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Marketing Update
Christophe CANNAMELA
Regional Marketing Manager / Southern Europe
Bern, January 26, 2012
How does Marketing influence FY12 business in SEUR?
Joint
Marketing
Product
Marketing
Service
Integration
Alliances
Product
Marketing
Channel
Enablement
System
Integrators
Trusted
Advisors
Demand
Generation
Disty
Co-Op
CIO
Motion
Distributors
Sales
Tools
MDF
MarCom
&
PR
Joint
Marketing
Leads
Resellers
End-User
Events
Direct
Marketing
Product
Marketing
Demand
Generation
Customer
Relationship
End Customers & Prospects
Service
Providers
Business
Influencers
Value-added
Services
Brand
Awareness
Marketing can transform prospects into customers by influencing purchasing decisions
© 2009 Riverbed Technology. Confidential.
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FY’12 Marketing Focus
OPPORTUNITY
Comprehensive Channels for Focus Markets
New Ratable Business Models
Global Value Added Distribution
•
•
•
Building Partner Competency and Capacity
New Partner Types and GTM Models
Technology Alliances: Solutions and Competitive
•
•
•
•
Riverbed Partner Program Supporting Full Portfolio
New Profitability Programs
New Role Based and TAP Training
New Marketing and Enablement Tools
PARTNERSHIP
•
•
•
TECHNOLOGY
Riverbed’s 2012 Focus initiatives will help build stronger partnerships
while building capacity and competency with our partners
© 2009 Riverbed Technology. Confidential.
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Riverbed Technology Alliances : 2012 focus
© 2009 Riverbed Technology. Confidential.
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Market Opportunity
$10B+ Market Opportunity — based on current technology and new
markets related to cloud, virtualization, and consolidation
Specialized types of partners with variety of go to market models
WAN
Optimization
© 2009 Riverbed Technology. Confidential.
Storage
Consolidation
Cloud Storage
Delivery
Application
Delivery
Network
Performance
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Riverbed Market Opportunity Overview
(All figures 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
$1,537
2010
2013
2010
2013
2010
Source: Gartner and IDC market data
© 2009 Riverbed Technology. Confidential.
2013
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WAN Optimization Market Sizing
WAN Optimization Controller Vendor Revenue, Worldwide, 2006-2014 ($M)
Source: Gartner Dataquest, December 2010
Millions of Dollars
2,500
Low-End WOC Revenue
Integrated WOC Revenue
Soft WOC Revenue
High-End WOC Revenue
2,000
DC-DC WOC Revenue
Virtual WOC Revenue
WOC Total Revenue
1,500
1,000
500
0
2006
2007
© 2009 Riverbed Technology. Confidential.
2008
2009
2010
2011
2012
2013
2014
Lead Gen through Turn-Key Solution Campaigns
• Provide Channel with turn-key lead-generation campaigns
• FY’12 Corporate Solution Campaigns:
Disaster
Recovery
Cloud
Network
Performance
Management
Refresh
© 2009 Riverbed Technology. Confidential.
Competitive Trade In
Riverbed Trade Up
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Swiss Event Calendar
Q1: Partner Upstream club in Bern (Jan 26)
Q1: X-Days, Interlaken (March 14 & 15)
Q2: Regional Performance Conference
Q4: Sharepoint collaboration days (CH)
 CIO Dinners in Zurich/Basel & Lausanne/Geneva – twice/year
 One Upstream/Techconnect event per quarter
© 2009 Riverbed Technology. Confidential.
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Merci