0:03I'm Todd Twornga. I work at Oracle. I'm in our Alliances and Channels organization, and I'm part of a team that manages strategic partnerships. Cloudflare is obviously one of those to Oracle. We see huge opportunity with the two companies combined. David, you want to introduce? And I'm David Breadbanner, and I am a principal partner manager at Cloudflare looking after the OCI partnership.

0:30we want to ask you guys a few questions to get this kicked off right this is pretty casual I don't know if you guys want to move in a little bit it's up to you but we're curious right so Todd and I have been doing this for a short period of time let's say like three months right since we kicked off this partnership and it's been dynamic in an awful lot of ways what would you guys think this partnership would be about when you think about Oracle and you think about Cloud Slayer obviously I don't know where you come from if your customers are what your roles are but what would you think this partnership would be about i'm just curious just from outside perception

1:07anyone we have prizes too really good prizes

1:15who said that saw cloudflare would be a part of oracle's offering for their oci Portfolio. Okay, so you're partially right. That's probably something to do more with the edge. Sorry, can you repeat that?

1:36I would say that it's probably something more around the edge processing where Oracle is and in the partnership there to associate that. Yeah, you're spot on. Yeah, that's great. And the next question would really be just contemplating what you guys see out in the wild. There's a million CSPs out there and lots of other things that you can buy. Would you think this partnership makes sense? When you look at Oracle and you look at Cloudflare, based on where you guys come from, do you think it makes sense? Does it seem like something that has good synergy to you or do you think it's crazy?

2:20I actually think it's pretty good. I look at it from the context of processing on the edge and doing my thing. I go back a long ways. And I think about the client server world where we did certain things on the client and then we send it to the server. And I think that you're probably broaching some of that with the processing that you can do within Cloudflare and then taking it central into Oracle. I'm kind of interested how you guys are interacting with the Oracle Cloud applications as well. That's part of what I'd like to understand. We'll get to that. That's fantastic. You're spot on in every way. And he's not a plant. I just want to be clear.

3:07We love that. That's a fantastic thing. So, I mean, I think one of the things that, at least from Cloudsler, right, this is a Cloudsler event, and a lot of... Cloudflare folks don't know much about OCI, right? So with that, I want to let Todd kind of give some background about why OCI, the partnership is super compelling, and we'll get to that, but why is OCI compelling from a cloud perspective? And just quick show of hands, are people OCI users here? Are we familiar with OCI? You don't count. So OCI is Oracle's cloud infrastructure. It stands for Oracle Cloud Infrastructure. It's what makes us basically hyperscale. It's our version of Amazon, GCP, and Azure. And it's something we built maybe over the last 10, 15 years as we looked to take our applications and database, et cetera, into the cloud and offer them as a service.

3:57We decided to build our own infrastructure, not just for us. We wanted to also do it for our enterprise customers who wanted to run other workloads. So we hired a bunch of engineers in Seattle who had spent time building clouds for us. people running clouds for other people and gave them money and said go off and build a new cloud build one based on what you know of the past that worked and more importantly what didn't work that you would do do differently going forward and so that's what they did and that's what's oci or oracle cloud infrastructure um it is it is different in many ways it's very efficient in the way it runs um it tends to cost less than the competition um and um over time you know AI has become more and more important for OCI, but in Oracle in general.

4:45So we've embedded AI in all that we do. We have a great platform for running AI applications, language models, everything, partnerships with NVIDIA, etc. So that's kind of a basic foundation of what OCI is. Yeah, I mean, OCI is different than any other cloud that's out there, right? In the past, I worked with AWS for many years. And what we're seeing just, you know, sort of commercially is customers are super intrigued and excited about it because of Oracle's approach to the cloud. It's much different. A lot of customers are felt locked in by AWS and Azure and GCP. So we're offering a really compelling commercial construct that gives them an alternative to that, right? The partnership is really straightforward.

5:31It's really a business partnership at this point right now. Well, having said that, I'll back that up a little bit. There's a big partnership between Oracle and Cloudflare that goes back many, many years. We're one of Oracle's largest storage purchasers, right? And Oracle buys a lot of Cloudflare stuff for use internally. But this partnership that Todd and I work on is really about getting out to customers and giving them that alternative. So as you rightly pointed out, Oracle has the backend, the compute, the storage. They do that really better than just about anybody else from a sovereignty perspective, commercially and anywhere in the globe. So Oracle is reaching well beyond what AWS and some of the others are doing just from providing that cloud presence out there. Cloudflare does that same thing.

6:17We do the edge, right? So we have everything right here. Cloudflare sits at the edge. We provide the CDN, the WAF, the DDoS, and a host of other things, right? Cloudflare's big in cybersecurity. We've got zero trust. We have the development platform. We have all those things. customers, can buy that one of two ways, right? I don't know if you want to talk about the bundles at all, the integration. Yeah. So we have basically a continuum of offerings. There's four set bundles that we have available in the OCI console. So the same place you go to deploy storage, compute, whatever OCI service you want, you'll find four bundles of Cloudflare products. And they are set bundles. You click a few boxes and now you have access to those services. They are, like I said, set. If you find that they don't meet your needs, we also have an ability to do private offers through our OCI marketplace.

7:11And what those are is custom deals at custom prices with exactly what you need from Cloudflare. So our sales reps, their sales reps will work together, help the customer get exactly what they need. Benefit in both cases of these, or one of the benefits, is that we enable you to use. Oracle Universal Cloud Credits to pay for the Cloudflare services. So it's not a new transaction. You're using the cloud credits that you've already purchased from Oracle. So if you don't know, the way Oracle works is you buy from us a set of credits that you can use for any of our services in any of our data centers. You don't have to tell us up front exactly what you're going to run. You just buy the credits that you need. So we're allowing you to now also allocate those.

7:57towards purchasing the Cloudflare products. Yeah, and there's some other commercial constructs that are key too. So about, I guess about seven years ago, we came together on something called the Bandwidth Alliance. So we have 17 peering locations with Oracle across the globe. In each of those locations, Oracle charges no egress fees from Cloudflare, from object storage out to Cloudflare. So when I think AWS increased theirs this year, This is a pretty significant cost savings to customers because egress is a big thing, right? I mean, they're pushing data out and we're seeing the growth in that space, you know, all over the place. And it really doesn't matter what segment we're looking at. Since we launched this, I mean, Todd and I have talked to people between CloudFare reps and Oracle reps.

8:43The enthusiasm out there is really off the charts. I mean, we're on with anybody and everybody across the globe, right? Once customers are finding out about this. Because a lot of customers know individually about Cloudflare. A lot of customers know individually about OCI. But putting those together is something that's new to them. And the more we get the information out there, the more people get excited about it. So it's, and there's more to come, right? We're working on new features and functionality with the partnership to make it easier to consume and to give customers more options. Because this is really about meeting the customer's needs. on both sides of the cloud, really. So that's really what it's about. I don't know if there's really anything else that's super compelling to talk about it other than, you know, if you're working with an Oracle rep or a Cloudflare rep and you're a customer or you're working with customers, you know, find out from them how you get in touch.

9:42Todd and I will probably be on the front end of that connecting you to answer those questions. We're going to be doing more and more of these. of events. We're going to AI world next and we'll be doing those things. But really, it's probably one of the most unique partnerships I've ever seen where we really come together to serve the customer in a way that I haven't seen in the past. And I've got a few miles on me, so I've seen this before. I think with that, if there's anything else... I just want to say, I think one of the benefits for Oracle is we didn't have these advanced security and networking technology. available to our customers, sort of to your point, now we do through this partnership. We have some basic services and they're great, but now we have industry-leading services that our customers can access with their cloud credits.

10:28For Cloudflare, go ahead. Yeah, it's exactly the same. I mean, when Cloudflare goes to compete against Front Door or CloudFront, we didn't have a Now we do. So the synergy is really good. And the thing's not to forget those same elements that you talked about with AWS, that that is... of procurement, all those things in one place, it gives customers a really easy way to consume this and manage it, manage their product set, and then manage the two product sets. So it's just super compelling because in a world where there's so many options out there, Cloudflare has a very nice portfolio where you can manage it all under one thing. And that combined with what you've got with Oracle, it really is easing the pain from a management perspective for customers.

11:14with world-class products and services. And thank you guys all for coming. Appreciate it.