Technical ELT 3 Hr ⚫ ⚪
ACE Cloudflare Accredited Configuration Engineer Implementing Cloudflare Solutions WBT/ILT 2 Hr ⚫
Optimizing Cloudflare Solutions WBT/ILT 2 Hr ⚫
Troubleshooting Cloudflare Solutions WBT/ILT 2 Hr ⚫
Take the courses you need
SalesReps
Pre-salesSE
Implementation
ELT eLearning Training (Self-paced)
WBT Web based Training (Instructor-led)
ILT Instructor-led Training (Hands-on Workshop)
⚫ Recommended
⚪ Optional
Copyright © Cloudflare, Inc.

18. What is Cloudflare?
18

19. 200+
Cities
90+
Countries
8,500+
Interconnects
99%
Of the Internet-connected
developed world population is
located within 100 milliseconds
of our network
A Global Network Powering Our Platform
19Note: Data as of December 31, 2019.
Cloudflare city
Approximate area inside
which Cloudflare’s network
is reachable within 100ms
via the Internet

20. NO TRADE OFFS
Security +
Performance
NETWORK
SCALE
SHARED
INTELLIGENCE
EASE
OF USE
Our Competitive Advantages
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21. © Copyright Cloudflare, Inc.
NETWORK
APPLICATION
STORE/COMPUTE
Hardware / Software (Buy) Yesterday Services / Cloud (Rent) Tomorrow
Evolution of Enterprise Stack
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22. © Copyright Cloudflare, Inc.
Limitations
Public
Cloud
On-Premise
Point
Solutions
• Complex and expensive
• Not suited to address cloud-based and hybrid
deployments
• Architected to deliver single point / more narrow
product portfolio
• Customers are increasingly looking for an integrated
platform offering security, performance, and reliability
through a single vendor
• Inability to serve as a unified control plane across
on-premise, cloud, hybrid, and SaaS infrastructure
• Customer lock-in and competition concerns
Our Favorable Competitive Position
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23. © Copyright Cloudflare, Inc.
Our Flexible, Scalable, &
Efficient Serverless Architecture
• Every server, in every city, can run every Cloudflare service
• Abstracts underlying infrastructure
• Dynamically optimizes and leverages capacity across network
• Single unified code base
• Deployment on commodity hardware
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24. Appendix
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25. © Copyright Cloudflare, Inc.
Select
Advanced
Grow and invest in
Cloudflare, and get the
support you need.
Partner Benefits
Elite
● Enablement & Training
● Co-Marketing Material
● Channel Account Teams
● Joint Planning
portal.cloudflarepartners.com
25
Service Partner Tiers

26. High-Growth Partner Services Packages
Network Digital
Transformations
Help customers with their digital journey. Cloudflare is the only cloud-native network to give
Enterprise-grade control and visibility into on-prem, hybrid, and multi-cloud architectures.
Implementation &
Migration Services
Support implementation and migration from legacy vendors to the Cloudflare solution including
translation of previous customizations via Cloudflare API, Workers, or Page Rules.
Serverless Architecture
Development
Provide Serverless application development services, thought leadership and technical consulting around
leveraging Cloudflare Workers and Apps.
Managed Security &
Insights
Enable CISO and IT leaders to obtain single-pane-of-glass reporting and policy management across all
Internet-facing application with Cloudflare’s Security solutions.
Identity & Access
Management
Ongoing identity policy management, web gateway deployment, proactive security enforcement, reporting
and more to support Cloudflare For Teams.
Managed Performance &
Reliability
Keep customer’s high-availability applications running quickly and efficiently with Cloudflare’s Global Load
Balancing and Anycast DNS which allows performance consulting, traffic analysis and application
monitoring.
Copyright © Cloudflare, Inc.

27. © Copyright Cloudflare, Inc.
SECURITY
Zero Trust
Security
Integrated Global Cloud Security Platform
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Gateway
TEAMS
● New security suite that protects corporate employees and
data without sacrificing performance
● Zero Trust security for internal applications
● Designed to secure users, devices and networks on the
open market
APPLICATION SECURITY NETWORK SECURITY
Firewall DDoS ProtectionBot Management Multi-Protocol
Network Security
Infrastructure
Protection
Note: Gateway is an announced solution for release in stages during 2020.

28. © Copyright Cloudflare, Inc.
Alliance
Customers
Service
Increase
Efficiency
Sell
Solutions
Partners
Helping Build a
Better Internet
together with our
Partners
Our Partner Network
28
ResellReferral
Refer
Cloudflare
Integrate
Cloudflare

29. © Copyright Cloudflare, Inc.
Managed
Services
Value Add
Resell
Professional
Services
• Get trained and enabled by to identify opportunities
Service Value
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Go To MarketDescription
• Network Digital Transformation
• Implementation & Migration Services
• Serverless Architecture Development
• Managed Security & Insights
• Identity and Access Management
• Managed Performance & Reliability
• Ongoing support and management of Cloudflare
• 24/7 monitoring and security operations support
• Project based delivery to transform, implement
and build Cloudflare for customers
• Offer Cloudflare solutions to your customers