Which Zero Trust competitor was Cloudflare referring to?

In the Q4 report, the CEO mentioned the following. Does anyone know which competitor this example might be referring to?

A Fortune 500 energy company signed a three-year $1.6 million deal that was a takeout of a first-generation Zero Trust networking competitor. We are placing both their Secure Web Gateway and Zero Trust network access products. Because the competitor’s network is actually broken into multiple distinct clouds as compared with our unified network, their reliability and performance were underperforming the customers’ expectations. We were able to replace the competitor’s feature set and more.

The customer ultimately purchased gateway, access, remote browser isolation and DNS filtering. The customer was attracted to our better pricing, performance and ease of use as well as the single pane of glass manageability of our platform. We worked with a large channel partner to win and service this customer and expect we’ll be doing more with them going forward.



Yes. The competitor is most certainly ZScaler. They made a point by saying first-generation Zero Trust networking competitor instead of ZScaler.

Cloudflare blogged about this (as well as other deals mentioned in the call) during CIO Week. From https://blog.cloudflare.com/why-cios-select-cloudflare-one/:

Performance at a Fortune 500 Energy Company

An American energy company attempted to deploy Zscaler, but became frustrated after spending eight months attempting to integrate and maintain systems that slowed down their users. This organization already observed Cloudflare’s ability to accelerate their traffic with our network-layer DDoS protection product and ran a pilot with Cloudflare One. Following an exhaustive test, the team observed significant performance improvements, particularly with Cloudflare’s isolated browser product, and decided to rip out Zscaler and consolidate around Cloudflare.

Which - barring any Fortune 500 Energy Company exodus - likely refers to the same deal. ZScaler’s architecture is broken into multiple distinct clouds and components.