Open Opportunities

Ted Patsos · AE, Digital Native West · Q2 2026 · SE: Kathy Ly

8 Accounts
2 Urgent
May 5, 2026 Last updated
8 accounts
Y

Landscape design platform · Acquired by Oldcastle APG ($35B)

POV Live
Go/No-Go Decision May 12 · Contract execution May 15

Products in POV

Images R2 WAF Bot Management

Context

Transitioning from GCP to AWS; currently on Fastly + CloudFront. POV started April 7. Key use cases: on-the-fly image watermarking, R2 zero-egress migration from S3, WAF managed rules (log-only mode), and bot protection for user-uploaded home photos. Parent company Oldcastle APG may introduce enterprise security/compliance requirements.

POV Timeline

Apr 7POV Kickoff
Apr 14Images & R2 check-in
Apr 21Fastly translation layer & security rules
Apr 28Proposal review
May 5POV wrap-up
May 12⚡ Go/No-Go Decision
May 15Contract execution

Key Contacts

Nicolas RodriguezPlatform/Infra Engineer · POV Technical Lead
Cameron RatliffSenior Software Engineer · AWS migration lead
Cory KrugHead of Engineering · Executive Decision Maker
Allison MessnerCEO / Co-founder · Executive Sponsor

Next Steps

  • Ted Confirm Go/No-Go readiness with Cory Krug before May 12 decision date
  • Ted Close contract by May 15 — ensure procurement is unblocked
  • Kathy Validate Fastly Translation Layer is working for their URL schema
  • Ted Flag Oldcastle APG enterprise compliance requirements to solutions team
K

All-in-one creator platform · 63,430 custom hostnames under SSL for SaaS

Early Eval

Products in Scope

Workers for Platforms SSL for SaaS Zero Trust

Context

B2B2C platform with 63,430 creator custom hostnames. Apr 1 call explored Workers for Platforms for two use cases: (1) creator customization to replace brittle Zapier integrations, (2) building a true App Marketplace where developers build "Kajabi Apps" powered by Workers. Apr 22 intro sync connected ZT/GenAI Security POC (Oct/Nov 2025) team to Workers discussion. Known issue: orange-to-orange conflicts for advanced users who use Cloudflare on their own domains. Terraform rate limiting also discussed — solution is rate limit increase + updating provider from v3.22.

Key Contacts

Allan TaylorEngineering Manager, Production Engineering · Primary technical
Bill WilsonSVP Engineering · Executive buyer
Erin O'Shea / Jamie WagnerAdditional stakeholders, Apr 22 sync
Josh OrrProduction Engineer · Technical implementer

Next Steps

  • Ted Brief Bill Wilson (SVP Eng) on Workers for Platforms App Marketplace use case — needs exec alignment before moving to POC
  • Kathy Build Workers for Platforms POC showing creator sandbox isolation to address blast-radius concern
  • Ted Resolve ZT/GenAI Security POC contracting status — was in "contracting" as of Oct/Nov 2025, confirm current state
  • Kathy Address Terraform rate limiting — share guidance on provider v3.22 update and API-managed custom hostname approach
V

Photography & creative community platform

Proposal
Pool of Funds review Apr 22 · MWAN POV complete · Contract pending

Products in Scope

MWAN Workers AI Zero Trust Sites / Workers CF for SaaS

Context

Long-running account with multiple concurrent workstreams. MWAN POV complete since early 2025 — contract review stalled. Weekly cadence calls ongoing (Apr 2, 16, 30). Apr 7 Sites alignment with Chris Haire. Apr 20 AI+ZT discussion with Benji/Rafi. Apr 22 Pool of Funds review to confirm budget allocation. Apr 27 AI Security Demo (team moved start time to 2:30pm). Significant breadth: 2025 Account Review covered AppSec, GenAI, MWAN, BYO Containers, R2.

Key Contacts

BenjiEngineering Lead · AI + ZT discussions
Chris HaireEngineering · Sites/Workers alignment, pool of funds
JeremyEngineering · Weekly cadence, pool of funds
RafiEngineering · AI Security
Andreas / Peter / YasserEngineering · Weekly cadence attendees

Next Steps

  • Ted Drive MWAN contract to close — POV complete, this is a procurement/legal blocker. Identify champion to push internally
  • Ted Pool of Funds: confirm budget committed from Apr 22 review, get written confirmation of allocation amount
  • Kathy Follow up on AI Security Demo (Apr 27) — document technical requirements from Benji/Rafi/Jeremy/Peter
  • Kathy Sites alignment with Chris Haire — confirm technical architecture and next milestone
MM

Live media production, remote collaboration & video delivery

Technical Eval

Products in Scope

Realtime SFU TURN MoQ Transport Stream Workers R2 Workers AI

Context

High-engagement account — Apr 14 AI & Dev Platform Alignment call with full leadership team (Evgenii, Konstantyn, Mark Stern, William, Aaron). Apr 23 Developer On-Site at Cloudflare, followed by dinner at Smith & Wollensky and Phish at the Sphere. May 1 WebRTC Sync deep-dived SFU (WHIP/WHEP), simulcast, and MoQ protocol with Renan Dincer (Sr. Principal SE, WebRTC). William and Pooya are the technical leads on WebRTC benchmarking. Pricing model confirmed: charge only for data egress, no ingest/push cost.

May 1 WebRTC Sync — Key Outcomes

Renan presented SFU architecture (WHIP/WHEP protocols), simulcast for adaptive quality, and MoQ as next-gen streaming protocol. Team aligned on benchmark testing plan: split-test Cloudflare SFU against current setup using WebRTC stats (stream duration, average bitrate). MoQ of strong interest — Cloudflare has the largest MoQ deployment.

Key Contacts

William CelestinTechnical Lead · WebRTC / SFU evaluation
PooyaEngineering · WebRTC benchmarking
Mark SternLeadership · Dev platform alignment
Evgenii / Konstantyn KaraliovLeadership · Executive stakeholders
Aaron MascaroLeadership · Apr 14 alignment call

Next Steps

  • Renan Send MoQ protocol outreach email to William — connect team for deeper MoQ discussion (action from May 1 call)
  • William/Pooya Set up SFU relay and run split test vs. current setup — benchmark WebRTC stats (stream duration, avg bitrate)
  • Renan Follow up ~1 week from May 1 call — discuss benchmark results, offer support for setup
  • Ted Save all GitHub links and docs shared in May 1 call for reference
BRG

Expert services & consulting firm · thinkbrg.com

Negotiation

Products in Scope

WAF Zero Trust CDN

Context

Apr 13 Proposal Check-In with Sheila Mohorek and Hung Dinh. Apr 29 Quote Review with Sheila, Cris (Bridge IT Consulting), and Ashish — reseller involved. Deal in active negotiation/quote review phase. Bridge IT Consulting (bridgeitconsulting.com) is the reseller/partner on this deal.

Key Contacts

Sheila MohorekBRG · Primary buyer contact
Hung DinhBRG · Technical contact
Cris / AshishBridge IT Consulting · Reseller

Next Steps

  • Ted Follow up on Apr 29 Quote Review outcomes — confirm final pricing is acceptable to Sheila and Bridge IT
  • Ted Drive to close — push procurement through Bridge IT Consulting; confirm PO timing
  • Ted Confirm Hung Dinh is unblocked on any technical questions post-proposal
C

Health technology company · color.com · South San Francisco

Early Eval

Products in Scope

Zero Trust Gateway DNS Filtering WARP

Context

Apr 9 discovery call. Evaluating Cloudflare to replace current DNS filter after 6 months of unresolved issues: closed-fail-mode blocks internet when filter fails (critical for travelers/captive portals), and conflicts with Eero/Amazon routers at home. Current vendor has not fixed captive portal or Eero router issues in 6 months. IT1 (william.ho@it1.com) is the reseller/partner. Scott Estes is the decision maker. Budget concern: current spend under $10K/yr, below the $20K Enterprise POC threshold. End-of-April deadline to notify current vendor. Needs "open safe" fail mode.

Key Contacts

Scott Estescolor.com · Decision maker
Ignazio Castellanacolor.com · IT / Technical contact
William HoIT1 · Reseller contact

Next Steps

  • Ted Confirm whether end-of-April vendor notification deadline was met — if not, understand current vendor status
  • Ted Resolve budget gap — sub-$10K budget vs. $20K Enterprise threshold. Explore self-serve Zero Trust free tier or SMB path through IT1
  • Kathy / Kevin Hom Run WARP + Gateway POC proving open-safe fail mode and captive portal compatibility — this is their #1 requirement
  • Ted Coordinate with IT1 (William Ho) on quote and procurement path
GG

K-12 education technology platform

Technical Eval

Products in Scope

Zero Trust CDN / WAF Security

Context

Apr 29 sync with broad team: Advait, Zahir, Curtis Waltrip, Gjohnson, Kevin (GoGuardian) and Amy Fran (CDW). CDW is the reseller. Large group on the call suggests active evaluation with multiple stakeholders involved. Align on technical requirements and CDW procurement path.

Key Contacts

Advait / Zahir / Curtis / KevinGoGuardian engineering & leadership team
Amy FranCDW · Reseller

Next Steps

  • Ted Follow up on Apr 29 sync — document technical requirements, identify primary decision maker and timeline
  • Kathy Define POC scope based on technical requirements from Apr 29 call
  • Ted Align with Amy Fran (CDW) on procurement path and quote
BI

Digital health platform for regulated industries

Early Eval

Products in Scope

API Security WAF Zero Trust

Context

Apr 21 sync with Jon Schnaubelt. Historical context: API Security Business Case deck created, Platform Overview shared. Regulated healthcare/digital health sector means compliance requirements are key. Jon Schnaubelt is the primary contact.

Key Contacts

Jon SchnaubeltBrightInsight · Primary contact

Next Steps

  • Ted Follow up on Apr 21 Cloudflare Sync — document outcomes and confirm next milestone with Jon Schnaubelt
  • Kathy Build API Security Business Case tailored to regulated healthcare use case
  • Ted Identify additional stakeholders beyond Jon — compliance/security leadership needed for API Security deal