Digital Native & GIG
Team Hub
Everything the DN and GIG teams need — one place, always up to date.
Sections
Principles
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Rules of Engagement
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Onboarding
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Resources
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Systems & Tools
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Forecasting
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Partners
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Playbooks
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Team Directory
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Cadences
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Team DNA
Our Principles
What we believe and how we operate as a team.
🤝
Customer First, Always
Every decision starts with the customer. We obsess over their outcomes, not our metrics. If it doesn't help the customer win, we don't do it.
⚡
Move Fast, Iterate
We ship, learn, and adjust. Perfect is the enemy of good. Progress beats perfection every time — get it out, get feedback, improve.
🧡
One Team, One Mission
DN and GIG are one team. We share wins, share learnings, and cover each other. No finger-pointing, no silos — we win together or we don't.
📊
Data Over Opinions
Bring data to every conversation. Gut feel has its place but numbers tell the real story. If you can't measure it, you can't improve it.
🔒
Integrity in Everything
We do what we say. Forecast accurately, update SFDC honestly, communicate problems early. Trust is built deal by deal, call by call.
🌍
Think Global, Act Local
We operate globally but win locally. Understand your market, your customers' culture, and tailor your approach — but share what works across the team.
How We Work
Rules of Engagement
Territory ownership, escalation paths, and how we work with other teams.
Territory
Account Ownership
Named accounts are owned by the AE assigned in SFDC. Any conflict goes to the regional manager within 48h.
Inbound Routing
Inbound leads route to the AE matching the account in SFDC. New logos without an owner go to round-robin.
Partner-Sourced Deals
Partner-sourced opportunities are co-owned. AE + Partner take joint responsibility for the deal.
Escalation
Deal Escalation
Escalate to manager if deal is stalled 2+ weeks. Use #dn-gig-deals-help in Slack with deal context.
Executive Involvement
EBC requests need 3 weeks lead time. Use the EBC request form in Highspot.
Legal / Commercial
Non-standard terms go to Deal Desk first, then Legal. Never promise non-standard terms without approval.
Collaboration
SE Engagement
SEs are engaged at Stage 2+. Tag in SFDC and brief them on deal context before the first call.
CSM Handoff
CSM handoff happens at close. AE fills out the handoff template in Highspot before the kickoff call.
BDR Collaboration
Share account context with BDRs weekly. Give feedback on outreach quality within 24h.
New to the Team
Onboarding Guide
Your 30/60/90 day plan. Everything you need to ramp fast.
Week 1
5 tasks
1
Complete IT Setup
Laptop, email, Slack, SFDC, BoostUp, Highspot — all access requests via IT portal.
2
Meet Your Manager
1:1 with your manager to align on expectations, territory, and 30/60/90 plan.
3
Shadow 3 Customer Calls
Sit in on calls with experienced AEs. Take notes on discovery questions and objection handling.
4
Complete Cloudflare University
Finish the Sales Fundamentals track. Link in Highspot under Onboarding.
5
Join Team Slack Channels
#dn-gig-team, #dn-gig-wins, #dn-gig-deals-help, #cf-sales-enablement
30 Days
4 tasks
1
Build Your Territory Plan
Map your accounts by segment, identify top 20 targets, document in SFDC.
2
Run Your First 5 Discovery Calls
Use the MEDDIC framework. Debrief with your manager after each one.
3
Complete Technical Foundations
Finish DNS, CDN, Security, and Zero Trust modules in Cloudflare University.
4
First Forecast Submission
Submit your pipeline in BoostUp. Review with manager before the forecast call.
60 Days
4 tasks
1
Own Your Pipeline Independently
Running all your deals solo. Manager coaching shifts from directive to advisory.
2
First Proposal Sent
Send at least one commercial proposal. Use the standard template in Highspot.
3
Partner Introductions
Meet your top 3 partners. Understand their co-sell motion and register deals.
4
QBR Preparation
Prepare your territory update for the quarterly business review. Use the QBR template.
90 Days
4 tasks
1
Full Ramp — Quota Active
You're at full quota. Pipeline coverage target is 3x your quarterly number.
2
Close Your First Deal
Aim for at least one closed deal by day 90. Celebrate it with the team in #dn-gig-wins.
3
Mentor a Newer AE
Share your learnings. The best AEs make the people around them better.
4
Submit 90-Day Retrospective
Write a brief on what you've learned and what you'd change. Share with your manager.
Sales Materials
Team Resources
Decks, battle cards, case studies, and templates.
🎤 Decks
Cloudflare Platform Overview
Standard company overview deck — customize for your audience.
Open in Highspot →
🎤 Decks
DN Segment Strategy FY26
Digital Native go-to-market strategy and key plays for FY26.
Open in Highspot →
⚔️ Battle Card
vs. Akamai
Competitive positioning, objection handling, and deal strategy.
Open in Highspot →
📝 Case Study
Rappi — Latency Reduction
How Rappi reduced API latency 40% with Cloudflare Workers.
Open in Highspot →
📝 Case Study
Discord — DDoS Protection
Protecting 400M+ users with Cloudflare Magic Transit.
Open in Highspot →
📄 Template
Account Plan Template
Standard account planning template for strategic accounts.
Open in Highspot →
Tech Stack
Systems & Tools
Every tool the team uses — one click to get where you need to go.
CRM
Salesforce
CRM — deals, accounts, contacts, activity logging
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Forecasting
BoostUp
AI-powered forecasting and pipeline intelligence
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Forecasting
Clari
Revenue operations and forecast management
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Enablement
Highspot
Sales enablement — decks, battle cards, content
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Comms
Slack
Main team channel: #dn-gig-team
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Comms
Google Calendar
Team calendar — cadences and customer meetings
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Enablement
Cloudflare University
Product training and certifications
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HR
Workday
HR — time off, expenses, payroll
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HR
Concur
Travel booking and expense reporting
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Analytics
Tableau
Sales analytics and dashboards
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Revenue Operations
Forecasting Rules
Staging criteria, commit definitions, and how we call forecast.
Pipeline
Opportunity is real — contact confirmed, budget conversation started.
SFDC stage 1–2. Next step documented and scheduled.
Do not commit to pipeline unless you've spoken to the economic buyer.
Upside
Deal is progressing — MEDDIC partially qualified.
SFDC stage 3. Technical evaluation started or scheduled.
Upside = you believe it can close this quarter with some work.
Do NOT move to upside because a customer is "interested." Move when there's an active eval.
Commit
You would bet your quota on this closing this quarter.
SFDC stage 4+. POC complete or waived, commercial terms discussed.
Economic buyer engaged, verbal confirmation of intent to move forward.
If you commit it, you own it. No excuses — escalate early if it's at risk.
Best Case
Commit + your most optimistic upside deals.
Best Case should always be ≥ Commit.
Manager uses Best Case for scenario planning — be honest about assumptions.
Partner Ecosystem
Our Partners
Key partner contacts, programs, and co-sell motions.
Strategic
Strategic
AWS
Co-sell motion via AWS Marketplace. Key use case: Cloudflare + AWS for global app delivery.
Partner Portal →
Strategic
Google Cloud
GCP Marketplace listing + joint GTM for security and networking.
Partner Portal →
Premier
Authorized
Sales Excellence
Team Playbooks
Segment-specific plays, objection handling, and how to win in your territory.
Playbooks coming soon
Add your team playbooks to the
PLAYBOOKS array in the Worker source.The Team
Team Directory
Who's who — roles, regions, and how to reach everyone.
Add your team members
Edit the
TEAM array in the Worker source.Meeting Rhythms
Team Cadences
All recurring meetings — frequency, owners, and what to expect.
Daily
Daily Standup
10 min — blockers, top deals, quick updates. Slack #dn-gig-team at 9am.
👤 Team Lead
Weekly
Weekly Pipeline Review
60 min — full pipeline walkthrough, deal coaching, forecast updates.
👤 Team Lead
Monthly
Forecast Call
30 min — monthly forecast submission. Commit + Best Case must be in BoostUp beforehand.
👤 Team Lead
Quarterly
Quarterly Business Review
Full quarter review — attainment, wins, misses, territory plan for next quarter.
👤 Regional VP
Monthly
All-Hands
Company and team updates, product news, recognition.
👤 Regional VP
Bi-weekly
Enablement Session
Product deep-dives, competitive updates, skill building.
👤 Sales Enablement
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