Immerse Tallinn: Sales

Good day. There was a last minute change in our agenda because we announced that there will be an external government speaker. But during our lunch break, there was a representative of internal government. The minister was here together with your sub-department and they said no external government representatives here, so we canceled this session. So there will be only closing remarks and then there will be fun during our break. So I would like to say thank you to this audience. So I was really surprised with a number of hands that I saw in the audience that people that are using actually our technology. When I joined Cloudflare more than six years ago, I started one of, there were only two guys covering all this region. I mean Central, Eastern Europe, CIS countries and Israel. Right now it's a huge team. It's more than 50 people covering this region. So I'm really proud not only to have these brands on the slide, these companies relying on our technology trust us as a vendor, as innovative solution providers. And thank you very much for being customers of any type of our technology. So we have a good representation of brands here. It's not only big companies, but what I'm personally proud of, we have customers in different industries from different sizes. And we know different use cases and we are solving real life problems, real business problems. And we are really proud of your trust and thank you for your trust. And many more, because only these brands are agreed to be a referenceable customers. Not so many customers that are ready to speak publicly and to agonize such event where you have people that are actually using this technology on a daily basis and talk about this to this audience as on a public speaking event, it's quite challenging to get these speakers. So I hope you will appreciate this. But returning back to my closing remarks, so on a previous immersive event in Czech Republic in Prague, I was talking about network transformation that we are cyber security companies that is transforming network technologies and innovating in this area. I would say that starting from this year, we are not even cyber security company anymore. We had to disclose this deal. So I cannot name the customer but you can imagine how strategic the deal for company and how strategic our developers platform and AI and everything that we are doing around AI for Cloudflare nowadays. Based on the presentation from our partner, I hope you did understand. I mean, Shiva Force was presenting you actually really technical deep dive how you can spin up MCP server. How much time do we need to spin up MCP server for AI composite application on our platform? Yeah, 10 minutes. So you as cyber security or technical professional, you don't have anymore an excuse not to use AI in your business. So you have everything in place. So starting previously, it was long, it was expensive, it was too risky. Right now, you can start today. So subscribe to self-serve platform free of charge. We will be charging you fraction of cost for your request to our serverless platform, fraction of cent for executing code on our serverless platform. It will be super cost efficient and you can start today experimenting with AI. And if you have any cases or any ideas how to implement AI in your company, just invite us. We have a special dedicated team who works right now with a lot of customers that are experimenting with AI and we are supporting a lot of business cases. You will not be alone. It's one more slide that confirms that you will not be alone. Right now, we have 3 million plus developers, not customers, developers on our developers platform that are on a daily basis doing something with our developers platform. And this community, it's much faster than I used to have customers of mine. So I was talking to infrastructure guys, DevOps guys, security, IT in general, but not developers. They are running much faster than me and my team. And a good example of this trend. Right now, I've just returned from a business trip to Israel. We were participating in a number of marketing activities. AWS Summit was yesterday. Before, we had some type of a closed party for developers around AI community in Tel Aviv. And also, I brought some resources from EMEA level and global level of guys that are supporting use cases of AI based on our technologies. And we were meeting prospects and customers. And my surprise was that on two of three meetings, we were pitching MCP server, how it works, how to spin up. And customers said, yeah, we're already using this. So no need to sell. So we're already using. And they just did it in parallel on self-serve account. So the speed of innovation that right now I see on the market, it's super impressive. Who could imagine that search or web technology will be so changed on the market at the moment? Because 15 years ago, there was two Google scraping requests to your website to give you one visitor. Right now, who knows what is a proportional ratio right now? Six to one. Six requests to one visitor. But right now, a big portion of users are not using Google anymore or search engines. They are using OpenAI. And OpenAI, how many scraping requests from OpenAI to one visitor? 250 to one. Guess how many requests Entropiq needs to get you one visitor? 6 ,000. So it's a dramatically changing environment in IT. It's a dramatically changing environment in business. All companies that used to be monsters, big companies, right now are at risk, actually at risk. We have a lot of customers from SaaS applications. And a good example of website builders. They were on the safe side, huge companies for a long time. Right now, they are at risk. Why? Because nobody wants a static website or template of website. Everybody using AI tools and building websites on the fly. So the life is changing. The speed of innovation is changing. So if you are not experimenting or doing anything with AI, you are at risk. So let's work on this together. So we are changing priorities so much in the company. We are ready to help you and we are eager to hear more about your ideas, your use cases to support them. Just a couple of news and I'm finishing. So containers are coming to Cloudflare. Developers community is super excited. So at the end of June, there will be containers on the edge. So the market will be changed. And the last but not least, there is a new initiative at Cloudflare. You can nominate your or other projects that you know for Cloudflare customer award. And the price, so there will be a raffle and the price will be the business trip or VIP ticket to Cloudflare Connect in Las Vegas in autumn this year. So the deadline for nomination is the end of June 30th. So nominate your project. Thank you very much for your time. And right now, let's have fun at our break and spend time together with colleagues.