Agenda Partner Success Stories FY12 Channel Plan Riverbed &
the Channel
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Doubling From $1 Billion to $2 Billion A new mission for
sales:
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Global Domination We are in the center of every major IT Mega
Trend Cloud Virtualization Consolidation
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The Riverbed Unified Performance Platform WHITEWATER Cloud
Storage Gateway Cloud data at your fingertips STEELHEAD WAN
optimization Think fast CASCADE Network Performance Management
Google for your network STINGRAY Application Delivery Controller
Intelligent Application Delivery GRANITE Edge- VSI Next Gen Storage
Consolidation $10B market opportunity
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The Riverbed Unified Performance Platform The ROI from IT
Investments ACCELERATE Accelerate time-to-market Accelerate apps
Optimize disaster recovery Cut bandwidth costs The Total Picture
ANALYZE Spotlight current pain Identify potential Map dependencies
Slash diagnosis time Private / Public Cloud and Branches CONTROL
Consolidate IT Prioritize Traffic Cloud Balance Cloud Burst
WHITEWATER Cloud Storage Gateway STEELHEAD WAN Optimization CASCADE
Network Performance Management STINGRAY Application Delivery
Controller GRANITE Edge Virtual Server Infrastructure DRIVE
PERFORMANCE and CUT COSTS across your entire infrastructure with a
unified approach to performance
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How do we Accomplish this? The Channel!
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Commitment People Programs Processes
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Our Partner Initiatives are Evolving
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As Reflected in our GTM Model
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30+ Channel People New Partner Program and incentives New free
sales and presales technical training New Partner and MDF Portals
Marketing Tools: MarketBridge and SharedVu We Continue to
Invest
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Those Investments are Paying Off 56% Growth 2011 Focus
Partners
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The Challenge Ahead StorageAppsNetworking Lines of Business
Architects Currently sales are largely built on tactical product
sales Up-level and broaden our messaging, and our sales efforts
Increase our expertise Sell to new targets:
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Our channel strategy in FY12 is designed to help address those
challenges and enable our partner community
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Partner Success Stories
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Partner Success Story: Solution Sale Steelhead Base (~200 SH)
Cascade (Profiler, Gateway, Sensor Pilot) Stingray Total Account
$5.M Steelhead Mobile) Traffic Manager & Aptimizer Planned
2012
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Partner Success Story: Distribution FY11: $25M+ in net new
revenue from new partners in North America Investment in Dedicated
Riverbed Staff Marketing Campaigns Proof of Concepts Training
Benefits Net Revenue Generation Net New Revenue Rvbd Cost
Partner Success Stories: Alliance Partnerships Data Protection
- DR - Back-up Consolidation Application Performance
(Consolidation) Solutions Alliance Partner Cloud
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FY12 Channel Plan
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Comprehensive Market Coverage and Solution Selling based on the
pillars of award winning technology, market opportunity, and
mutually successful partnerships Technology ResultsOpportunity
Partnership Partner Strategy
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Riverbeds 2012 Focus initiatives will help build stronger
partnerships while building capacity and competency with our
partners Focus 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 OPPORTUNITY
TECHNOLOGY PARTNERSHIP
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Opportunity $10B+ Market Opportunity based on current
technology and new markets related to cloud, virtualization, and
consolidation Storage Consolidation Application Delivery WAN
Optimization Network Performance Cloud Storage Delivery Specialized
types of partners with variety of go to market models
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Partners Skill Set Development WHITEWATER Cloud Storage Gateway
STEELHEAD WAN optimization CASCADE Network Performance Management
STINGRAY Application Delivery Controller GRANITE Edge- VSI
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Built for Mutual Success delivering the right market coverage
& competency while being built on the foundation of loyalty
& ease of engagement
CapacityMarketingProfitabilityCompetencyEngagement Riverbed Partner
Program Partnership
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The Riverbed Partner Network Distributors Systems Integrators
Value Added Resellers Global Resellers Service Providers Riverbed
Technology Alliances Riverbed Technology Alliances
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From Randys deck PARTNERSHIP Cornerstone to Partnering: RVBD
Partner Program PARTNER INVESTMENTS (Depth in TAP) BENEFITS
(Discounts, Field Engagement, Rebates & incentives) Platinum
Diamond Gold Silver Sales Training WAN Optimization DEPTH
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From Randys deck PARTNERSHIP Cornerstone to Partnering: RVBD
Partner Program PARTNER INVESTMENTS (1 or more TAPS) BENEFITS
(Discounts, Field Engagement, Rebates & incentives) Platinum
Diamond Gold Silver Sales Training WAN Optimization Network
Performance Management WAN Optimization Network Performance
Management Application Delivery Cloud Storage Delivery BREADTH
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Program New Customer Growth Technology Authorization Path
Programmatic 2012 Enhanced Partner Profitability Programs
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Deal Registration Management Partner Margin (NSD and New
Products) and loyalty programs
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Built for Mutual Success delivering the right market coverage
& competency while being built on the foundation of loyalty
& ease of engagement Capacity/YieldMarketing
ROISatisfactionRevenueProfitability Results
