Cloudflare

Operationalizing Deep Research

The Cloudflare ABM
Intelligence App

Scaling 1:1 Account Intelligence & Securing ROI Visibility

Presented by

Head of ABM Marketing, Cloudflare APJC

Audience

Marketing & Sales Leadership

Why Top Accounts Demand Context, Not Just Data

The Enterprise Reality

Winning major deals requires speaking to an account's bespoke architecture, regional challenges, and specific executive priorities — not a generic playbook.

Beyond Generic Intelligence

We need hyper-specific messaging for executives across regions and industries. A Japan banking CISO needs different context than an India fintech CIO.

The ABM Managed Service

We must deliver ready-to-use intelligence briefs directly to AEs — scaling our white-glove 1:1 strategy to the broader 1:few tier at speed.

"Our buyers expect us to know their pain points before we even pick up the phone. To deliver this at scale, ABM is evolving into a managed intelligence service for our AEs."

Taking Great Intelligence to the Next Level

Evolving the UX

Our individual AI GEMs have provided a fantastic baseline. Now we want to get better by unifying them to streamline workflows and accelerate intelligence delivery.

Illuminating Usage & ROI

We want to introduce robust usage monitoring. Gaining visibility into how teams interact with these tools will allow us to measure ROI and continually optimize our models.

Expanding Technical Horizons

By upgrading to a unified app, we can move past current token window constraints and unlock advanced follow-up tasks — like automated landing page generation.

We have built highly capable AI GEMs — now it's time to take them to the next level. A unified environment that accelerates delivery, introduces telemetry, and unlocks advanced capabilities.

A Centralized Engine Powered by Deep Research

Unified Interface

Consolidating Account, Industry, and Persona GEMs into one intuitive app — no more tool-hopping. One entry point for all intelligence.

Deep Research Advantage

Using Google's unparalleled indexing power as our foundational research layer — putting the entire internet at our fingertips.

Usage Telemetry

Built-in analytics to see who is using the app, which accounts are researched, and what intelligence generates pipeline.

Acts as a one-stop shop, wrapping our GEMs into a frictionless UI

Monitors usage analytics natively — closing the ROI visibility gap

Leverages Google's unparalleled indexing power for deep, unstructured research

Deep Context Across Accounts, Industries, and Personas

Account Intelligence

Synthesizes corporate strategy, 10-K filings, M&A activity, and board-level priorities into a single account thesis.

Industry Intelligence

Micro-level, region-specific reports. For example, APAC Aviation — macro-trends mapped directly to Cloudflare's impact.

Persona Intelligence

Conversation starters and security messaging tailored to the unique priorities of regional executives.

Coming Soon

Two new Deep Research GEMs designed specifically for complex account mapping are rolling out soon — making our account mapping even sharper.

Marrying Google's Scale with Cloudflare's Proprietary Insights

Strategic Advantage

Embed proprietary data — like an account's installed base and product data — directly into the research process for hyper-targeted outputs.

Cloudflare Reconnaissance

Scan a prospect's ASN, domains, and subdomains to assess their infrastructure security posture before outreach.

Targeted Value Propositions

Combine Google's public data with Cloudflare's internal intelligence to highlight actual vulnerabilities and pitch validated solutions.

Google

+

Cloudflare

Web-scale data + proprietary signals

= An unfair intelligence advantage

Deep Research and Scout are Force Multipliers

Capability ABM Intelligence App (Deep Research) Cloudflare Scout

Primary Audience

Account Executives, ABM Marketers

BDRs

Core Function

Deep, foundational account understanding for key enterprise deals

Task execution engine for targeted outreach

Data Interaction

Synthesizes massive unstructured web data + first-party data integration

File attachments + context layers to pre-process and hunt for topics

Workflow Synergy

Generates the pitch, strategy, and messaging for enterprise accounts

Ingests Deep Research outputs to build cadences and offload BDR workflows

ABM App generates

Strategic intelligence context for enterprise accounts

Scout ingests

That exact context to build hyper-targeted BDR cadences

Not competitors — absolute force multipliers. One perfectly feeds the other.

A Composable Architecture That is Never Locked In

Platform Agnostic

We prioritize what delivers the best customer conversation. No vendor lock-in — we can swap models as they improve.

Microservices Approach

Composable workflows let us plug in different AI services when they outperform on specific tasks or token limits.

Future-Proof

Easily integrate emerging tools like LightHouse, HG Insights, and Open Code via API — without rebuilding the core platform.

Built for Today and Tomorrow

We are building this app for today's GEMs and tomorrow's breakthroughs. If a new model emerges that handles a specific task better, we just plug it in.

Scales Without Rebuilding

The architecture easily scales to include API feeds from HG Insights or LightHouse in the future — no platform rewrite required.

Adoption, Efficiency, and Pipeline Generation

Visibility & Accountability

For the first time, marketing leadership gets a dashboard showing exactly how intelligence tools drive pipeline, providing full ROI visibility.

Higher BDR Reply Rates

Already proven: curated, contextualized industry materials fed into BDR cadences increase response rates. Context wins conversations.

Scaling Managed Services

The app drastically reduces 1:1 dossier build time, acting as a velocity multiplier and turning ABM into a high-velocity intelligence service for the entire Sales org.

1st

Full ROI visibility on AI intelligence investments

3x

Higher BDR reply rates with contextualized content

5x

More accounts receiving managed intelligence

The Roadmap to Operational Scale

Phase 1

Architecture & UI/UX

Finalize the app framework and implement the usage telemetry backend.

Phase 2

GEM Consolidation

Integrate Account, Industry & Persona GEMs plus the two new Deep Research models.

Phase 3

Ecosystem Integration

Solidify first-party data pipelines (ASN/domain) and establish the Scout API handoff for BDR execution.

The Ask

Align to prioritize the ABM Intelligence App as the foundational intelligence layer for our enterprise go-to-market motions.

Together with Scout, this will fundamentally upgrade how we scale and win our largest enterprise accounts.