1 Riverbed’s Go To Market Andreas Hartl, Sr. Director EMEA Channels January 26th 2012 © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 2 Agenda Channel Revenue-Split Market Coverage Evolution Multisolution Market Opportunity Covering the Multisolution Opportunity Gearing up for the Multisolution Opportunity © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 3 Channel Revenue-Split © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 4 EMEA - Revenue categories 2011 12% 24% SI SP VAR/VAD 64% © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 5 Market Coverage Evolution © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 6 Market Coverage NOW Global & Tier 2 Strategic Large Enterprise Large Public Accounts Major Accounts Mid Market Local Public Accounts Small Accounts SMB © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 7 Market Coverage FY12 SI SP Tier 2 Strategic Large Enterprise Large Public Accounts Major Accounts Mid Market Small Accounts Project-based TSM / ITSM Coverage Channel leverage/led SP SI VAR VAD SMB © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. CSM Local Public Accounts 1-2M potential over FY12-13 SI or Strategic account nurturing SP MAM / RSM coverage LVAR SI/SP D Global & 2M+ potential over FY12-13 C level relationship MAM Coverage 8 Multisolution Market Opportunity © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 9 The Riverbed Unified Performance Platform $10B market opportunity STEELHEAD GRANITE Edge- VSI Application Delivery Controller Network Performance Management CASCADE WHITEWATER “Think fast” “Next Gen Storage Consolidation” “Intelligent Application Delivery” “Google for your network” “Cloud data at your fingertips” WAN optimization STINGRAY Cloud Storage Gateway © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 10 Riverbed Market Opportunity ( in $mm) Current Markets WAN Optimization Adjacent Markets Network Performance Management Network Security $9,136 $1,680 $3,171 $7,549 $2,553 $1,098 2010 2013 Cloud System Infrastructure Software 2010 2013 2010 2013 $9,334 ADC Cloud Storage $4,507 2010 $2,365 2013 $5,531 Virtual Client Computing $1,410 $2,182 $2,110 $1,537 2010 2013 2010 2013 2010 Source: Gartner and IDC market data © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 2013 11 Covering the Multisolution Opportunity © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 12 New Partnerprogram: Single or Multi-Solution Focus Technology Authorization Paths Wan Op (Steelhead) Appliances Mobile Virtual Cloud C.M.C. Interceptor RSP Network Performance Management (Cascade) Profiler Gateway Shark Sensor Pilot W.E.P. Cloud Storage Delivery (Whitewater) Appliances Virtual Cloud SH Application Delivery (AD) - Stingray Traffic Manager - Stingray WAF - Stingray Website Accelerator Cloud Acceleration Cloud Steelhead Cloud Accelerator © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 13 Requirements & Benefits consistent across TAPs Registered Gold Platinum Diamond Revenue - $ $$ $$$ Sales Training 1 2 4 6 Technical Training - 2 4 6 Demo Equipment - √ √ √√ Discounts Baseline Good Better Best Rebates - - √ √√ Training √ √ √√ √√√ Enablement √ √ √√ √√√ Support √ √ √ √ Requirements Benefits © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 14 Requirements & Benefits Develop depth of knowledge in individual TAPs Diam ond Diam ond Diam ond Diam ond Diam ond Platin um Platin um Platin um Platin um Platin um Gold Gold Gold Gold Gold Application Delivery Cloud Acceleration WanOp NPM CSD Technology Authorization Paths (TAPs) © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 16 Gearing up for the Multisolution Opportunity © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 17 Channel Readiness Readiness: • ‚State of preparedness of persons, systems, or organizations to meet a situation and carry out a planned sequence of actions‘. (www.businessdictionary.com) Channel Readiness: • Identify, drive and close a opportunity without Riverbed‘s help (100%) • Various flavors of the above Key measurement: Program Requirements • Challenge: Certification ≠ Quality Enablement + Experience = Readiness © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 18 Channel Readiness - Components Sales Readiness: • Identify opportunities and position Riverbed solutions PreSales Readiness: • Technically qualify opportunities • Technically position and design Riverbed solutions • Plan and successfully run a POC PostSales Readiness: • Architect a solution in order to fit the customer‘s needs • Implement the solution so it delivers the planned ROI Technical Competence Level on Solutions : - + ++ +++ CSH and Stingray : interest for the solution © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 20 Sales & Technical Training Paths – Current Framework Sales Accreditation Riverbed Sales Accreditation Program (RSAP) Technical Certifications Riverbed Certified Solutions Professional (RCSP) Riverbed Certified Solutions Associate (RCSA) © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 21 Sales & Technical Training Paths – New Framework Sales Pre-Sales Riverbed Sales Specialist (RSS) Riverbed Technical Sales Specialist (RTSS) WanOp, NPM, CSD, ADC WanOp, NPM, CSD, ADC Riverbed Sales Associate (RSA) Riverbed Technical Sales Associate (RTSA) PostSales Riverbed Certified Solutions Professional (RCSP) WanOp, NPM, CSD, ADC WanOp, NPM, CSD, ADC © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 22 Riverbed Partner Training Program – Objectives by Level Sales Pre-Sales Post Sales Riverbed Sales Specialist (RSS) Riverbed Technical Sales Specialist (RTSS) Riverbed Certified Solutions Professional (RCSP) • Conduct a proof-ofconcept (POC) • Develop a preliminary design • Design validation • Detailed Configuration • Installation • Pitch specific product families • Create quotes and proposals • Market and sell solutions that include specific products Riverbed Sales Associate (RSA) • Present products at a high level • Understand competitive differentiation • Utilize Sales Tools to identify and close opportunities Riverbed Technical Sales Associate (RTSA) • Pitch solution and represent the underlying technology effectively • Conduct a whiteboard session © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 23 Riverbed Partner Training Program Sales Pre-Sales Post Sales Riverbed Sales Specialist (RSS) Riverbed Technical Sales Specialist (RTSS)* Riverbed Certified Solutions Professional (RCSP)* • Online or onsite • 3-4 hours • Free of charge Riverbed Sales Associate (RSA) • Online or onsite • 2-3 hours • Free of charge • Online and Onsite • 2 day class plus 3 day studying • Free of charge • • • • Onsite 5 day class 6 weeks experience USD 2500 per student (work on funding through Riverbed) Riverbed Technical Sales Associate (RTSA)* • Online or Onsite • 1 day • Free of Charge * Certification at Pearson Vue, additional fee charged by PV © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 24 In Summary: © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 25 Making Money with Riverbed Marketleadership + Multiproduct Solutions + Programs & Readiness = Marginrich Revenue © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion. 26 Thank you. © 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
