‍Challenge

• Keeping Pace with Rapid Growth: Cloudflare’s extensive cybersecurity and networking portfolio undergoes frequent updates, making it tough for sales reps to stay current—especially as the company targets a jump from $1 billion to $5 billion in annual revenue.
• Complex Technical Landscape: Reps found it challenging to handle a wide array of competitor objections and product-specific discovery calls without real-time guidance.
• Scaling Securely: As a security leader, Cloudflare needed an AI tool that protected customer privacy with no audio or video recording, yet still delivered live, in-call enablement.

Solution

• Live AI Call Assistance: Aircover surfaces real-time prompts, competitive insights, and key messaging during customer calls without ever recording audio or video.
• Tailored & Adaptive Playbooks: From mid-market reps to solution engineers, each role receives curated content and updates—often added or revised in under 30 minutes per month.
• Robust Analytics & CRM Sync: Post-call insights, AI summaries, and transcription-based analytics flow automatically into Salesforce, saving 30–45 minutes per rep per call.

Transforming Sales Enablement with AI-Powered Solutions

What began as a global cybersecurity powerhouse, blocking over 200 billion threats each day and routing 25–30% of global internet traffic, found itself confronting an equally massive sales challenge: how to equip its worldwide sales force with real-time, accurate information on more than 30 rapidly evolving solutions. Amid ambitious plans to soar from $1 billion to $5 billion in revenue within four years, Cloudflare discovered Aircover—an AI-native Sales Enablement Platform that delivers live call coaching, conversation intelligence, and CRM automation.

Cloudflare started with their mid-market group to deploy Aircover, where quick deal velocity and frequent technical objections showcased the power of real-time guidance. Aircover ingested content from Product Marketing including competitive intelligence, new product details, and value messaging. Suddenly, sales reps had immediate support on customer calls whenever a competitor’s name or a sensitive topic surfaced. The initial deployment was a success:

“Our team had a 3.5x increase in revenue for Zero Trust, and 80% of the team was on Aircover. We’ve revamped our approach to a POC based on the data from Aircover.”
— Tracye Shaw, Head of Commercial Mid-Market Sales

Buoyed by this surge, Cloudflare expanded Aircover to commercial and enterprise teams. Reps who had initially hesitated soon embraced the tool, impressed by live call assistance, automatic CRM updates, and AI-driven notes:

“With our competitive content, discovery, and customer wins built into it, it’s a great tool to help support me in my customer conversations. Their post-call insights are the most accurate I’ve seen—I can’t work without it!”
— Daniel Benamou, Account Executive, Named Accounts

Meanwhile, the BDR team integrated Aircover into their dialers, benefiting from real-time objection handling and qualification. They boosted their meeting-booked rates and streamlined sales handoffs with AI email follow-ups. The BDR organization even launched a BANT scoring initiative, using Aircover to auto-extract call data for more detailed coaching.

“As early-career sellers, sales development needs guidance on industry, buyers, and our evolving product suite. Aircover’s AI assistant will shorten ramp time, boost MQL-to-SQL conversions, and increase pipeline generation, driving overall BDR efficiency.”
— Lori Harmon, VP of Sales Development

Cloudflare’s Product Specialization & Growth (PSG) team also tapped into Aircover’s analytics, developing a custom “propensity-to-buy” model that stack-ranked the highest-potential deals. This project refined Cloudflare’s internal product roadmap, ensuring feedback loops fed directly into sales enablement:

“With Aircover, we instantly know which deals deserve our attention, saving our team hours of manual research each week so we can focus on the right opportunities. After reviewing the quality of the output, I have to say—WOW, I am impressed!”
— Cavin Kindsvogel, Global Director – Product Specialization & Growth

Measurable Impact Across Teams and Revenue Goals

As the solution went international, the APAC division tested Aircover’s translations for Mandarin and Korean. Early testing proved promising, so local teams designed a scoring rubric to standardize performance across languages:

“Being able to surface our enablement content in real-time during a sales meeting is very helpful. Many questions could be addressed live on the call, letting reps self-service and freeing me to focus on bigger deals.”
— Lauren Reczek, Senior SASE Specialist

Cloudflare also discovered notable ROI:

• $5.73M in efficiency gains
• $21.5M in increased rep productivity
• $1.25M in training savings

Those figures directly reflected faster onboarding, higher win rates, and real-time competitive differentiation. In many cases, new hires who once needed a year to achieve full productivity were effectively ramped by month four. As Doug Lavanchy, VP of Sales Enablement, puts it:

“We needed a way to deliver the right messaging to our reps at the right time. Aircover provides us a unique competitive advantage.”
— Doug Lavanchy, VP of Sales Enablement

Frontline managers found time saved on deal tracking:

“It’s been great for spot-checking deals. Ninety-eight percent of the time, the digest matches what the rep says, but if there’s ever a discrepancy, I can quickly dive into the meeting details page to review what happened.”
— Dom Batteate, Director of Sales, Mid-Market

For account executives, the automated notes and CRM sync were game-changers:

“Aircover has been great to use. Their real-time call assistance simplifies managing an extensive product portfolio, and the automatic sync of post-call insights to Salesforce has been a huge time saver.”
— Austin Stanford

With a global rollout well underway, Cloudflare shows no sign of slowing down. It continues to integrate Aircover into new teams, including customer success and even internal calls that aren’t strictly sales-related. As the company marches toward $5 billion in revenue, Aircover’s privacy-friendly, transcription-only design and live AI coaching have become central to Cloudflare’s strategy—ensuring that every conversation, from a junior BDR’s first pitch to a senior executive’s multi-product negotiation, aligns with the speed, security, and reliability that define Cloudflare’s brand.

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