Matt Hedberg's questions to Cloudflare Inc (NET) leadership • Q2 2025
Question
Matt Hedberg of RBC Capital Markets questioned how recent go-to-market improvements are impacting Cloudflare's ability to land larger deals and requested an update on channel partner momentum.
Answer
Co-Founder & CEO Matthew Prince explained that the company has matured from being purely product-led to building strong executive relationships, which is critical for securing large, multi-million dollar contracts. He highlighted that Cloudflare has adopted a 'partner-first' sales strategy, with partner-sourced growth now outpacing the rest of the business. Prince emphasized that partners are increasingly crucial for winning large enterprise deals.