Partner Technical Account Plan Template

1

Executive Summary

This Partner Technical Account Plan outlines the training, certification, and capability-building activities required to support [PARTNER NAME]'s Cloudflare practice. It aligns enablement activities with the [FISCAL YEAR] Partner Business Plan goals, drives Partner Influenced Opportunities (PIO) through technical readiness, and builds sustainable partner capabilities across Sales, PreSales, and PostSales functions.

Strategic Context: Describe the current state of the relationship — any Strategic Collaboration Agreements (SCA) in progress, the primary engagement goals, and the expected impact on revenue, PIO generation, and geographic reach. Include the key catalyst for elevating the partnership this fiscal year.

Key Activities

Certifications / Upskilling

[CERTIFICATION GOAL 1 — e.g., Certify all Architects in Application Security Essentials + 2–3 SMEs in Advanced]
[CERTIFICATION GOAL 2 — e.g., Certify 2 Architects in Cloudflare One Essentials]
[CERTIFICATION GOAL 3 — e.g., Certify all Consultants in App Security Essentials & Advanced]

Cadence

[CADENCE 1 — e.g., Monthly product update calls]
[CADENCE 2 — e.g., Bi-weekly office hours at partner premises]

Sales Play / Offerings

[SALES PLAY 1 — e.g., Boost MSP offering beyond Managed WAF to include Bot Management & API Security]
[SALES PLAY 2 — e.g., Build partner + Cloudflare "Better Together" joint sales play]
[SALES PLAY 3 — e.g., Accelerate pipeline using "Cloudflare Test Drive" initiative]

Expected Outcomes

[OUTCOME 1 — e.g., Enable independent opportunity qualification and delivery for App Security & Cloudflare One]
[OUTCOME 2 — e.g., Build presales muscle for enterprise Zero Trust deals]
[OUTCOME 3 — e.g., Increase mindshare and service delivery capacity through scaled sales coverage]

2

Partner Profile

Partner Name	[PARTNER NAME]
SFDC Record LIVE	Select a partner above
Partner Tier LIVE	Select a partner above
Partner Status LIVE	—
Partner Category LIVE	—
Maturity Level	[MATURITY — e.g., Advanced, Intermediate, Foundation]
Region / Territory LIVE	Select a partner above
Geo LIVE	—
Specializations (Product) LIVE	Select a partner above
Specializations (Services) LIVE	—
Partner Account Manager LIVE	Select a partner above
Partner Solutions Engineer	[PSE FULL NAME]
Website LIVE	—

Technical Team Composition

Role	Headcount
PreSales Security Architects	[NUMBER]
Technical Consultants	[NUMBER]
Sales Specialists	[NUMBER]
Engineers / MSP Support	[NUMBER or TBD with target]

Current CF University Registrations

Team	Registered	% Enrolled
Architects	[X / Y]	[ZZ%]
Consultants	[X / Y]	[ZZ%]
Sales Specialists	[X / Y]	[ZZ%]

3

PSE Technical Strategy

3.1 Wins & Losses — [PRIOR FISCAL YEAR]

Top Wins

Add one column per win (target: top 3–5). Duplicate the table if you prefer individual deal rows.

Field	Win #1	Win #2	Win #3
Opportunity Name	[NAME]	[NAME]	[NAME]
Account	[ACCOUNT]	[ACCOUNT]	[ACCOUNT]
ACV (£ / $)	[VALUE]	[VALUE]	[VALUE]
Win Date	[DD/MM/YYYY]	[DD/MM/YYYY]	[DD/MM/YYYY]
Use Case	[USE CASE]	[USE CASE]	[USE CASE]
PIO / CIO	[PIO/CIO]	[PIO/CIO]	[PIO/CIO]
Tech Win	[YES / NO]	[YES / NO]	[YES / NO]
Sales Cycle Duration	[e.g., 4 months]	[e.g., 4 months]	[e.g., 4 months]
PSE Presales Involvement	[YES / NO + detail]	[YES / NO + detail]	[YES / NO + detail]
PSE Postsales Involvement	[YES / NO]	[YES / NO]	[YES / NO]

Top Losses

Field	Loss #1	Loss #2
Opportunity Name	[NAME]	[NAME]
Account	[ACCOUNT]	[ACCOUNT]
ACV (£ / $)	[VALUE]	[VALUE]
Close Lost Date	[DD/MM/YYYY]	[DD/MM/YYYY]
Loss Reason	[REASON]	[REASON]
Sales Cycle Duration	[e.g., >9 months]	[e.g., >9 months]
Use Case	[USE CASE]	[USE CASE]
PSE Presales Involvement	[YES / NO + detail]	[YES / NO + detail]

3.2 Partner Company-Wide Focus Areas — [FISCAL YEAR]

Vertical	Technology Focus	Sales Play Exists?
[VERTICAL 1 — e.g., Higher Education]	[TECHNOLOGY — e.g., NW Sec / App Security / ZTNA / SoC Transformation]	[YES / NO]
[VERTICAL 2 — e.g., Healthcare]	[TECHNOLOGY]	[YES / NO]
[VERTICAL 3 — e.g., Financial Services]	[TECHNOLOGY]	[YES / NO]
[VERTICAL 4 — e.g., Retail]	[TECHNOLOGY]	[YES / NO]
[VERTICAL 5 — e.g., Public Sector]	[TECHNOLOGY]	[YES / NO]

3.3 Partner Technology

3.3.1 Technology Play Strengths

Overview: Describe the partner's comprehensive cybersecurity/technology portfolio — service phases (e.g., Advise, Transform, Adopt, Support, Manage), strategic pillars, and core delivery philosophy. Note how their approach aligns with Cloudflare's platform consolidation story.

Strength Area	With Cloudflare?	Technology / Vendor	Wins	Public References
[STRENGTH 1 — e.g., App Services / Security]	[YES / NO]	[TECH]	[WINS]	[REF]
[STRENGTH 2 — e.g., L3/L4 DDoS Protection]	[YES / NO]	[TECH]	[WINS]	[REF]
[STRENGTH 3 — e.g., SASE]	[YES / NO]	[TECH]	[WINS]	[REF]
[STRENGTH 4 — e.g., Email Security]	[YES / NO]	[TECH]	[WINS]	[REF]
[STRENGTH 5 — e.g., Cyber Resilience / Managed SOC]	[YES / NO]	[TECH]	[WINS]	[REF]

3.3.2 Technology Play Growth Areas

Which technology areas does the partner currently avoid, lack wins in, or are in early exploration? These are Cloudflare expansion opportunities.

Growth Area	With Cloudflare?	Technology	Why a Gap	Comment / Opportunity
[GROWTH 1 — e.g., AI Security]	[STATUS]	[TECH]	[REASON]	[COMMENT]
[GROWTH 2 — e.g., Identity]	[STATUS]	[TECH]	[REASON]	[COMMENT]
[GROWTH 3 — e.g., Managed SOC / SIEM]	[STATUS]	[TECH]	[REASON]	[COMMENT]

3.3.3 Cloudflare Pure Plays

Naked Cloudflare plays that directly align with the partner's focus areas and existing strengths.

Play	Description
[PLAY 1 — e.g., Application Security]	[DESCRIPTION — e.g., WAF, Bot Management, API Security, Page Shield — protecting customer digital assets]
[PLAY 2 — e.g., L3/L4 DDoS Protection]	[DESCRIPTION — e.g., Magic Transit — network-layer protection for enterprise infrastructure]
[PLAY 3 — e.g., Zero Trust / SASE]	[DESCRIPTION — e.g., Cloudflare One — replacing legacy VPN/SD-WAN with cloud-native access]

3.3.4 Joint Solution Plays

Joint Play	Description	Resource Link
[PLAY 1 — e.g., Managed WAF]	[DESCRIPTION — e.g., Fully managed WAF built on Cloudflare, currently serving key accounts]	[LINK / TBD]
[PLAY 2 — e.g., Secure Business Enablement]	[DESCRIPTION — e.g., Launch Digital Products Faster & Safer]	[LINK]
[PLAY 3 — e.g., Secure AI Innovation]	[DESCRIPTION — e.g., Deploy GenAI with Confidence]	[LINK]
[PLAY 4 — e.g., Critical Infrastructure Protection]	[DESCRIPTION — e.g., Keep Essential Services Online & Secure]	[LINK]

3.3.5 Joint Solution Play Toolbox

Play	Champion SE	Description	Available Resources
[PLAY 1]	[SE NAME]	[BRIEF DESC]	[e.g., Positioning Deck / Reference Architecture / Joint Demo / Sample SOW]
[PLAY 2]	[SE NAME]	[BRIEF DESC]	[e.g., Positioning Deck / Reference Architecture / Joint Demo / Sample SOW]

3.3.6 Sales Play Activity Plan

Activity	Frequency / Date	Next Steps
[ACTIVITY 1 — e.g., Product Update & Positioning]	[FREQ — e.g., Monthly]	[NEXT STEPS]
[ACTIVITY 2 — e.g., Office Hours]	[FREQ — e.g., Bi-weekly]	[NEXT STEPS]

4

Enablement

4.1 Enablement Objectives

Business Plan Alignment

Alignment Statement: Describe how this enablement plan directly supports the partner's [FISCAL YEAR] business goals — e.g., PIO growth through MSP expansion, winning specific strategic accounts, programmatic seller onboarding, portfolio service expansion.

Primary Objectives

[OBJECTIVE 1 — e.g., Grow Application Security PIO through upskilling architects and building joint sales play]
[OBJECTIVE 2 — e.g., Win [SPECIFIC ACCOUNT/PROJECT] by expanding Cloudflare One capabilities]
[OBJECTIVE 3 — e.g., Expand MSP offering beyond current services to include Bot Management and API Security]
[OBJECTIVE 4 — e.g., Push Cloudflare One where it makes sense — cloud-native, low-HW-footprint customers]

Revenue Targets

Total Revenue Target	[£/$ AMOUNT — link to Business Plan]
New Logo Target	[TARGET NUMBER]
PIO Target	[TARGET % or AMOUNT — e.g., Increase PIO % of Partner Attach by X%]

4.2 Certification Path

Roadmap description: Explain the certification prioritisation logic — role-based learning journey alignment, CF University tracks, and any key opportunities driving urgency (e.g., specific project wins requiring certain certs). Name any internal champions leading the programme.

Bootcamp dates: [BOOTCAMP 1 DATE — e.g., 2 Jun 2026, 1pm–5pm] · [BOOTCAMP 2 DATE] · [ADDITIONAL DATES]

Certification Targets

Role	Certification	Current Status	Target #	Deadline
[ROLE 1 — e.g., Sales Specialists]	[CERT — e.g., App Security Fundamentals]	[In Progress / 0]	[NUMBER]	[Q1 FY__]
[ROLE 2 — e.g., Sales Specialists]	[CERT — e.g., Zero Trust Fundamentals]	[In Progress / 0]	[NUMBER]	[Q2–Q4 FY__]
[ROLE 3 — e.g., Architects]	[CERT — e.g., App Security Essentials]	[In Progress / 0]	[NUMBER]	[Q1 FY__]
[ROLE 4 — e.g., Architects (SMEs)]	[CERT — e.g., App Security Advanced]	[0]	[2–3]	[Q2 FY__]
[ROLE 5 — e.g., Architects (SMEs)]	[CERT — e.g., Zero Trust Advanced]	[0]	[2–3]	[Q3 FY__]
[ROLE 6 — e.g., Consultants]	[CERT — e.g., App Security Advanced]	[In Progress / 0]	[NUMBER]	[Q2 FY__]
[ROLE 7 — e.g., Consultants / Engineers]	[CERT — e.g., Service Delivery - App Security]	[0]	[NUMBER]	[Q2 FY__]

4.3 Training & Activities Schedule

Context: Describe the quarterly training approach — how activities align with certification milestones, business priorities, and key cadences including monthly touchpoints and bootcamps.

Activity	Owner	Target #	Q1	Q2	Q3	Q4
[TRAINING 1 — e.g., App Security Fundamentals (all Sales)]	[OWNER]	[All / NUMBER]	✓	✓
[TRAINING 2 — e.g., App Security Essentials + CF One Essentials (Architects)]	[OWNER]	[All / NUMBER]	✓	✓	✓
[TRAINING 3 — e.g., App Security Advanced (SME Architects)]	[OWNER]	[2–3]		✓	✓
[TRAINING 4 — e.g., App Security Essentials + CF One Essentials (Consultants)]	[OWNER]	[All / NUMBER]	✓	✓	✓
[BOOTCAMP 1 — e.g., Bootcamp: App Services Deep Dive]	[PSE NAME]	[~15]		✓
[BOOTCAMP 2 — e.g., Bootcamp: Zero Trust Implementation]	[PSE NAME]	[~15]			✓
Monthly Product Updates / Lunch & Learn	[PSE NAME]	All	✓	✓	✓	✓
[CADENCE — e.g., Fortnight Office Hours at Partner HQ]	[PSE NAME]	N/A	✓	✓	✓	✓
Sales Meetups	[PAM / PSE NAME]	N/A	✓	✓	✓	✓
Quarterly Business Review	[PAM NAME]	N/A	✓	✓	✓	✓

4.4 Technical Bootcamps & Workshops

Overview: Describe the hands-on bootcamp programme — number planned, timing rationale, and how each connects to the certification roadmap and business objectives. Add/remove bootcamp blocks as needed.

Bootcamp 1: [TOPIC — e.g., Application Services Deep Dive]

Focus Area	[FOCUS — e.g., Network Architecture, CDN, WAF, Bot Management, API Security]
Target Audience	[AUDIENCE — e.g., Architects, Consultants, Engineers]
Duration	[DURATION — e.g., Half day to 1 day]
Target Timing	[QUARTER — e.g., Q2 FY__]

Agenda:

[SESSION 1 — e.g., AM: Network Architecture (DNS, Anycast, Load Balancing)]
[SESSION 2 — e.g., AM: CDN & Performance, WAF Fundamentals, Competitive Positioning]
[SESSION 3 — e.g., PM: Advanced WAF (Payload Logging, Custom Responses)]
[SESSION 4 — e.g., PM: Bot Management, API Security, Architecture Workshop]

Bootcamp 2: [TOPIC — e.g., Zero Trust Implementation]

Focus Area	[FOCUS — e.g., Access, Gateway, WARP, Device Posture, Browser Isolation]
Target Audience	[AUDIENCE — e.g., Architects, Consultants (especially those targeting specific ZT projects)]
Duration	[DURATION — e.g., 1 day]
Target Timing	[QUARTER — e.g., Q3 FY__]

Agenda:

[SESSION 1 — e.g., AM: Access Fundamentals, Identity Integration]
[SESSION 2 — e.g., AM: Gateway DNS & HTTP, Network Policies, DLP, AI Integration]
[SESSION 3 — e.g., PM: WARP Deployment, Device Posture]
[SESSION 4 — e.g., PM: Browser Isolation, Scenario Workshop]

Additional Bootcamps: Add Bootcamp 3, 4 etc. using the same block format above. Each should have a clear focus area, target audience, duration, timing, and agenda.

4.5 MSP Enablement (complete if partner operates managed services)

MSP Context: Describe the partner's current managed services portfolio and planned expansion. Include which Cloudflare managed services they currently deliver and what they are targeting to add this fiscal year.

Service Delivery Specializations Required

Note: Service Delivery specializations are mandatory for MSP partners to achieve programme compliance.

[SPECIALIZATION 1 — e.g., Service Delivery - Application Security (Mandatory for MSP)]
[SPECIALIZATION 2 — e.g., Service Delivery - Zero Trust (Target for expansion)]

Implementation Phases

Phase 1: Foundation ([QUARTER — e.g., Q1 FY__])

[ACTIVITY 1 — e.g., Strengthen existing Managed WAF runbook and support processes]
[ACTIVITY 2 — e.g., Establish escalation procedures with Cloudflare SOC]
[ACTIVITY 3 — e.g., CSUP training with Cloudflare support team]
[ACTIVITY 4 — e.g., Labs/NFR environment for red-blue teaming scenarios]

Phase 2: Expansion ([QUARTER — e.g., Q2 FY__])

[ACTIVITY 1 — e.g., Add Bot Management to MSP portfolio]
[ACTIVITY 2 — e.g., Add API Security (API Shield) to MSP portfolio]
[ACTIVITY 3 — e.g., Extended runbooks, pricing models, and SOW templates]

Phase 3: Advanced ([QUARTER — e.g., Q3–Q4 FY__])

[ACTIVITY 1 — e.g., Magic Transit introduction for network-layer managed services]
[ACTIVITY 2 — e.g., Advanced automation and multi-tenant management tooling]
[ACTIVITY 3 — e.g., Full managed service catalog operational]

5

Development & PIO

5.1 Pipeline Development Activities

Strategy: Describe the joint pipeline development approach — which Cloudflare use cases are the primary focus, key accounts or opportunities acting as catalysts, and how PSE field involvement drives PIO growth during account mapping.

Joint Proposed Activities

[ACTIVITY 1 — e.g., Account mapping use cases working group (CF PSE + Partner SA)]
[ACTIVITY 2 — e.g., Zero Trust Readiness Assessments (target: TBD per quarter)]
[ACTIVITY 3 — e.g., Security Health Checks (2–3 hrs, no login required — lead generation vehicle, e.g., API Discovery)]
[ACTIVITY 4 — e.g., Technical Discovery Workshops (half-day, large enterprise opportunities)]
[ACTIVITY 5 — e.g., Test Drives / Hands-on Labs (2–3 hours, target N prospect participants throughout FY__)]
[ACTIVITY 6 — e.g., Monthly pipeline review calls — Supporting PAM cadence]
[ACTIVITY 7 — e.g., Quarterly account mapping sessions — Supporting PAM]

Account Mapping Focus

Target accounts / segments: Describe which accounts to prioritise — e.g., target competitor displacement customers (e.g., Imperva/F5 installed base), specific prospect targets for hands-on labs, or focus verticals driving the account mapping strategy.

5.2 Marketing & Demand Generation Support

Context: Describe the coordinated marketing and demand generation activities — including PSE's role in each and how activities connect to pipeline goals and increasing Cloudflare mindshare within the partner's sales teams.

MDF-Supported Activities

Non-exhaustive — agree final list with Marketing, PAM, and the partner. MDF eligibility and reimbursement processes apply.

[ACTIVITY 1 — e.g., Vertical GTM campaign (e.g., Education or Financial Services, building on existing wins)]
[ACTIVITY 2 — e.g., Co-developed datasheets and solution briefs]
[ACTIVITY 3 — e.g., Joint customer case studies]
[ACTIVITY 4 — e.g., Webinars — co-hosted with partner technical leads]
[ACTIVITY 5 — e.g., Events / Roadshows]

6

Success Metrics & KPIs

Measurement approach: Describe how these KPIs are aligned with the [FISCAL YEAR] Partner Business Plan targets. Note who owns each metric, which reviews they are surfaced in, and how they will be tracked (e.g., CF University dashboard, SFDC reports).

Key Performance Indicators

Metric	Current	Target	Review Frequency
CF University Registrations (overall)	[CURRENT %]	[TARGET — e.g., 100%]	Monthly
[CERT METRIC 1 — e.g., App Sec Fundamentals (Sales)]	[CURRENT — e.g., In Progress]	[TARGET — e.g., 14 certified]	Quarterly
[CERT METRIC 2 — e.g., App Sec Essentials (Architects)]	[CURRENT]	[TARGET]	Quarterly
[CERT METRIC 3 — e.g., App Sec Advanced (SMEs)]	[CURRENT]	[TARGET — e.g., 2–3 certified]	Quarterly
[CERT METRIC 4 — e.g., Zero Trust Advanced (SMEs)]	[CURRENT]	[TARGET — e.g., 4–6 certified]	Quarterly
Service Delivery Specializations	[CURRENT]	[TARGET — e.g., 6 certified]	Quarterly
Bootcamps Delivered	[CURRENT]	[TARGET — e.g., 4 per FY]	Quarterly
Pipeline Activities Conducted	[CURRENT]	[TARGET — e.g., 10 per quarter]	Monthly
PIO as % of Partner Attach	[CURRENT %]	[TARGET % — e.g., Increase by X pp]	Monthly
Partner-Influenced New Logos	[CURRENT]	[TARGET]	Quarterly

Review Cadence

Review rhythm: Describe the review frequency and participants — e.g., monthly check-ins between PSE and partner technical leads with weekly informal catch-ups; quarterly business reviews with partner leadership to assess progress and adjust enablement priorities for the coming quarter.

7

Governance & Stakeholders

Key Stakeholders

Name	Organisation	Role / Title	Responsibility
[CLOUDFLARE PAM NAME] CF	Cloudflare	Partner Account Manager	[e.g., Business alignment, QBR ownership, investment decisions]
[CLOUDFLARE PSE NAME] CF	Cloudflare	Partner Solutions Engineer	[e.g., Technical enablement delivery, bootcamp facilitation, field engagement]
[PARTNER STAKEHOLDER 1] Partner	[PARTNER NAME]	[TITLE — e.g., Director of Cybersecurity Architecture & Solutions]	[e.g., Training coordination for Architects, practice build, pipeline generation]
[PARTNER STAKEHOLDER 2] Partner	[PARTNER NAME]	[TITLE — e.g., Director of Cyber Security Sales]	[e.g., Sales enablement, new seller onboarding, pipeline build]
[PARTNER STAKEHOLDER 3] Partner	[PARTNER NAME]	[TITLE — e.g., Cybersecurity Professional Services Manager]	[e.g., Consultant training, practice build, Demo/PoC/Implementation delivery]
[PARTNER STAKEHOLDER 4] Partner	[PARTNER NAME]	[TITLE — e.g., MSP / Operations Lead]	[e.g., MSP capability, runbook development, support processes]
[PARTNER TECHNICAL CHAMPION] Partner	[PARTNER NAME]	[TITLE — e.g., Consultant Champion / Technical Lead]	[e.g., Technical champion, internal knowledge sharing, lab champion]

Communication Plan

Frequency	Format	Participants
[FREQ — e.g., Bi-weekly]	[FORMAT — e.g., Informal office catch-up at partner premises]	[WHO — e.g., PSE + Partner Technical Lead]
[FREQ — e.g., Monthly]	[FORMAT — e.g., Tech Product Update call]	[WHO — e.g., PSE + Architects + Consultants]
[FREQ — e.g., Monthly]	[FORMAT — e.g., Sales Meetup / Pipeline Review]	[WHO — e.g., PAM + PSE + Sales Specialists]
Quarterly	Executive Business Review with partner leadership	[WHO — e.g., PAM + PSE + Partner Directors]

Escalation Path

Commercial / relationship issues escalate through [PAM NAME] → Regional Partner Director → VP Partner Sales.
Technical issues escalate through [PSE NAME] → Partner Engineering Lead → Solutions Engineering management.