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.
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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.
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© 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.
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EMEA - Revenue categories 2011
12%
24%
64%
SI
SP
VAR/VAD
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© 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.

© 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.
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Market Coverage NOW
Global &
Tier 2
Strategic
Major Accounts
Large Public 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.
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Market Coverage FY12
Global &
Tier 2
Strategic
Major Accounts
Large Public Accounts
Mid Market
Local Public Accounts
Small Accounts
SMB
2M+ potential over FY12-13
C level relationship
MAM Coverage
SI
SP
1-2M potential over FY12-13 or Strategic account nurturing
MAM / RSM coverage
SI
SP
LVAR
Project-based
TSM / ITSM Coverage
Channel leverage/led
SP
SI
VAR
VAD
© 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.
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© 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.
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The Riverbed Unified Performance Platform
STEELHEAD
WAN optimization
$10B market opportunity
GRANITE
Edge- VSI
STINGRAY
Application Delivery
Controller
CASCADE
Network Performance
Management
WHITEWATER
Cloud Storage
Gateway
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“Think fast” “Next Gen Storage
Consolidation”
“Intelligent Application
Delivery”
“Google for your network”
“Cloud data at your fingertips”
© 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.

Riverbed Market Opportunity
( in $mm)
WAN Optimization
$1,680
Current Markets
Network Performance Management
$3,171
Adjacent Markets
Network Security
$9,136
$7,549
$2,553
$1,098
2010
ADC
2013 2010
Cloud Storage
2013
2010 2013
Cloud System
Infrastructure Software
$9,334
$4,507
$2,365
$5,531
2010 2013
Virtual Client Computing
$1,410
$2,182
$1,537
2010
Source: Gartner and IDC market data
2013 2010 2013
2010
© 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.
$2,110
2013
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© 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.
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New Partnerprogram: Single or Multi-Solution Focus
Technology Authorization Paths
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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.

Requirements & Benefits consistent across TAPs
Registered Gold Platinum
Requirements
Revenue
Sales Training
Technical Training
Demo Equipment
Benefits
Discounts
Rebates
Training
Enablement
Support
-
-
1
-
Baseline
-
√
√
√
Good
-
√
√
√
2
√
$
2
Better
√
√√
√√
√
4
√
$$
4
Diamond
Best
√√
√√√
√√√
√
$$$
6
6
√√
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© 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.

Develop depth of knowledge in individual TAPs
Diam ond
Platin um
Gold
Diam ond
Platin um
Gold
Diam ond
Platin um
Gold
Diam ond
Platin um
Gold
WanOp NPM CSD Application
Delivery
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.
Cloud
Acceleration
Diam ond
Platin um
Gold
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© 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.
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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
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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.

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.
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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)
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© 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.

Sales & Technical Training Paths – New Framework
Riverbed Sales
Specialist (RSS)
WanOp, NPM, CSD, ADC
Riverbed
Sales
Associate
(RSA)
Riverbed Technical
Sales Specialist
(RTSS)
WanOp, NPM, CSD, ADC
Riverbed Technical
Sales Associate
(RTSA)
WanOp, NPM, CSD, ADC
Riverbed
Certified
Solutions
Professional
(RCSP)
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.
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Riverbed Partner Training Program – Objectives by Level
Sales
Riverbed Sales
Specialist (RSS)
• Pitch specific product families
• Create quotes and proposals
• Market and sell solutions that include specific products
Pre-Sales
Riverbed Technical
Sales Specialist
(RTSS)
• Conduct a proof-ofconcept (POC)
• Develop a preliminary design
Post Sales
Riverbed Certified
Solutions Professional
(RCSP)
• Design validation
• Detailed Configuration
• Installation
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.
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Riverbed Partner Training Program
Sales
Riverbed Sales
Specialist (RSS)
• Online or onsite
• 3-4 hours
• Free of charge
Pre-Sales Post Sales
Riverbed Technical
Sales Specialist
(RTSS)*
Riverbed Certified
Solutions Professional
(RCSP)*
• 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 Sales
Associate (RSA)
• Online or onsite
• 2-3 hours
• Free of charge
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.
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© 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.
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Making Money with Riverbed
Marketleadership
+ Multiproduct Solutions
+ Programs & 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.
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© 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.
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