クラウドフレアジャパンの未来：ビジネスディベロップメント（インサイドセールス）チーム編

Good morning, everyone. Hello, everyone. Welcome to Cloudflare TV. My name is Kobayashi, and I am in charge of APJC and Japanese adoption. We started a new series called Cloudflare Japan's Future in January this year, and this is the third Cloudflare Japan's Future series. This time, I would like to introduce to you what kind of company Cloudflare is, what kind of position it has, and what kind of people work there. I will also introduce the positions that are currently being recruited. This time, two women from Business Development came, so I would like to hear their stories later. First of all, you can post questions during the live, so if you have any questions, or if you have anything you would like to hear, please send them to livestudio at Cloudflare TV. If you have any comments, or if you would like to hear from a team like this, please feel free to send us a message. Thank you for joining us today. We have two people from the Business Development team, Ms. Hirano and Ms. Ogawa. Good morning. Good morning. First, I would like to briefly introduce myself. I would like to talk about when I joined Cloudflare, what I did before joining Cloudflare, and why I became interested in Cloudflare. Ms. Hirano, would you like to start? Good morning. Good morning. My name is Hirano, and I joined BDR in November. Before I joined, I worked for a residential platform company doing CRM and advertising for B2B. Before that, I was in the credit card and real estate industry, and I've been in sales for about eight years. Why did I become interested in Cloudflare? Well, about three years before COVID-19, I wanted to build my career in the cybersecurity industry. When digitalization and IoT were in progress, I thought that cybersecurity was a must, so I kept looking for it. Not only did I think about it at the same time, but I actually attended night school for a year. When I graduated, at the right time, I joined Cloudflare. I happened to have a job offer, and now I'm in that position. Thank you. Ms. Ogawa, please. Hi, I'm Kaori Ogawa. I joined the BDR team in January 3, 2022, and then I joined Cloudflare. What did I do? I had a four-and-a-half-year blank, and I had a four-and-a-half-year job offer, and then I came back to work at Cloudflare. The good thing about Cloudflare is that even if you have a four-and-a-half-year blank, you still have a place to work. The reason for that is that the people on the company team use chat and other tools to communicate in secret, and if you want to see it in person, you can access it. The education system is well-established. There's a lot of information on Google Drive and Wikipedia in the company, so if you want to learn by yourself, you can learn a lot. If you want to learn by yourself, you can learn a lot. The system is well-established. Thank you. Cloudflare has a lot of information. Even if you don't have it yet, you can go to the Cloudflare website and find products, solutions, technology, and success stories. If you don't have it yet, you can go to the Cloudflare website and find products, solutions, technology, and success stories. You can learn about the company by looking at the blog. There are a lot of training programs in the Cloudflare website. It's an easy-to-study environment. The next question. Business development has different roles Some companies call it inside sales or SDR. I have a question for Hirano. What kind of role does Cloudflare's BDR play? Could you briefly explain? We start by looking for companies with cyber security issues and create a lead. We look for them, call them, and get their interest. After getting their interest, we pass it on to a salesperson and that's our job. What kind of talk do you give to people who are interested in BDR? First of all, we talk to people who are interested in BDR and who are aware of our issues. We talk to them. We are not satisfied yet, but our managers and salespeople help us. We help each other and work for the numbers. Thank you. As a team, there are three of you in Japan. In Singapore, there are many team members How do you work together? Me? Yes. Either way is fine. Do you have any connections? Or is it only in Japan? Yes. In that sense, we have many connections. In APAC, we have members from most Asian countries and Australia. When we join, we train with them. It's in English. That's how we connect. In terms of the BDR team, we are able to communicate with people from other countries. It's a very reassuring environment. Thank you. Next question is for Ms. Ogawa. You joined in January. What kind of experience did you have? What kind of training did you have? What kind of program did you have? Could you tell us about that? Thank you. I joined in January. Today is March 23rd. It's been about two or three months. In the first month, we did a lot of training. There was a system called BDR. We did training almost every day for a month. In February, we gradually started to practice. It was still a training period. Of course, it depends on the department. In my case, I gradually started to practice Thank you. We did a lot of training when we were onboarding. We didn't call the customers right away. We learned a lot about the product and the system. I have a question for both of you. After you joined, was there anything that surprised you? Was there anything that impressed you? Let's start with Ms. Ogawa. What surprised me? Well, it was my first remote work. It was my first remote work I was a little nervous. But it was better than I expected. There were no issues. Everything went smoothly. That was one of the things that surprised me. I think work -life balance is very important. It wasn't like I had to work over and over again. I could finish my work at 9 or 6. I could take a break when I wanted to. I didn't have to worry about the time frame. I could take a break and work at night. It was a very flexible and easy-to-work environment. That surprised me. Thank you. How about you, Ms. Kano? It's similar to what I said earlier. The teamwork of the team. For example, if I ask a question in the chat, they respond right away I was surprised how strong their teamwork was. Thank you. It's a collaboration. It goes beyond the country. For example, in the Japanese team, there was a solution engineer, salesperson, partner, marketing, and so on. It's a small team with a close -knit team. I have a question. I'm sure some of you are interested in joining BDR. What kind of talent do you think will succeed in Cloudflare Japan or in the BDR team? Let's start with Ms. Zahirano. Do you have any advice on how to succeed? Well, if you don't want to learn, if you want to keep learning even when you grow up, I recommend joining BDR. You will learn a lot and you will have to absorb a lot of things. I recommend joining BDR if you don't want to learn. Thank you. How about you, Ms. Okawa? Well, well, how to succeed? I think you should enjoy what you do. If you enjoy it, you will enjoy your job. I don't think it's a bad thing. The reason I joined was because people were kind. I accepted the offer because people were kind. I think it's a good thing that Cloudflare interviews match each other's colors. I think it's a good thing that Cloudflare interviews match each other's colors. I think it's a good thing that you can grow not only by joining, but also by asking questions. I think it's important to grow not only by asking questions, but also by asking yourself what kind of team you are and what expectations you have. I think it's a good thing that you can grow and what expectations you have. Last week, there was an opening event for the office. There were about 20 Japanese teams. There were a lot of fun parties. How was it? I'm from Singapore, so I participated in the video call. It's your first time, right? You all work remotely. You all work remotely. Do you have any episodes like that? Well, it's optional because it's remote work. In Japan, you can work from home or go to the office. It's optional at this stage. I've actually met people who meet through the screen and have a good gap. I've actually met people who meet through the screen and have a good gap. I've actually met people and have a good gap. I think it's easier to work. I think it's easier to work. I think it's easier to work. The office is beautiful. You can go to the office without getting wet. You can go to the office without getting wet. Thank you. How about you, Hikaru? Well, the opening party was full of energy. the opening party was full of energy. The opening party was full of energy. I couldn't help but laugh the whole time. I couldn't help but laugh the whole time. It's the only possibility for Japan. We are going to apply for different positions. We are going to apply for different positions. We are a company with 20 people. I'm from a startup company, and I want to do a lot of things as a startup member. As Mr. Hirano said, if you are willing to learn, you will be able to grow as a company. In the future, there will be many opportunities in the company. If you are interested, please apply. That's it for my questions. Next, I will answer some questions from the audience. The first question is about how to grow as a career path. I'm sure you're all curious about that. I'm sure you're all curious about that. I think I mentioned this when Mr. Hirano joined the company. Can you share with us how you grow as a career path? Can you share with us how you grow as a career path? First of all, regardless of gender, I feel that the environment and system are prepared to build a career. First of all, regardless of gender, I feel that the environment and system are prepared to build a career. It's a result-oriented company, so you don't have to wait two years to get a promotion. It's a result -oriented company, so you don't have to wait two years to get a promotion. There are a lot of people who want to grow as a career path. There are a lot of people who want to grow as a career path. There are a lot of people who want to grow as a career path. I'm so proud of you. Next question. How do you manage your time and communicate with your team? How do you manage your time and communicate with your team? How do you manage your time and communicate with your team? How do you manage your time and communicate with your team? I have one more question. I have one more question. You mentioned that you don't speak English well. You mentioned that you don't speak English well. Do you have any advice for people who don't speak English well? I don't know. I don't know. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. If you want to learn English, it's a good opportunity for you. Especially if you want to purchase English TikTok, Especially if you can buy English products entonces Especially if you want to make English friends Especially if you want to promote Especially if you want to promote Immediately Immediately Immediately This may also depend on the department, but the reading and writing ratio is 80% and the writing ratio is 1.5, and the speaking ratio is 0.5, so I think it would be good if it could be transmitted to English. I think it would be good if it could be transmitted to English. I don't think it's necessary. Yes, that's right. So, everyone who studied in Japan can actually speak English, but I think it's because they're not used to it. I think it would be nice if you could practice at the Cloudflare as if it were a real battle. I think it would be nice if you could practice at the Cloudflare as if it were a real battle. So, don't worry about it. English is English. I forgot to say this at the beginning, but this month is Women's Empowerment Month. At Cloudflare, there is a women's ERG resource group. There is a women's group, a group of parents who work, and a group of people from various militaries, such as Asian players. This month is Women's Empowerment Month, so Hirano and I are using this background. The T-shirt I'm wearing today is called Cloudflare. There is also an ERG group that supports LGBTQ people. There are also community-building activities outside of work. Work is just a part of life, isn't it? I want to believe in this kind of thing and do this kind of thing. I want to believe in this kind of thing and do this kind of thing. At the opening ceremony in Japan, everyone said, let's make a ramen group or a rollerblading group. It's an environment where there are many reasons. If you want to do a lot of new things in such a place, I think it would be perfect for Cloudflare. Today was about business development. If you have any other questions, please feel free to send us an e-mail or send us a message on LinkedIn. Thank you for today. Next month, I would like to talk to the Japanese team of the technical support. Thank you very much for today. See you next time on Cloudflare TV. Thank you for your hard work. Goodbye. Cloudflare TV Cloudflare TV Cloudflare TV