Cloudflare has a very dysfunctional sales pipeline. Their free, premium and self-serve offerings might underpin the internet, but the highly profitable offerings that are gated behind their sales teams are not getting sold. Too many of the clients that they should be selling to.

Magic Transit (bring your own ASN), classic website DDoS protection (above the Business $200 tier, which has low, undisclosed data limits in regions like New Zealand) and ilk all require interacting with the sales rep, and unless your paying 5 figures a month they are disinterested.

There is a whole market out there between $300 to $2000 a month that Cloudflare could tap without making new infrastructure but is actively being ignored.