Account Intelligence Dashboard — Cloudflare Named Accounts

OpenAI OpCo, LLC

NAE: Zac Cortez · CSM: Max Smith-Gee · TAM: Raphael Rivero · SE: Kathy Ly

Cloudflare Named Account IC-158577 · Jan 2026 – Dec 2027 · $85M / 24 months

Q1 2026 Spend Snapshot As of March 10, 2026 | Jan $1.535M · Feb $1.663M (+8.4% MoM) | Pool consumed: 3.76% / $85M | Ann. run-rate: $19.3M · Contract pace: $42.5M/yr | 2025 overrun: +29% (exhausted Sep '25)

Contract Health

Pool Size

$85M

24-month

Consumed

3.8%

$3.20M

Run-Rate

$19.3M

annualized

Step-Up

6.3×

vs 2025

CF Credit

$6M

Jan 1 2027

Rollover

$17M

cap

Key Financials

Prior contract pool (2025) $13.5M

2025 actual drawdown $17.38M (+29% overrun)

Pool exhausted September 2025

Quarterly billing cadence $10.625M

Jan 2026 spend $1,534,999

Feb 2026 spend $1,663,443 (+8.4%)

Workers Unbound (Feb) 99.5M req/mo (+55%)

Feb 2026 Spend by Category

$1.663M

Feb 2026 total

App Perf (CDN / Argo)

~78%

▲

Application Security

~14%

▲

Developer Platform

~5%

▲▲

Zero Trust

~2%

→

Premium Support (fixed)

~13%

→

Monthly Spend Trajectory

Jan 25

Apr

Jul

Sep

Oct

Dec 25

Jan 26

$1.54M

Feb

$1.66M

Mar

TBD

H2 est.

Pool overrun Sep 2025 → $85M renewal Jan 2026 · dashed = projection

Developer Platform — Product Metrics (Jan → Feb 2026)

Product	Jan 2026	Feb 2026	MoM Δ	Signal
Workers Unbound (Req)	$9,640	$14,919	+55%	▲▲
Workers Unbound (Dur)	$15,753	$19,218	+22%	▲
Durable Objects	$539	$627	+16%	▲
R2 Storage	$406	$604	+49%	▲▲
Workers KV	$660	$771	+17%	▲
Workers for Platforms	$68	$68	0%	9,344 scripts
Workers AI	$0	$0	—	Untapped
Vectorize	$0	$0	—	Untapped
D1	$0	$0	—	Untapped

Relationship & Contacts

New Research & Engineering Contacts (Feb–Mar 2026)

Victor Zhu

Research / Engineering — OpenAI

Met at Lakers suite (Feb 28). Sent follow-up email citing Cloudflare Code Mode blog as "transformative... same impact as Google's Attention whitepaper."

Active — Dev Slack added Mar 3

Nicholas Clark

Engineering — OpenAI

Met at Lakers suite (Feb 28). Active interest in Containers, sandboxing, and rapid scale-to-zero architectures.

Active — Dev Slack added Mar 3

Venkat Venkataramani

VP Applied Infrastructure — OpenAI

Exec-to-exec target for Private Interconnect / CNI / Stargate narrative. Brian Walker transition email recipient.

Planned — meeting not scheduled

Srinivas Narayanan

SVP Engineering — OpenAI

Target for Workers-as-GPU-Offload thesis. Every GPU ms on auth/routing is a ms not on inference. Pairing: Aly Cabral ↔ Srinivas.

Planned — before April 15

Technical Initiatives

Active

Code Orange / "Fail Small"

Gradual Rulesets Rollout (SHIP/RM-25974) shipped. Config errors in one location must never cascade globally.

Active

FL2 Migration — chatgpt.com

Progressive colo-by-colo rollout. Buffered upload support (RM-23302) complete.

Active

China Zero Trust Deployment

Blueprint for Project Stargate. High complexity — Cloudflare as single control plane for global OpenAI data centers.

Watch

Terraform v4 → v5 Migration

Resources in scope: zero_trust_access_application, zone, zone_setting, page_rule, load_balancer_monitor.

Planned

Resident Architect Program

Dedicated embedded CF engineer onsite at OpenAI. Role posted. Rate card: $37,500/month.

Project Appberry — Strategic Context

Project Appberry: $35M–$150M ACV Lost Twice — One Clear Lesson

OpenAI's "vibe coding" product for ChatGPT. Custom fine-tuned model trained on Cloudflare's stack. Products confirmed at launch: Workers · Workers for Platforms · D1 · R2 · Durable Objects · KV · Logpush. Projected ACV: $35M–$150M run-rate after Year 1.

Appberry 1.0 — Jul 2025

OpenAI leadership built it inside ChatGPT (client-side rendering, internal backend). Pricing anchored by developers before commercial team engaged. "They can't build it themselves" — they did.

Appberry 2.0 — Mar 2026

Internal leadership mandate → Vercel. Engineering team says Vercel won't scale. Decision made above engineering. Vercel won on leadership familiarity, not technical evaluation.

Our Posture

Not chasing Appberry 2.0. Building Victor Zhu / Nicholas Clark engineering depth so Cloudflare is the trusted alternative when Vercel hits its ceiling. Next decision: we're already inside.

Active Support Cases

Resolved

Case 02011377 — 522 Errors (api.openai.com)

Mar 9–10. OpenAI Worker deployment changed port 443 → 8443. CF Support identified in audit logs in ~45 min. Resolved same day by 3:52 UTC.

Open

Case 02011530 — 526 SSL Errors (privacy-pass-issuer)

Mar 10. SAN mismatch — mid-migration from *.gateway.unified-9.api.openai.com. Cert doesn't include privacy-pass-issuer hostname. Awaiting OpenAI cert update. Impacts Apple devices only.

Competitive Landscape

Vercel Active Risk

Won Appberry 2.0 via leadership mandate. Engineering team skeptical of Vercel scaling. Migration guide from CF observed. Countermeasure: engineering-layer depth, not executive positioning.

Oracle / Project Stargate Monitor

Oracle building compute infra for Stargate. Cloudflare opportunity: neutral connectivity + security layer in front of Stargate DCs. China ZT architecture is the proof-of-concept.

30-Day Priorities

Next 30 Days — Action Items

1

Technical session: Victor Zhu + Nicholas Clark ↔ Dev Platform (Containers/Sandboxes)

Zac + Aly + Mark Dembo

Before Mar 31

2

Exec intro: Srinivas Narayanan (SVP Eng) ↔ Aly Cabral — "Workers as GPU Efficiency Layer"

Zac + Jon Lebeau

Before Apr 15

3

Confirm Vercel/Appberry signal — surfaced by OpenAI or internal CF competitive intel?

Max / Raphael

This week

4

Resolve Case 02011530 (SSL SAN mismatch — privacy-pass-issuer)

Raphael / CF Support

Pending OAI cert

5

Confirm Resident Architect posting timeline; identify internal candidates

Zac + Prof Services

Before Apr 15

6

Commercial guardrails for Victor/Nicholas motion — no pricing signals without Dembo/Aly alignment

Zac + Mark Dembo

This week

7

Technical stack audit — map OpenAI "junk compute" workloads to Workers use cases

Chris M. + Kathy Ly

April

BILL Holdings, Inc.

NAE: Zac Cortez · CSM: Liv Sherck · SE: Kathy Ly · GTM Exec: Vinti Batiste (VP Enterprise, Americas)

Cloudflare Named Account NYSE: BILL · San Jose, CA · Enterprise ESA

Account Snapshot As of March 4, 2026 | Status: Active / Engaged | AI Gateway evaluation: In Progress | BCP inquiry (Middle East): Open | LPGA RSVPs: 0 / 4 (overdue)

Account Health

Relationship

A

Multi-year

Expansion

B+

AI GW eval

Risk

C+

Exec gap

Account type Enterprise (ESA)

Account ID 44377541

GTM transition Complete

Brian Walker departed Feb 2026

Products In Use

Live

WAF (Web Application Firewall)

Replaced AWS WAF. Eliminated 4–6 hrs/week manual rule management.

Live

CDN

Replaced AWS CloudFront. Multi-cloud origin (AWS, GCP, Azure) via F5 LB.

Live

mTLS + API Shield + Transform Rules

Client cert serial number injected as header for downstream app authorization. F5 CA chain.

Eval

AI Gateway

Inbound pull from Sriram Jan 2026. Felix Gao's team leads eval. ~$0.05/10M req pricing discussed.

Deferred

Bot Management · R2 (7.5 PB) · DLP

Deferred by customer. Long-term expansion. ZScaler competing on DLP.

AI Gateway Evaluation — Key Requirements

"Is the Cloudflare AI Gateway production ready? Can we evaluate? What is the pricing?"

— Sriram Dandapani, VP Infra/Security (Jan 20, 2026)

Objective Simplify LLM integrations

Cost control Integrated tracking

Quality Guardrails

Governance Batch vs. streaming

CF pricing ~$0.05 / 10M req

Enterprise logs 1M included

Contact Felix Gao (AI GW EM)

Technical Initiatives & Projects in Flight

Active

AI Gateway Evaluation (Expansion)

Felix Gao + Sriram + Rick Cui + Lucky Kumar + Sreekanth Murthy. Meeting held Jan 27. Follow-up in progress. High-priority expansion. $$$

Urgent

BCP / Middle East Geopolitical Inquiry

BILL CSIRT (Babs Adebiyi) sent urgent request Mar 4 for CF presence confirmation in 10 Middle East countries + BCP documentation. Forwarded to Liv Sherck. Awaiting CF Security response.

Follow-Up

LPGA Founders Cup — 0 / 4 RSVPs

Mar 19–22 at Sharon Heights Golf & CC, Menlo Park. Invites sent Feb 27 to Eric Chan, Mike Cieri, Ashis, Kalen Fu. No replies as of Mar 4. Follow-up due by Mar 6.

Ongoing

mTLS + AOP + WAF Production Rollout

Core configuration: mTLS with F5, Authenticated Origin Pulls (restrict F5 to CF-only), WAF ruleset management. POC complete — confirm prod status with Colin Barton / Sriram.

Key BILL Contacts

Sriram Dandapani PRIMARY CHAMPION

VP, Infrastructure & Security. Multi-year relationship. Initiated AI Gateway inquiry Jan 2026. sdandapani@hq.bill.com

Felix Gao

Engineering Manager, AI Gateway (BILL's internal AI GW team). Leads CF AI Gateway evaluation. felix.gao@hq.bill.com

Steve Januario

Deputy CIO. LinkedIn active on AI. Invited to LPGA by Rick Congdon. sjanuario@hq.bill.com

Ken Moss

CTO. LinkedIn active on AI for SMB/enterprise. Target for exec-level AI Gateway positioning.

Babs Adebiyi (CSIRT)

Manager, Security Operations – Incident Response. Sent urgent BCP/Middle East inquiry Mar 4. csirt@hq.bill.com

Technical Architecture

Origin F5 Load Balancer (on-prem / cloud)

Cloud footprint Multi-cloud (AWS primary + GCP + Azure)

SIEM QRadar (logs via S3/SFTP)

Traffic model Multi-tenant (30–40 client companies)

Compliance PCI (financial services)

S3 storage 7.5 PB (R2 migration deferred)

Prior CDN/WAF AWS CloudFront — DISPLACED

Competitive Risks

ZScaler (DLP) Monitor

BILL using ZScaler for DLP (agent-based). Risk could grow into SASE territory. Monitor contract renewal timing; position Cloudflare One as unified alternative.

AWS CloudFront / WAF Displaced

Cloudflare has already replaced AWS CloudFront and WAF. Competitive win — AWS could attempt bundled pricing claw-back at renewal.

Build vs. Buy (AI Gateway) Watch

Felix Gao's team has already built an internal AI Gateway. If CF eval doesn't close, they may improve their own vs. buying Cloudflare's.

Priorities

Immediate Actions

1

LPGA follow-up — contact Eric Chan, Mike Cieri, Ashis, Kalen Fu for RSVP + preferred day

Zac Cortez

By Mar 6 (overdue)

2

BCP documentation — Liv Sherck to deliver CF Security response to BILL CSIRT team

Liv Sherck

Urgent — open

3

AI Gateway evaluation — schedule follow-up with Felix Gao's team; size the deal

Zac + Kathy Ly

March

4

Confirm mTLS + AOP + WAF production rollout status with Colin Barton / Sriram

Zac + Kathy Ly

March

5

Identify Arlo contacts who attended — confirm from SFDC. Plan exec engagement toward Srinivas / Ken Moss

Zac Cortez

Q2

Arlo Technologies, Inc.

NAE: Zac Cortez · Segment: Digital Native West · Deal Type: Retention / RW-Upsell

Cloudflare Named Account Q-469599 · $78,220/month · Monthly in Advance · Net 60

Contract Metrics

Monthly MRR

$78.2K

/month

ACV Uplift

+$57K

new ACV

MoM Step-Up

+$4.7K

/month

Quote Q-469599

Billing Monthly in Advance

Payment terms Net 60 (exception)

Deal term ≥ 12 months

Excess pricing exception CDN + Spectrum

Products in Use & Utilization

Live

CDN / Core

Primary product group. Video delivery + device API traffic. Significantly underutilized vs contracted capacity.

Live

Spectrum

IoT device connectivity. Also underutilized — basis for excess pricing exception at renewal.

Live

Application Performance (WAF)

Core security product. Standard site configuration.

Utilization vs. Contract

CDN

~40%

▼

Spectrum

~35%

▼

WAF / Security

~85%

▲

Q1 2026 Deal Events

Closed Won

Q1 Jan 2026 Variable

Closed Won Feb 12, 2026. SFDC provisioning notification sent. ⚠ Provisioning execution NOT confirmed.

Closed Won

Q1 Feb 2026 Variable — Forecast

Closed Won Feb 24, 2026. SFDC provisioning notification sent. ⚠ Provisioning execution NOT confirmed.

Attended

Cloudflare Immerse Bay Area

Nov 20, 2025 at Grand Hyatt SFO. Arlo registered and attended. No named contacts documented. Mark Anderson keynote. Follow-up not done.

Jan 2026 opportunity Closed Won (Feb 12)

Feb 2026 opportunity Closed Won (Feb 24)

Provisioning confirmed? NOT CONFIRMED

Risk Assessment

Underutilization / Downgrade Risk at Renewal High

Arlo is on a retention deal with excess pricing exception already in place for CDN and Spectrum. If utilization does not grow, procurement will push for price reduction at renewal. Must proactively drive consumption before next renewal cycle.

Provisioning Not Confirmed Action Required

Both Jan and Feb 2026 variable billing opportunities are Closed Won in SFDC but actual provisioning execution has NOT been confirmed. Both are past-due from billing execution standpoint. Confirm with CF Provisioning/Billing immediately.

No Named Contacts Documented Gap

Deal was managed primarily through SFDC workflow. No named technical or commercial contacts from Arlo are recorded. Must pull from SFDC and establish direct relationships before next renewal.

Competitive: Fastly / Akamai / AWS CloudFront Monitor

All are active in IoT/connected device CDN space. Monitor for any RFP activity or competitive evaluation. Underutilization increases risk of a competitive displacement attempt.

Account Context — Arlo Technologies

Business Smart home security — cameras, doorbells, security systems

HQ San Jose, CA

Segment Digital Native West (DNN)

Infrastructure profile Millions of concurrent IoT device connections

Cloud workloads Video streaming, storage, device management

Traffic redirect rights Yes (KR/TW)

Reference logo "Will work on" — not closed

Growth thesis: Arlo's IoT backend demands high-scale CDN and Spectrum for video delivery and device API traffic. Underutilization may reflect traffic routed elsewhere — understand root cause before next renewal.

Immediate Actions

Action Items

1

Confirm provisioning execution for Jan 2026 and Feb 2026 variable billing with CF Provisioning/Billing

Zac Cortez

Immediate — overdue

2

Identify which Arlo contacts attended Immerse Bay Area (Nov 20, 2025) from SFDC; follow up

Zac Cortez

This week

3

Pull named technical + commercial contacts from SFDC; establish direct relationships

Zac Cortez

March

4

Diagnose CDN + Spectrum underutilization — is traffic being routed elsewhere? Build utilization plan before next renewal

Zac + SE (TBD)

Q2

5

Identify expansion workloads: video delivery edge optimization, device API acceleration, Workers for IoT event processing

Zac + SE (TBD)

Q2

6

Close reference logo — confirmed commitment "will work on" not yet delivered

Zac Cortez

Q2