Andrew Nowinski: That’s great. Thank you, Matthew. And then as a follow-up, I think most people assume that Microsoft’s new Entrust solutions will be targeted at that SMB sector at the lower end of the market, but that is a market that I think Cloudflare can also console serve. So I’m just wondering what you’re seeing in terms of competition with the new Entrust solutions.
Matthew Prince: Yeah. That’s my sense of how Microsoft is thinking about this. And in fact, Microsoft’s long been a really great partner of ours. And specifically in even their announcements of this, we looked for ways to actually highlight the part of the market that’s the SMB market. But, we’re not satisfied just winning the SMB market. We’re winning some of the enterprises. And I think the biggest enterprises that have the most interest here. And so I think Microsoft has been a partner to Cloudflare. We are directly integrated into their Edge browser. The network that we have delivers them very unique benefits, but we also respect them as a competitor. And so I think what we have as an advantage is that network, a network that they use themselves but it’s something where, over time, I think their entry into the market has just validated the market.
It’s defined it, and we look forward to competing in the places that we do and co-operating in any other places where we don’t. And what we see is that, what customers really want is a network provider that can protect your front door and your back door. What customers really understand is that there’s a reason that we have accountants and auditors, and those are separate things. And that — what customers really want is they want a solution that works across not just one vendor’s products, but the entire IT stack. And I think that’s what we see time and time again as the reason why customers are selecting Cloudflare Zero Trust solutions.
Andrew Nowinski: That’s great. Thank you very much.
Operator: And we will take our question from Mark Murphy with JPMorgan. Your line is open.
Mark Murphy: Thank you, and I’ll add my congrats. Matthew, can you elaborate on your vision for how Cloudflare can protect companies from leaking sensitive data out and maybe having some of that land inside a generative AI model. What kind of opportunity do you see? And since that traffic to Microsoft and OpenAI is so tremendous in that area, and you have the partnerships there that you’ve mentioned, is there a role you can play directly to try to help control some of the data flows in that Azure OpenAI service?
Matthew Prince: Yeah, I think that, this is an area that — we really listened to what customers’ concerns were and built a product that specifically addresses the concern that you’re highlighting. Because it’s one that is on the mind of just about every GC and CISO that’s out there. And that is that — whether they’re telling their employers or not, the best data is that almost half of Workers that in knowledge industry companies are using AI in one way or another in their jobs. And the risk with AI is that if you send a piece of information up to one of these models, it gets incorporated in the same way that, if your two-year-old hears a bad word, it’s really hard to get them to unlearn that thing. And so the key is really making sure that the data doesn’t actually leave.
And so what we’ve created is leveraging our existing data loss protection products, the DLP products, and making them specific to tag data in such a way that you can say, here’s a piece of information, maybe it’s from our marketing website. I am totally fine with that going out to the public, Zero Trust — actually, not Zero Trust, out to this public AI vendors and being able to train on that. In fact, it’s great if they’re trained on my marketing messages. Here’s another piece of information which is much more sensitive, where maybe I’m going to restrict that specifically to my own internal or sandboxed solutions that are the AI training models for that. And then maybe there’s something else, that sort of cliche example is the secret formula of Coca Cola or maybe what all of your internal pay schemes are.
Maybe that you don’t ever want to get out to anything. And so we’ve used our DLP solutions in order to specifically address the concern that CISOs and general councils have about data leaking out. And what we think that that can do is over time add not only those controls, but then start to add things like this particular task has a certain value, so I’m going to send that to maybe GPT 3.5 rather than GPT 4 to save money on that. And so we think that because of the position we’re in, because so much of the AI universe relies on us, that it puts us in a great position to not only provide security to the AI companies, but also provide security to anyone who is using AI in their business, and so we can benefit from both sides of the equation.
Mark Murphy: Thank you. It’s extremely helpful.
Operator: And we will take our final question from Alex Henderson with Needham. Your line is open.
