Case Studies
How we accelerated enterprise pipeline for Cloudflare Copy
Cloudflare needed to break into a new set of enterprise accounts in the European market. We built and ran the outbound motion that got them in the door.
Company name
Cloudflare
Location
Oceanview, WA
Industry
Cybersecurity
Scope
Overview
EcoWare Industries, a renowned manufacturer specializing in eco-friendly packaging solutions, encountered significant challenges in managing its freight logistics while staying true to its sustainability goals. With a rapidly growing client base across multiple regions, their existing transportation network was struggling to keep pace efficiently and environmentally.
Challenge
The challenge
Cloudflare operates in one of the most competitive markets in enterprise software. Security buyers are approached constantly and have little patience for outreach that does not demonstrate immediate relevance. Generic messaging does not land. Getting past gatekeepers and into meaningful conversations with CISOs, heads of infrastructure, and procurement leads requires credibility, precision, and timing.
The European market added further complexity. Buying behaviour, stakeholder structures, and the competitive landscape vary significantly across Germany, the Nordics, Benelux, and the UK. A single approach would not work across all of them. The team needed market-specific intelligence and outreach that reflected it.
There was also an internal constraint. Cloudflare's own sales team was focused on closing and managing existing pipeline. There was no capacity to run a structured outbound programme without pulling resource away from live opportunities.
Approach
Our solution
We began with a account mapping exercise across four European markets, identifying the highest-priority enterprise targets by sector, company size, and security maturity. Financial services, critical infrastructure, and large-scale SaaS businesses were prioritised based on fit and likelihood to engage.
Messaging was built market by market. We worked closely with Cloudflare's team to understand the specific pain points resonating in each region and translated those into outreach that felt informed and relevant rather than templated. Every message referenced something specific to the prospect's situation, their industry, or a recent trigger that made the timing relevant.
Outreach was entirely human-led. Our team handled all prospecting, sequencing, and qualification, engaging only with contacts at the right seniority level and passing meetings to Cloudflare's sales team only once a genuine need and interest had been established. The internal team was protected from noise and could focus entirely on converting the pipeline we were building.
Results
Key results & impact
Cloudflare's European team entered new enterprise accounts across all four target markets within the first 60 days. A significant portion of the meetings generated were with contacts at CISO or VP level, reflecting the seniority-first approach we had built into the outreach from the start.
The market-specific messaging produced a measurably higher response rate than previous outbound attempts. Prospects consistently referenced the relevance of the initial outreach in their first conversation with the sales team, shortening the time needed to establish credibility and move to a substantive discussion.
By the end of the engagement Cloudflare had an active pipeline of enterprise opportunities across markets they had not previously penetrated, a documented account map they could continue to work from, and a messaging framework their internal team adopted for ongoing prospecting.
2x
Increase in enterprise meetings within 60 days
70%
Of meetings held at CISO or VP level
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