Objections

Question 1

We have Akamai and we like them…

Answer 1

Learn what they use Akamai for:

I see. What do you use Akamai for? We do work with many organizations who switch to us for the next chapter of their growth.

We can deliver a more powerful, comprehensive solution set at a very compelling cost. All without complexity and no unwanted professional services.

Question 2

We use AWS

Answer 2

Ask about security effectiveness, portfolio strength and integration - AWS is inferior:

How important is reducing security risk? Did the Log4j attack concern you? Or attacks of that type harming business?

Did you know that Cloudflare was more than 12 hours faster in protecting customers for Log4j than competitors?

We have world class application security according to Gartner and Forrester. Strong bot management, an innovative WAF, good client-side protections and burgeoning API security and management.

All of these capabilities are streamlined and integrated into one portfolio, with no complexity.

We built Cloudflare to be able to protect applications in any and all clouds - without worrying about cloud vendor lock-in.

So, cloud vendors may offer a cheaper upfront price but it comes at the cost of considerable security risk and operational difficulty.

Question 3

AWS strength is they are cheap

Answer 3

Far superior technical offering; we protect multi-cloud environments; faster security rules for reduced risk; stronger integration for ease-of-use/simplicity, good GDPR controls.

Question 4

Akamai strength - Long standing leadership in CDN; customer familiarity with CDN/WAF; generally strong features sets in products.

Answer 4

Continued app sec innovation;

ZT momentum

superior Edge compute offering

good GDPR controls

Better value; streamlined app sec portfolio.

Question 5

Imperva is leader in WAF space

Answer 5

We are different by:

Superior global network; strong app sec portfolio AND world-class performance, ZT, and Developer platform.

Question 6

Fastly’s strength is Good CDN/Developer offering; security deployment flexibility (within application, reverse proxy, integrated with containers and PaaS).

Answer 6

Well rounded app sec portfolio - including strong Bot Management unlike Fastly. Broader Zero Trust offerings; stronger int’l network/presence.

Question 7

HUMAN’s strength is Wholly focused on Bot management; deep expertise on bots/attacks.

Answer 7

Strong momentum, integrated into app sec portfolio/WAF, vast data insights for better protections, less expensive that Human.