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. Today, 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. Today, we have two women from Business Development, so I would like to hear their stories later. First of all, you can post questions during the live session, so if you have any questions you want to ask, please send them to us at livestudio at Cloudflare TV. If you have any other questions, please feel free to send us a message. Thank you for joining us today. We have two women from the Business Development team, Ms. Hirano and Ms. Ogawa. Good morning. 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. I am Hirano from BDR and I joined Cloudflare in November. Before joining Cloudflare, I worked for a residential platform company as a CRM for B2B and an AE for advertising. 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? About three years before COVID, I wanted to build my career in the cybersecurity industry. I was looking for a job in cybersecurity where digitalization and IoT are advancing, and I kept looking for a job. I didn't just think about it at the same time. I went to night school for a year, and when I graduated, I happened to meet a Cloudflare employee. That's how I ended up in my current position. Thank you. Ms. Ogawa, please. Hi, I'm Kaori Ogawa. I joined the BDR team on January 3, 2022. I joined Cloudflare after the new year. What did I do? I had a four-and-a-half -year blank. I had a four-and-a-half-year job blank, and I returned to the company with 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 closely. If you want to see it in person, you can access it. The education system is set up. There is a lot of information on Google Drive and Wikipedia. If you want to learn by yourself, there are a lot of systems that you can learn by yourself. The education system is set up. Thank you. Cloudflare has a lot of information. Even if you haven't accessed it yet, you can access the Cloudflare website and find products, solutions, technology, and success stories. If you don't access it, you won't know anything. If you look at the website, you can find a lot of case studies, projects, and blogs. You can learn about the company. There are a lot of training programs that you can learn from. I think it's an environment that is easy to study. Next question. I have a question. Business development has different roles depending on the company. Some companies call it inside sales, or SDR. I have a question for Hirano. What is the position of BDR in Cloudflare? Can you explain it briefly? Yes. First of all, we look for companies that are likely to have problems with cybersecurity. We create a lead. We look for them, call them, and get them interested. After they are interested, we pass them on to a salesperson called AE. That's the role. What kind of talk do you give to the customers who are interested in BDR? First of all, we talk to them so that they are interested and realize their problems. I'm still not satisfied with myself, but I talk to my manager. We help each other. We work for the numbers. Thank you. As a team, there are three of you in Japan. In Singapore, there are many team members in the APJC headquarters. How do you collaborate with them? Do you have any connections? Yes. You can go ahead. Do you have any connections? Or is it only in Japan? In that sense, we have a lot of connections. In APAC, we work with members from most Asian countries and Australia. When we join the company, we train together with our colleagues in English. That's how we get to know each other. In terms of the BDR team, we are able to jump over Japan and communicate with people from other countries. It's a very reassuring environment. Thank you. Next, we have a question for Ms. Ogawa. You joined the company in January. Can you tell us about your experience and what kind of training and programs you had? Thank you. I joined the company in January. Today is March 23rd, so it's been about 2 to 3 months. In the first month, I had a lot of training. There was a system called Sales Bootcamp. I trained almost every day for a month. In February, I gradually got closer to product testing and practical training. It's still a training period, so it may differ from department to department. In my case, I gradually moved from training to practical training. Thank you. Well, I had a lot of training when I was onboarding. I didn't call customers right away. I learned about product testing and the system of Knife. I have a question for both of you. Since you joined the company, what surprised you and what was different from before you joined? Let's start with Ms. Ogawa. What surprised me? Well, it was my first remote work. It was my first remote work so I was a little nervous about the environment. But it was better than I expected. There were no problems or issues. Everything went smoothly. That was one of the things that surprised me. I think work-life balance is very important. I think work -life balance is very important. It's not just about overtime. You can finish your work at 9 or 6. You can take a break when you want to. You don't have to worry about the time frame. You can take a break and do it at night. You can take a break and do it at night. It's a flexible environment. It's a flexible environment. Thank you. How about you, Ms. Kano? It's similar to what I said before. The teamwork. For example, if you don't understand something, or if you want to ask a question, you can answer right away. you can answer right away. I was surprised that the people in this company have such strong teamwork. It's a collaboration. It goes beyond the country. For example, in the Japanese team, there are other solution engineers, salespeople, partners, and marketing. It's still small, but there is a strong teamwork. but there is a strong teamwork. but there is a strong teamwork. I have a question for the next question. I'm sure some of the viewers are interested. I'm sure some of the viewers are interested. I'm sure some of the viewers are interested. What kind of talent do you think will succeed in Cloudflare Japan or in BDR team? or in BDR team? Let's start with Zahirano-san. Do you have any advice to make it successful? I think people who want to learn even when they are adults will meet first. I think. Because there are a lot of things to learn, and there are a lot of things that you have to absorb, so I think it's good for people who don't like that kind of environment at all. Thank you. How about you, Okawa-san? How about you, Okawa-san? Yes, that's right. After all, the interview is a matching of each other. After all, I think that if the company provides what I want to do in the future, I will be able to demonstrate the entrance exam very well. I think it's important to think about how you will grow after entering the company, not just entering it. Yes, that's right. Yes, that's right. Yes, that's right. Yes, that's right. It's optional because it's a remote work across the screen, but you can do it at home. In Japan, you can do it at home or you can go to the office. It's optional at this stage, but it's still a good idea to meet through the screen. I actually met him and there were people who had a gap in a good way. After all, I thought that meeting through the screen was different from meeting through the screen. Yes, that's right. So, I think there is an environment where it is easier to work. Yes, and the office is beautiful and you can go from the station without getting wet in the rain, so it's a very good location. Yes, thank you. How about you, Chihayama-san? That's right. There was also an opening party, and everyone's energy was overflowing. I laughed so much that there was no moment when I didn't laugh. That's right. I thought it was only possible. I'm applying for various positions from now on, so it's still a company of 20 people, but I want to do various things as a startup member from now on. As Mr. Hirano said, if you are willing to learn, it is a company that can grow very actively, so there are various opportunities in the company in the future. If you are a manager, please apply. That's right. The questions from me are over. Next, I would like to answer some of the questions from the viewers. First of all, the first question is that it is a career path. I think everyone is quite concerned about how to grow after entering, but I talked a little about it when Mr. Hirano was admitted. Would you like to share with us what kind of career paths you have and how you are growing? First of all, regardless of gender, I feel that the environment and system are in order to build a career. As an example, regardless of age, there are quite a few women who are promoted. In the first place, the CEO of this company is also a woman. I think there is an environment where everyone can grow equally regardless of nationality and age, even if they are not focused on women. I think there is an environment where everyone can grow equally regardless of nationality and age, even if they are not focused on women. There are also promotions. There are a lot of people who are admitted and say, I joined Salesforce, but I'm more interested in technical. There are a lot of people who will be transferred to technical in a year or two. As a company, I would like to use my experience in Cloudflare to make an impact in various positions in the future. Mr. Hirano also said that there is a place where I want to give a sense of responsibility. I think that there are quite a few people who have entered from a completely different industry and have become team leaders and managers. I'm very interested in the technical writer. I noticed that I was interested in this kind of thing, and I happened to open a position like that, so I looked for it. It's an active company, so I started doing a lot of things on my own. After all, I will build my own career, so I think everyone is good at what they are good at. I think everyone is different, so I think I'm going to do what I like, and then I'm going to do this next. I support Cloudflare quite a bit, so there are various opportunities in the future. I've been around for about three years and I've seen a lot of people. Yes, I'm very proud. It's the next question. Well, my mother started something remotely. I've been introduced to how to work flexibly. How do you manage your own time? What kind of communication do you have in the company? First of all, I think that there is a time zone where you have to work, but I think that there is a time management. Well, I can manage my own time management. This is because the priority is high, so I do it at this time, and this is because the priority is not so low, so I do it later. I think it's good to be able to manage your own time and set up your own schedule. I think it's good to leave it to each and every one of them. I'm not saying, do this, do this, but I'm saying, how can I make it easier for myself? I think there are team meetings, but there are people who work from a company and remotely. I think the individual way of working will change, so I'm going to do it with ownership. I'm doing well, so I'm going to be flexible for a long time. I'm saying that. Well, I have one more question in the company, but in the company, the training is quite English. Mr. Hirano said that, but how is it? Is there any advice for people who are a little bad at English? What do you think? I think it's okay not to speak fluently because English is a tool for communication. I think it's okay not to speak fluently because English is a tool for communication. I think it's okay not to speak fluently because English is a tool for communication. I think it would be nice if it was a person who could go forward with the feeling that it would be a study of listening. How is it? Do you have any advice? That's right. Mr. Kaori is pretty good at English, so I would like to ask for advice. In my case, I think it's okay to be transmitted, so I'm not in a position to ask for precision in English. is not in a position to do that kind of work, so if you're involved in that kind of business, you might want to be perfect, but it's an English-speaking point of view in the company's communication, so it's not that you can speak English because you're a foreigner. It's not like I have to know this much about English, so I think it depends on the job, but I don't think it's a frame, so I don't think it's okay to be trapped in English. I think it's okay not to be trapped in English. Even if you actually use it, there is almost no reading and writing, and the reading ratio is 80% and the writing ratio is 1.5, and the speaking ratio is about 0 .5, so I think it's okay if it is transmitted to English. It's a department that deals with Japanese customers, so it's really more important to hear what the customers need now than English, or how to introduce Cloudflare. It's just when you ask questions to people in the company, so I don't think you need to think about quitting there. I think it's because I'm not used to it, so I think it would be nice if everyone who studied in Japan could practice English. I forgot to say this at the beginning, but this month is Women's Empowerment Month, and even in Cloudflare, women's ERG, Employee Resource Group. There is a group of women, a group of working parents, and a group of people from various militaries, such as Asian players. There are various groups, but this month is Women's Empowerment Month, so Mr. Hirano and I use this background, and the T-shirt I'm wearing today is called Cloudflare. There is also an ERG group that supports LGBTQ people, but there are also various community-building activities outside of work in the company, so work is also a part of life. I want to believe in this kind of thing and do this kind of thing, and I want to create such a community myself. At the opening of Japan, everyone said, let's make a ramen group, let's make a rollerblading group, so if you want to do various new things in such a place, I think it would be great for Cloudflare. Today was about business development, but if you have any other questions, please feel free to send us an email or send us a message on LinkedIn. Thank you for today. Next month, I would like to talk to the Japanese team of customer support and technical support. Thank you very much for today. See you next time. Thank you for watching. Thank you for watching. Thank you for watching.