Pros
Fantastic offering and great innovation. The market is moving towards Cloudflare
Cons
Sales leadership beyond 1st line manager is toxic. Meddic is used as a stick rather than a sales coaching methodology. Some really incompetent senior sales leaders that you would put nowhere near your customer. Led by sales leaders that were relevant 20 years ago and who would fail as an AE today. The CEO does not value sales at all and has been known to trash deals through his own arrogance or because he is completely out of step with the sales strategy. He would do well to understand the art of selling but believes his platform sells it self. Regular tactical deals and linearity take priority over large long term strategic deals, whether they admit it or not. I have seen some great sellers go though hell because their sales leader has no understanding of the sellers territory. This year everyone was pretty much given the same quota regardless of territory. No use of data to understand the TAM and some sellers have large install base while others have only new prospects but same quotas. It is such a shame because Cloudflare has a great offering, but as sales organisation they literally don’t have a clue.