Sorted by ACV with AI review pressure surfaced next to the work.
Stripe is a strong Cloudflare platform customer across application services with room to expand into workforce security and storage modernization.
Atlassian is an application services customer with a credible path to deeper Zero Trust and developer platform expansion.
Canva is one of the cleanest product-led expansion stories in the patch, with high advocacy and strong media delivery alignment.
Notion is a healthy edge and app-services account with a realistic path into Zero Trust and developer tooling expansion.
stripe.com · South San Francisco, CA
New public expansion signal changes where the account is going and creates a stronger infrastructure storyline.
Marcus Lee requested the proposal package and security control detail, which is stronger than a pure discovery motion.
| Name | Title | Influence | Sentiment | Last touch |
|---|---|---|---|---|
|
DS
David Singleton
|
Chief Technology Officer | 95% | Champion | 2 days ago |
|
EC
Emily Chen
|
Head of Security | 84% | Prefers competitor | 3 days ago |
|
ML
Marcus Lee
|
VP, Infrastructure | 78% | Champion | Yesterday |
Julia moved from procurement blocker to active rollout supporter after the phased deployment conversation landed well.
Stripe is a strong Cloudflare platform customer across application services with room to expand into workforce security and storage modernization.
Renewed on core CDN and WAF. Active executive sponsorship from the CTO office, but the security team still wants tighter policy control before broad Zero Trust rollout.
Expand into Zero Trust for the broader workforce, position R2 against legacy object storage costs, and attach architecture modernization to Stripe's regional expansion motion.
Zscaler still has mindshare with security leadership.
| Name | Title | Department | Role type | City | Phone | Reports to | Influence | Sentiment | Owner | Last touch |
|---|---|---|---|---|---|---|---|---|---|---|
|
DS
David Singleton
|
Chief Technology Officer | Engineering | Business | San Francisco, CA | +1 (415) 314-7528 | Top level | Champion | Jordan H | 2 days ago | |
|
EC
Emily Chen
|
Head of Security | Security | Security | San Francisco, CA | +1 (412) 089--6053 | David Singleton | Prefers competitor | Jordan H | 3 days ago | |
|
ML
Marcus Lee
|
VP, Infrastructure | Engineering | Infrastructure | Dublin, IE | +1 (629) 603-1575 | David Singleton | Champion | Jordan H | Yesterday | |
|
JR
Julia Rodriguez
|
Procurement Lead | Finance | Commercial | Dublin, IE | +1 (330) -359--640 | David Singleton | Neutral | Jordan H | 1 week ago | |
|
NS
Neha Sharma
|
VP, Platform Security | Security | Security | Seattle, WA | +1 (248) -369-0832 | Emily Chen | Prefers competitor | Jordan H | 5 days ago | |
|
SP
Sam Patel
|
Director, Site Reliability Engineering | Engineering | SRE | Singapore | +1 (373) -441--2061 | Marcus Lee | Champion | Jordan H | Yesterday | |
|
RS
Rachel Stein
|
Senior DevOps Engineer | Engineering | DevOps | Singapore | +1 (502) -162--5766 | Sam Patel | Champion | Jordan H | 2 days ago | |
|
KH
Kevin Huang
|
Staff Platform Engineer | Engineering | Platform | Dublin, IE | +1 (446) 668-2792 | Marcus Lee | Champion | Jordan H | 4 days ago | |
|
OB
Olivia Brooks
|
Senior Security Engineer | Security | Security | Seattle, WA | +1 (356) 657-3639 | Neha Sharma | Prefers competitor | Jordan H | 3 days ago | |
|
DK
Daniel Kim
|
Infrastructure SRE Manager | Engineering | SRE | San Francisco, CA | +1 (228) 203-2025 | Marcus Lee | Champion | Jordan H | Yesterday |
| Product | Contracted | Adopted | Resources covered | Potential growth | Service start date | FIT | Incumbent competitor | Potential ACV |
|---|---|---|---|---|---|---|---|---|
| Application services | ||||||||
|
WAF
|
Yes | Adopted | 100% | 20% | Feb 14, 2023 | No | $9K | |
|
CDN
|
Yes | Adopted | 100% | 20% | Feb 14, 2023 | No | $7K | |
|
Bot Management
|
No | None | 0% | - | - | Unknown | $33K | |
|
API Shield
|
No | None | 0% | - | - | Akamai | $33K | |
|
Load Balancing
|
No | None | 0% | - | - | Akamai | $26K | |
|
Advanced Rate Limiting
|
No | None | 0% | - | - | Home grown | $24K | |
|
Argo Smart Routing
|
No | None | 0% | - | - | No | $24K | |
|
Client-side security
|
No | None | 0% | - | - | Unknown | $20K | |
|
Turnstile
|
No | None | 0% | - | - | Home grown | $19K | |
|
Cache Reserve
|
No | None | 0% | - | - | No | $19K | |
| Cloudflare One | ||||||||
|
Zero Trust
|
Yes | Partial | 10% | 90% | Jan 20, 2025 | Home grown | $378K | |
|
Magic Transit
|
No | None | 0% | - | - | Palo Alto | $300K | |
|
Access
|
No | None | 0% | - | - | Okta | $33K | |
|
Magic WAN
|
No | None | 0% | - | - | Palo Alto | $33K | |
|
Gateway
|
No | None | 0% | - | - | ZS | $28K | |
|
WARP
|
No | None | 0% | - | - | Cisco | $22K | |
|
Browser Isolation
|
No | None | 0% | - | - | Unknown | $22K | |
|
Tunnel
|
No | None | 0% | - | - | Home grown | $22K | |
|
CASB
|
No | None | 0% | - | - | No | $20K | |
|
DLP
|
No | None | 0% | - | - | No | $20K | |
|
Email Security
|
No | None | 0% | - | - | Proofpoint | $20K | |
| Developer Platform | ||||||||
|
Workers
|
Yes | Adopted | 72% | 28% | Jun 3, 2024 | No | $0 | |
|
R2
|
No | None | 0% | - | - | AWS | $180K | |
|
Workers AI
|
No | None | 0% | - | - | AWS | $125K | |
|
Durable Objects
|
No | None | 0% | - | - | AWS | $24K | |
|
Pages
|
No | None | 0% | - | - | AWS | $22K | |
|
AI Gateway
|
No | None | 0% | - | - | AWS | $22K | |
|
KV
|
No | None | 0% | - | - | AWS | $22K | |
|
Images
|
No | None | 0% | - | - | AWS | $22K | |
|
Stream
|
No | None | 0% | - | - | AWS | $22K | |
|
D1
|
No | None | 0% | - | - | AWS | $19K | |
|
Queues
|
No | None | 0% | - | - | AWS | $19K | |
|
Hyperdrive
|
No | None | 0% | - | - | AWS | $19K | |
|
Vectorize
|
No | None | 0% | - | - | AWS | $19K | |
|
Workflows
|
No | None | 0% | - | - | AWS | $17K | |
David confirmed workforce security is a board-level theme and wants a narrower operational rollout plan.
Marcus shared storage growth numbers that strengthen the R2 business case.
Regional expansion appears to create a new platform modernization opening tied to traffic growth.
Primary company context, current positioning, and public messaging.
https://stripe.comPublic engineering and platform references to support technical account context.
https://www.google.com/search?q=Stripe%20engineeringPublic security, identity, and architecture material that can inform the account plan.
https://www.google.com/search?q=Stripe%20security%20architectureatlassian.com · San Francisco, CA and Sydney, AU
Recent operational noise should be made explicit in the next-step plan so it is handled before expansion messaging.
Atlassian is an application services customer with a credible path to deeper Zero Trust and developer platform expansion.
The relationship is positive with cloud infrastructure leadership, but the executive sponsor is still not fully mobilized and performance tickets created noise this month.
Win a broader workforce security footprint, attach Workers to cloud modernization, and improve executive confidence through tighter service reviews.
Support noise can slow expansion sentiment if not handled fast.
| Name | Title | Department | Role type | City | Phone | Reports to | Influence | Sentiment | Owner | Last touch |
|---|---|---|---|---|---|---|---|---|---|---|
|
AB
Anu Bharadwaj
|
President, Cloud | Product | Business | Bengaluru, IN | +1 (717) 040--2765 | Top level | Champion | Jordan H | 5 days ago | |
|
SV
Sri Viswanath
|
Chief Technology Officer | Engineering | Business | Sydney, AU | +1 (418) 489-5447 | Top level | Prefers competitor | Jordan H | 2 weeks ago | |
|
TK
Tom Kennedy
|
Director, Cloud Infrastructure | Engineering | Infrastructure | Sydney, AU | +1 (853) 456-9889 | Sri Viswanath | Champion | Jordan H | Yesterday | |
|
RP
Ritika Prasad
|
VP, Security Engineering | Security | Security | Bengaluru, IN | +1 (238) 204-6601 | Sri Viswanath | Prefers competitor | Jordan H | 6 days ago | |
|
MW
Melissa Wong
|
Director, Procurement | Finance | Commercial | San Francisco, CA | +1 (746) 618-9929 | Anu Bharadwaj | Neutral | Jordan H | 1 week ago | |
|
NS
Nora Singh
|
Senior DevOps Engineer | Engineering | DevOps | Bengaluru, IN | +1 (848) 631-3607 | Tom Kennedy | Champion | Jordan H | 2 days ago | |
|
PW
Peter Walsh
|
Staff Platform Engineer | Engineering | Platform | Austin, TX | +1 (262) 382-5695 | Tom Kennedy | Champion | Jordan H | 3 days ago | |
|
AR
Ayesha Rahman
|
Security Architect | Security | Security | San Francisco, CA | +1 (443) -82--2871 | Ritika Prasad | Prefers competitor | Jordan H | 5 days ago | |
|
JM
Jon Mills
|
Site Reliability Manager | Engineering | SRE | Sydney, AU | +1 (447) 318-6604 | Tom Kennedy | Champion | Jordan H | Yesterday |
| Product | Contracted | Adopted | Resources covered | Potential growth | Service start date | FIT | Incumbent competitor | Potential ACV |
|---|---|---|---|---|---|---|---|---|
| Application services | ||||||||
|
CDN
|
Yes | Adopted | 100% | 20% | Nov 8, 2022 | No | $5K | |
|
WAF
|
No | None | 0% | - | - | Akamai | $31K | |
|
Bot Management
|
No | None | 0% | - | - | Unknown | $22K | |
|
API Shield
|
No | None | 0% | - | - | Akamai | $22K | |
|
Load Balancing
|
No | None | 0% | - | - | Akamai | $17K | |
|
Advanced Rate Limiting
|
No | None | 0% | - | - | Home grown | $16K | |
|
Argo Smart Routing
|
No | None | 0% | - | - | No | $16K | |
|
Client-side security
|
No | None | 0% | - | - | Unknown | $14K | |
|
Turnstile
|
No | None | 0% | - | - | Home grown | $12K | |
|
Cache Reserve
|
No | None | 0% | - | - | No | $12K | |
| Cloudflare One | ||||||||
|
Access
|
Yes | Partial | 18% | 82% | Sep 12, 2024 | Okta | $8K | |
|
Zero Trust
|
Yes | None | 0% | 100% | Feb 3, 2025 | Home grown | $300K | |
|
Magic Transit
|
No | None | 0% | - | - | Palo Alto | $25K | |
|
Magic WAN
|
No | None | 0% | - | - | Palo Alto | $22K | |
|
Gateway
|
No | None | 0% | - | - | ZS | $19K | |
|
WARP
|
No | None | 0% | - | - | Cisco | $15K | |
|
Browser Isolation
|
No | None | 0% | - | - | Unknown | $15K | |
|
Tunnel
|
No | None | 0% | - | - | Home grown | $15K | |
|
CASB
|
No | None | 0% | - | - | No | $14K | |
|
DLP
|
No | None | 0% | - | - | No | $14K | |
|
Email Security
|
No | None | 0% | - | - | Proofpoint | $14K | |
| Developer Platform | ||||||||
|
Workers
|
No | None | 0% | - | - | AWS | $210K | |
|
R2
|
No | None | 0% | - | - | AWS | $150K | |
|
Workers AI
|
No | None | 0% | - | - | AWS | $19K | |
|
Durable Objects
|
No | None | 0% | - | - | AWS | $16K | |
|
Pages
|
No | None | 0% | - | - | AWS | $15K | |
|
AI Gateway
|
No | None | 0% | - | - | AWS | $15K | |
|
KV
|
No | None | 0% | - | - | AWS | $15K | |
|
Images
|
No | None | 0% | - | - | AWS | $15K | |
|
Stream
|
No | None | 0% | - | - | AWS | $15K | |
|
D1
|
No | None | 0% | - | - | AWS | $12K | |
|
Queues
|
No | None | 0% | - | - | AWS | $12K | |
|
Hyperdrive
|
No | None | 0% | - | - | AWS | $12K | |
|
Vectorize
|
No | None | 0% | - | - | AWS | $12K | |
|
Workflows
|
No | None | 0% | - | - | AWS | $11K | |
Tom wants service review data before moving the team faster on additional platform services.
Primary company context, current positioning, and public messaging.
https://atlassian.comPublic engineering and platform references to support technical account context.
https://www.google.com/search?q=Atlassian%20engineeringPublic security, identity, and architecture material that can inform the account plan.
https://www.google.com/search?q=Atlassian%20security%20architecturecanva.com · Sydney, AU
AI workflow interest was stronger than expected and likely deserves a higher commercial priority in the account plan.
Canva is one of the cleanest product-led expansion stories in the patch, with high advocacy and strong media delivery alignment.
The account is healthy, champions are engaged, and the team already sees Cloudflare as part of the product delivery path for images and edge logic.
Bundle Stream and R2 into the next media architecture discussion, then test an AI workflow story around Workers AI and asset personalization.
Very low current risk. Main need is maintaining momentum and packaging the next step clearly.
| Name | Title | Department | Role type | City | Phone | Reports to | Influence | Sentiment | Owner | Last touch |
|---|---|---|---|---|---|---|---|---|---|---|
|
CA
Cameron Adams
|
Co-founder and Chief Product Officer | Product | Product | Sydney, AU | +1 (509) -424--6356 | Top level | Champion | Jordan H | 4 days ago | |
|
JL
Jason Lapp
|
Chief Technology Officer | Engineering | Business | Auckland, NZ | +1 (836) 454-8213 | Top level | Champion | Jordan H | 2 days ago | |
|
RG
Rob Giglio
|
Chief Customer Officer | Executive | Business | Melbourne, AU | +1 (206) -24--1031 | Cameron Adams | Champion | Jordan H | 1 week ago | |
|
AK
Anita Kumar
|
Head of Media Platform | Engineering | Platform | Melbourne, AU | +1 (483) 760-4215 | Jason Lapp | Champion | Jordan H | 3 days ago | |
|
PD
Priya Das
|
Media Platform Engineer | Engineering | Platform | Auckland, NZ | +1 (311) -11-0097 | Anita Kumar | Champion | Jordan H | 2 days ago | |
|
TA
Tom Alvarez
|
Senior DevOps Engineer | Engineering | DevOps | Melbourne, AU | +1 (409) 401-6900 | Anita Kumar | Champion | Jordan H | 4 days ago | |
|
MH
Megan Ho
|
ML Infrastructure Engineer | Engineering | Infrastructure | Sydney, AU | +1 (561) 020--5845 | Anita Kumar | Champion | Jordan H | 5 days ago | |
|
IR
Isaac Reid
|
Staff Site Reliability Engineer | Engineering | SRE | Manila, PH | +1 (571) 021--2745 | Jason Lapp | Champion | Jordan H | Yesterday |
| Product | Contracted | Adopted | Resources covered | Potential growth | Service start date | FIT | Incumbent competitor | Potential ACV |
|---|---|---|---|---|---|---|---|---|
| Application services | ||||||||
|
CDN
|
Yes | Adopted | 100% | 20% | Apr 18, 2023 | No | $4K | |
|
WAF
|
No | None | 0% | - | - | Akamai | $25K | |
|
Bot Management
|
No | None | 0% | - | - | Unknown | $18K | |
|
API Shield
|
No | None | 0% | - | - | Akamai | $18K | |
|
Load Balancing
|
No | None | 0% | - | - | Akamai | $14K | |
|
Advanced Rate Limiting
|
No | None | 0% | - | - | Home grown | $13K | |
|
Argo Smart Routing
|
No | None | 0% | - | - | No | $13K | |
|
Client-side security
|
No | None | 0% | - | - | Unknown | $11K | |
|
Turnstile
|
No | None | 0% | - | - | Home grown | $10K | |
|
Cache Reserve
|
No | None | 0% | - | - | No | $10K | |
| Cloudflare One | ||||||||
|
Zero Trust
|
No | None | 0% | - | - | Home grown | $29K | |
|
Magic Transit
|
No | None | 0% | - | - | Palo Alto | $20K | |
|
Access
|
No | None | 0% | - | - | Home grown VPN | $18K | |
|
Magic WAN
|
No | None | 0% | - | - | Palo Alto | $18K | |
|
Gateway
|
No | None | 0% | - | - | ZS | $15K | |
|
WARP
|
No | None | 0% | - | - | Cisco | $12K | |
|
Browser Isolation
|
No | None | 0% | - | - | Unknown | $12K | |
|
Tunnel
|
No | None | 0% | - | - | Home grown | $12K | |
|
CASB
|
No | None | 0% | - | - | No | $11K | |
|
DLP
|
No | None | 0% | - | - | No | $11K | |
|
Email Security
|
No | None | 0% | - | - | Proofpoint | $11K | |
| Developer Platform | ||||||||
|
Workers
|
Yes | Adopted | 68% | 32% | Jul 15, 2024 | No | $0 | |
|
Images
|
Yes | Adopted | 100% | 0% | Oct 9, 2023 | No | $0 | |
|
Stream
|
Yes | Partial | 24% | 76% | Mar 6, 2025 | AWS | $152K | |
|
R2
|
No | None | 0% | - | - | AWS | $180K | |
|
Workers AI
|
No | None | 0% | - | - | Unknown | $155K | |
|
Durable Objects
|
No | None | 0% | - | - | AWS | $13K | |
|
Pages
|
No | None | 0% | - | - | Home grown | $12K | |
|
AI Gateway
|
No | None | 0% | - | - | Unknown | $12K | |
|
KV
|
No | None | 0% | - | - | AWS | $12K | |
|
D1
|
No | None | 0% | - | - | AWS | $10K | |
|
Queues
|
No | None | 0% | - | - | AWS | $10K | |
|
Hyperdrive
|
No | None | 0% | - | - | AWS | $10K | |
|
Vectorize
|
No | None | 0% | - | - | Unknown | $10K | |
|
Workflows
|
No | None | 0% | - | - | AWS | $9K | |
The team was especially interested in AI-enabled delivery and workflow automation patterns.
Primary company context, current positioning, and public messaging.
https://canva.comPublic engineering and platform references to support technical account context.
https://www.google.com/search?q=Canva%20engineeringPublic security, identity, and architecture material that can inform the account plan.
https://www.google.com/search?q=Canva%20security%20architecturenotion.so · San Francisco, CA
Notion is a healthy edge and app-services account with a realistic path into Zero Trust and developer tooling expansion.
The team is satisfied with current application performance and wants a tighter narrative around internal security workflows.
Position Access and Workers as a combined internal tooling and product velocity story anchored in simpler operations.
Good product sentiment, but expansion urgency is still moderate.
| Name | Title | Department | Role type | City | Phone | Reports to | Influence | Sentiment | Owner | Last touch |
|---|---|---|---|---|---|---|---|---|---|---|
|
AK
Akshay Kothari
|
Co-founder and Chief Operating Officer | Executive | Business | San Francisco, CA | +1 (209) -199-0650 | Top level | Neutral | Jordan H | 2 weeks ago | |
|
LP
Lena Park
|
VP, Security | Security | Security | Remote - US | +1 (884) 373-8493 | Top level | Prefers competitor | Jordan H | 5 days ago | |
|
CD
Chris Delaney
|
VP, Platform Engineering | Engineering | Platform | Remote - US | +1 (875) 721-5930 | Akshay Kothari | Champion | Jordan H | 3 days ago | |
|
SN
Sara Nguyen
|
Director, Workplace Technology | IT | Business | Dublin, IE | +1 (851) -206-0548 | Akshay Kothari | Champion | Jordan H | Yesterday | |
|
PM
Paul Mercer
|
Procurement Manager | Finance | Commercial | New York, NY | +1 (240) 555-7188 | Akshay Kothari | Neutral | Jordan H | 10 days ago | |
|
AM
Arun Mehta
|
Senior DevOps Engineer | Engineering | DevOps | New York, NY | +1 (833) -121--7406 | Chris Delaney | Champion | Jordan H | 3 days ago | |
|
ER
Emily Ross
|
Platform Engineer | Engineering | Platform | San Francisco, CA | +1 (763) -392--7048 | Chris Delaney | Champion | Jordan H | 5 days ago | |
|
HB
Harper Bell
|
IT Systems Engineer | IT | Engineering | New York, NY | +1 (361) -267--3392 | Sara Nguyen | Champion | Jordan H | Yesterday | |
|
VG
Victor Gray
|
Security Engineer | Security | Security | Dublin, IE | +1 (626) 340-4335 | Lena Park | Prefers competitor | Jordan H | 4 days ago |
| Product | Contracted | Adopted | Resources covered | Potential growth | Service start date | FIT | Incumbent competitor | Potential ACV |
|---|---|---|---|---|---|---|---|---|
| Application services | ||||||||
|
WAF
|
Yes | Adopted | 100% | 20% | Jan 11, 2023 | No | $3K | |
|
CDN
|
Yes | Adopted | 100% | 20% | Aug 22, 2022 | No | $2K | |
|
Bot Management
|
No | None | 0% | - | - | Unknown | $11K | |
|
API Shield
|
No | None | 0% | - | - | Akamai | $11K | |
|
Load Balancing
|
No | None | 0% | - | - | Akamai | $9K | |
|
Advanced Rate Limiting
|
No | None | 0% | - | - | Home grown | $8K | |
|
Argo Smart Routing
|
No | None | 0% | - | - | No | $8K | |
|
Client-side security
|
No | None | 0% | - | - | Unknown | $7K | |
|
Turnstile
|
No | None | 0% | - | - | Home grown | $6K | |
|
Cache Reserve
|
No | None | 0% | - | - | No | $6K | |
| Cloudflare One | ||||||||
|
Access
|
Yes | Partial | 12% | 88% | Feb 26, 2025 | Okta | $145K | |
|
Zero Trust
|
No | None | 0% | - | - | Home grown | $18K | |
|
Magic Transit
|
No | None | 0% | - | - | Palo Alto | $12K | |
|
Magic WAN
|
No | None | 0% | - | - | Palo Alto | $11K | |
|
Gateway
|
No | None | 0% | - | - | ZS | $9K | |
|
WARP
|
No | None | 0% | - | - | Cisco | $7K | |
|
Browser Isolation
|
No | None | 0% | - | - | Unknown | $7K | |
|
Tunnel
|
No | None | 0% | - | - | Home grown | $7K | |
|
CASB
|
No | None | 0% | - | - | No | $7K | |
|
DLP
|
No | None | 0% | - | - | No | $7K | |
|
Email Security
|
No | None | 0% | - | - | Proofpoint | $7K | |
| Developer Platform | ||||||||
|
Workers
|
No | None | 0% | - | - | Home grown | $140K | |
|
R2
|
No | None | 0% | - | - | AWS | $95K | |
|
Workers AI
|
No | None | 0% | - | - | Unknown | $9K | |
|
Durable Objects
|
No | None | 0% | - | - | AWS | $8K | |
|
Pages
|
No | None | 0% | - | - | Home grown | $7K | |
|
AI Gateway
|
No | None | 0% | - | - | Unknown | $7K | |
|
KV
|
No | None | 0% | - | - | AWS | $7K | |
|
Images
|
No | None | 0% | - | - | AWS | $7K | |
|
Stream
|
No | None | 0% | - | - | AWS | $7K | |
|
D1
|
No | None | 0% | - | - | AWS | $6K | |
|
Queues
|
No | None | 0% | - | - | AWS | $6K | |
|
Hyperdrive
|
No | None | 0% | - | - | AWS | $6K | |
|
Vectorize
|
No | None | 0% | - | - | Unknown | $6K | |
|
Workflows
|
No | None | 0% | - | - | AWS | $5K | |
The team wants a tighter example of how admin access and internal tools would be simplified operationally.
Primary company context, current positioning, and public messaging.
https://notion.soPublic engineering and platform references to support technical account context.
https://www.google.com/search?q=Notion%20engineeringPublic security, identity, and architecture material that can inform the account plan.
https://www.google.com/search?q=Notion%20security%20architecture