AMER Tech Summit
What’s happening in developer right now
A look at the companies building with Cloudflare and how you can use it to win.
Before the stories
First, what’s changing at Cloudflare
From first engagement to live
What does it take to get a customer live?
Qualify the opportunity
Draft the onboarding plan
Research the account
QBRs
Run discovery
Write integration code
Competitive analysis
Manage escalations
Map the stakeholders
Run the migration
Draft the architecture
Run enablement sessions
Build the POC
Drive adoption
Handle objections
Generate documentation
Build the demo
Expansion strategy
Security & compliance
Draft training material
Draft the business case
Troubleshoot issues
Pricing & packaging
Surface best practices
Draft RFP responses
Renewal strategy
Negotiate the deal
Kickoff & alignment
Align the execs
Pre-salesproblem → signed
Qualify the opportunity
Research the account
Run discovery
Competitive analysis
Map the stakeholders
Draft the architecture
Build the POC
Handle objections
Build the demo
Security & compliance
Draft the business case
Pricing & packaging
Draft RFP responses
Negotiate the deal
Align the execs
Post-salessigned → live & growing
Draft the onboarding plan
Kickoff & alignment
Write integration code
Run the migration
Run enablement sessions
Generate documentation
Draft training material
Drive adoption
Troubleshoot issues
Surface best practices
QBRs
Manage escalations
Expansion strategy
Renewal strategy
AI massively accelerates the highlighted work.
The game is changing
Those two columns? They’re collapsing.
How it worked
Pre-sales
handoff
Post-sales
One big motion. A clean break in the middle. Context traded away at the seam.
→
How it works now
Land.
Land.
Land.
Land.
Land.
Land.
Land.
Land.
Land.
No pre. No post. Just projects. Smaller, faster, and never one size fits all.
Every project earns the next one. That’s the flywheel.
Naturally, we need to adapt.
What the role takes
Trust, judgment, and relationships.
Providing info isn’t enough anymore. Being the person they trust to do the right thing is what matters, and that means being there for the whole lifecycle.
Closer to the use case
Understand the real problem, deeply.
There end to end
From the first call to live and beyond.
Full context
Carry the whole story. Nothing lost in handoff.
That’s our mission.
The industry moment
It has never been this loud.
New model drop
Breaking change
Now with AI
GA today
Another framework
Deprecated
v2.0 launch
Rewrite everything
Migrate now
Yet another SDK
Public preview
End of life
Paradigm shift
Ship it
Major release
Sunset notice
New standard
Beta access
Game changer
Must-try
Zero config
10x faster
Open sourced
Drop-in replacement
Agentic
Benchmarks
Fully managed
Trust is a luxury — so we lean on the people we trust.
Our customers are exactly the same.
The core idea
See it through.
Not the advisor who’s gone by implementation. Not the consultant that never sticks around. There for the whole thing.
You don’t just open the door. You walk through it with them.
Where we’re going
The bottleneck keeps moving.
01
Write the code
AI made this fast02
Review the code
Getting fast now03
Deploy it
The new constraint04
Manage it at scale
The real constraintAI made writing code faster. Now we’re making code review faster too. But none of that value lands unless deployment and management keep up.
The platform does the distributed systems for you.
Don’t reinvent disaster recovery
Don’t reinvent scale up & down
Don’t reinvent geo load balancing
Don’t reinvent placement
Your applications change. Your users change. Let the platform move with you. You can’t make these calls by hand at the scale we need now.
We didn’t build this by accident
You think of us as application services.
CDN, DDoS protection, WAF. Everything you put in front of an application to make it faster, safer, and more reliable. That business put us in front of a fifth of the web.
20%of the internet runs through our network
335cities, one global network
500 Tbpswithin 50ms of 95% of the world’s internet-connected population
Running the world’s biggest properties
You learn what good looks like.
Disaster recovery
Fail over before anyone notices.
Routing
Always the fastest path.
Load balancing
Traffic exactly where it belongs.
Scale up and down
Match demand instantly.
Peak traffic
Absorb the spike without flinching.
The extreme best practices for distributed systems.
The developer platform
So we baked it in by default.
Every lesson from running the world’s largest web properties, built into the platform so you never have to solve it again.
The first proof point was us. We took our own application services business and put custom logic on the hot path of every request. Custom metadata headers, load balance rules, whatever the request needed.
The foundation
A bold, non-consensus bet.
The industry standardised on containers. We went from a box, to VMs, to containers, and then kept going. We bet the foundation of the developer platform on isolates.
The evolution of isolation
Every generation sheds a layer.
Box
Sheds nothing
Your app
Language runtime
Operating system
Hardware
VM
Sheds dedicated hardware
Your app
Language runtime
Operating system
Virtualised hardware
Container
Sheds its own OS
Your app
Language runtime
Shared OS kernel
Isolate
Sheds its own runtime
Your app
Shared language runtime
How they’re efficient
You stop reading the dictionary.
Everyone else
Read the dictionaryBoot the whole language runtime
Read the essayRun your app
The dictionary is the expensive part, and it gets read on every cold start.
Isolates
Dictionary already openThe runtime is shared
Read the essayRun your app
Only your app gets invoked, so starting up costs effectively nothing.
0mscold starts, no container runtime, for auto-scaling
10xmore cost efficient than similar serverless platforms
0scales all the way down to zero
Truly dynamic
So we can be opinionated.
Because an isolate can start anywhere, instantly, we can move your work while it runs. That turns distributed systems best practices into platform defaults instead of decisions you have to make.
Rerouting
Seattle goes down, requests shift to Portland automatically.
Placement
Five serialised round trips to New York? Run there.
Scaling
Down to zero, back up on demand, no penalty.
The catch
You decide before you have any data.
San JoseTwilio API
New YorkDatabase, 5 round trips
Your app
Day one, the maths is easy. Your database is in New York, so that is where your app belongs. Then you add a dependency. The Twilio API lives in San Jose, and nobody re-opens the placement decision. The right answer just moved. Most apps are a composition of first and third party services, and you do not control where any of them live. We can see all of it, so let us make the call as the answers change.
The payoff
We give developers their time back.
The signal · unprompted
Ask developers where they build agents, and the answer is us.
The proof
Over 5.5 million developers are building on Cloudflare.
This is not a plan. It is already happening.
Part two · the customers
Everything comes back to one thing: our customers.
The signal
Big developer companies are adopting Cloudflare right now.
FigmaANTHROPIC
Lovable
base44
monday.com
Different companies. The same motion.
The lesson
Adoption is not just about what we solve.
The what
A real problem with a useful, concrete outcome.
+
The who
A champion who brings Cloudflare in and helps it spread.
The right use case opens the door. The right champion drives adoption.
The people behind the logos
Every one of these stories has a champion.
| Company | Champion |
|---|---|
| OpenAI | Jon · DDR · Luca |
| Figma | Alex |
| Anthropic | Isaac |
| Lovable | Will |
| Base44 | Neta |
| monday.com | Noam |
The AMER question
What does this mean for You?
01
Find the champions
Look for the people with urgency, credibility, and proximity to the real problem.
02
Build the use case together
Earn the first win by working through the problem side by side, not by pitching in isolation.
03
Let them guide the path
Champions point us to the right teams, solve friction, and turn a win into adoption.
The motion to repeat
Great developer adoption starts with a champion and a problem worth solving.
Find them. Build with them. Let them show us where to go next.
How we win
The opportunity isn’t in question. Execution is.
So we reimagine this team and build differently.
How we operate
Four principles.
Audible-Ready
Prepared for every scenario, so we adapt live to the customer’s real need. Never off-message, never winging it.
Total Ownership
You cannot own an architecture without seeing it through. Ownership is how we earn credibility and trust.
Player-Coach
Every level plays and coaches. Nobody only directs.
Active Learner
The best teaching tools ever built now know us personally. Resting on past experience is the real risk.