Switchboard AI Security

The AI Governance Gateway for Mid-Market

Internal Discussion • Daniel & Alex • January 2026

The Opportunity

Switchboard becomes the "AI Governance Gateway" for mid-market companies

Built entirely on Cloudflare, creating an on-ramp to our managed Zero Trust services.

The Problem

Mid-market companies face enterprise AI security problems with SMB budgets.

What They're Hearing

"We need AI governance"	But CF Zero Trust is $20K+/month
"Our devs use AI agents"	IT has zero visibility into Claude Code, Cursor, MCP clients
"Compliance is asking questions"	SOC 2 auditors want AI access logs
"We can't afford enterprise tools"	$100K+ platforms are out of reach

The Gap

$100K+

Enterprise Platforms
(Zscaler, Netskope, CF Zero Trust)

???

Mid-Market
(200-1000 employees)

Nobody is serving the 400-employee company whose developers use Claude Code.

Market Validation

We analyzed 12+ MCP gateways and AI security platforms. None serve mid-market with governance.

Enterprise (K8s required)	Microsoft, Obot, Kong, Airia, Lunar.dev
SaaS (no governance)	Composio, MCP-Builder, Natoma
Switchboard	No K8s + Full governance ✓

📊 Full Competitive Analysis →

What We've Already Built

Switchboard is a multi-tenant MCP server that lets AI agents access business tools through a secure gateway.

100% on Cloudflare Workers, D1, R2, Queues, Access

📄 Full Product Overview →

Today's Capabilities

✓

Full Audit Logging

✓

Content Classification
(PII, PHI, credentials)

✓

Automatic Credential Redaction

✓

Per-Org Isolation

We classify: PII, PHI, financial data, credentials. Compliance-ready retention with legal hold.

What We'd Add

Real-time DLP blocking	Block before execution, not just log
Policy rules engine	Custom rules per org
Per-org CF accounts	Via Cloudflare Tenant API
AI usage dashboard	"What did AI touch?" visibility

~10-12 weeks to something we can sell

The Cloudflare Story

This isn't competition. It's pipeline.

What We Tell Cloudflare

"We built an entire product on your developer platform — Workers, D1, R2, Queues, Access. It's a real-world showcase of what's possible.

Now we want to go deeper: integrate AI Gateway for DLP, use the Tenant API to create per-customer CF accounts.

Each Switchboard customer becomes a CF customer. When they outgrow us and need full Zero Trust, they're already in the ecosystem."

7 Cloudflare Services

Workers • D1 • R2 • Queues • Access • AI Gateway • Tenant API

That's a compelling partner story.

Business Model

Primary play: Lead gen for ZeroArc managed services

The Funnel

Switchboard Free
$0, limited

→

Switchboard Pro
$500-2K/mo

→

ZeroArc Managed
$5K+/mo

Get them hooked on visibility, then upgrade to full managed security.

Deal Sizes

$6-24K

Switchboard
/year

$60K+

ZeroArc Upsell
/year

$20K+

CF Expansion
/year

The Ask: Daniel

1

Feasibility check

Is the Tenant API integration as straightforward as I think?

2

Resource estimate

Who would build this? How long really?

3

Architecture review

Does this fit with our CF practice direction?

The Ask: Alex

1

Market validation

Does this resonate with prospects you're talking to?

2

Pricing gut check

$500-2K/mo for AI governance — does that land?

3

Lead gen strategy

How would we position this in outbound?

The Decision

A

Build as lead gen for ZeroArc

Switchboard is the hook, managed services is the goal

B

Build as a product

Switchboard becomes its own revenue stream

C

Just use it as a case study

Show CF what we built, don't productize

D

Pass

Not worth the effort right now

If This Works

CF Partnership	We become "the MCP security partner"
Lead Gen	Every Switchboard user is a warm lead
Differentiation	Nobody else has this for mid-market
Positioning	"Where mid-market goes for AI security"

Let's Discuss

What questions do you have?

📄 Full Product Overview • 📊 Competitive Analysis

🔒 Internal Presentation