Adding WAN Optimisation to Boost Storage Sales Success

Blue Coat in a Virtual World

BLUE COAT SYSTEMS CONFIDENTIAL2

Blue Coat Products

Application Delivery NetworkEnd-to-End User Experience Control

ProxySGGet Focused

Director

ProxyAV

Reporter

WebFilter

Policy Based Control

Management & Reporting

Application Acceleration

Application & User Security

Application Visibility & Monitoring

Application QoSPacketShaperGo Wide

IntelligenceCenter

PolicyCenter

ProxyClient

BLUE COAT SYSTEMS CONFIDENTIAL3

Blue Coat Solutions

ProxySG

Secure Web Gateway WAN Optimization

Malware Prevention Content Delivery Networks

SSL Visibility and Control Remote Acceleration

Web Content Filtering Application Acceleration

Remote Web Control Server Virtualisation

IM and P2P Control Server Consolidation

Information Leak Prevention D2D / V2V Replication

PacketShaper

Application Visibility & QOS

Application Performance Monitoring

P2P Traffic Shaping

Application Visibility

MPLS Migration

Bandwidth Management

VoIP Deployment

BLUE COAT SYSTEMS CONFIDENTIAL

Application Delivery:The Network Group’s Cycle of Pain

RemoteOffice

Data Center

External Applications / Software as a Service

Traditional Applications

Voice and Unified Communications

Video

Desktop Virtualization

Recreational Traffic

Web 2.0 and mashups

Server Consolidationand Mobile Workers

BLUE COAT SYSTEMS CONFIDENTIAL

Application Delivery: Mapping Pain toProxySG and PacketShaper Solutions

Server Consolidationand Mobile Workers

Recreational Traffic

Web 2.0 and mashups

External Applications / Software as a Service

Traditional Applications

Voice and Unified Communications

Video

Desktop Virtualization

Key Needs:ProxySG Accelerate internal traffic CIFS and MAPI acceleration HTTP/HTTPS acceleration Byte and Object Caching Compression

Key Needs: PacketShaper Visibility, Application Performance Monitoring Bandwidth Management Policy and Control of P2P and “bursty” traffic

Key Needs: ProxySG Secure Web Gateway and Security Policy and control of all web traffic

Key Needs: PacketShaper Monitoring, SLAs/metrics Transaction Protection VoIP Call protection Enhanced MPLS

Key Needs: ProxySG Optimize CDN Video Streaming Video QoS Optimize streams

Key Needs: ProxySG Accelerate external apps Optimize SSL Per application policy

Key Needs:ProxySG Client Acceleration Caching Security

BLUE COAT SYSTEMS CONFIDENTIAL

Application Delivery: Mapping Pain toProxySG and PacketShaper Solutions

Server Consolidationand Mobile Workers

Recreational Traffic

Web 2.0 and mashups

External Applications / Software as a Service

Traditional Applications

Voice and Unified Communications

Video

Desktop Virtualization

Key Needs:ProxySG Accelerate internal traffic CIFS and MAPI acceleration HTTP/HTTPS acceleration Byte and Object Caching Compression

Key Needs: PacketShaper Visibility, Application Performance Monitoring Bandwidth Management Policy and Control of P2P and “bursty” traffic

Key Needs: ProxySG Secure Web Gateway and Security Policy and control of all web traffic

Key Needs: PacketShaper Monitoring, SLAs/metrics Transaction Protection VoIP Call protection Enhanced MPLS

Key Needs: ProxySG Optimize CDN Video Streaming Video QoS Optimize streams

Key Needs: ProxySG Accelerate external apps Optimize SSL Per application policy

Key Needs:ProxySG Client Acceleration Caching Security

Pain

+1

BLUE COAT SYSTEMS CONFIDENTIAL7

PacketShaper Fit

PacketShaper Fits

Key Markets• Monitoring/Visibility• Voice/Video Convergence• Transactional Apps (ERP, CRM, etc)• Recreational Traffic

Problems:• The Unknown - help figure out problem• SAP, Oracle, ERP, Citrix, ERP, CRM,

Web Applications, Voice, Video • Don’t know what’s running on the network• Recreational traffic (internet radio, P2P,

iTunes, streaming)

Key Considerations• START with PacketShaper-based

assessment to understand issues

Projects: • VOIP or IP Telephony rollouts• Video conferencing• Transaction applications• MPLS transitions• Probe upgrades

BLUE COAT SYSTEMS CONFIDENTIAL

PacketShaper as a Key Enabler Part of the Sale / Eval / POC

• Leave PacketShaper inline for two days– Live results or WAN Performance Report

• Frame the value:– What are your biggest networking problems?

Do you know why?

– How much recreational traffic is on the WAN? Do you know?

– Are you moving towards IP Telephony? Is the quality ok?

– Do you use any streaming content? How about salesforce.com?

• Look for differentiation in the results:– Internet/outsourced secure websites

– Streaming video

– Problems with bandwidth management

BLUE COAT SYSTEMS CONFIDENTIAL

Selling the Blue Coat Value in Centralisation and Virtualisation Projects

• Storage Group

– Implement Acceleration to consolidate and deliver fast access to centralised / virtualised storage

• IT in general

– Intelligence through Deep Visibility

• Identify & measure applications

• Track response, troubleshoot problems

• Identify issues, choose tools

– Increase performance of all key apps

• Bulk: Files, storage & email

• Transactions: ERP, CRM, Thin

– Protect and guarantee availability

• Ensure availability of key applications

• Control recreational and malicious traffic

Centralisation of storage, virtualisation anddata warehousing

AdditionalBlue Coat Value

BLUE COAT SYSTEMS CONFIDENTIAL

WAN Optimization Benefits

Video & Multi-MediaBusiness Web Software as a Service (SaaS)RecreationalMalicious

VoiceVideo ConferenceReal-Time TransactionsThin Client & RT Virtual

Accelerate

Internal Bulk ApplicationsStorage ConsolidationFile AccessEmailIntranetBackup & DRImage Distribution

Caching – Byte & Object

Compression

Protocol Acceleration (TCP, CIFS/NFS, MAPI, HTTP, etc)

Basic QoS

External Applications

Real Time Applications

Streaming Acceleration & CDN (Content Delivery Networking)

External Web/SSL

Advanced Web Policy

SSL Acceleration

Advanced Application ID Technology

Application-Sub Classification

Application Session QoS (ASQ)

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BLUE COAT SYSTEMS CONFIDENTIAL

WAN Optimization

Blue Coat Advantage

Accelerate

Application PerformanceMonitoring

See

Secure Web Gateway

Secure

Control End-to-End User Experience

Blue Coat

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WAN Optimization

Bringing it All Together: Selling the Blue Coat Advantage

Accelerate

Application PerformanceMonitoring

See

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Secure Web Gateway

Secure

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epth

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Control End-to-End User Experience

Blue Coat

Adding WAN Optimisation to Boost Storage Sales Success

Blue Coat in a Virtual World