© 2016 Riverbed Technology. All rights reserved. 1

is the world leading supplier of inflight entertainment and communications (IFEC) solutions.

Tipping the Scales for a Win! ▪ Early strategy with decision maker 4-6 months prior to develop and ensure business case ▪ Provided the audience to showcase RB evolving portfolio where their current assets can springboard to latest technology. ▪ Dedication of Riverbed team as a solution provider with various team members and experts engaged regularly

Drivers for Deal• 100% SSL connections

• 5X more WAN capacity for Network services; QoS, Path selection, Secure transport/VPN

• Converged SD WAN & WAN OPChallenges

• Network team receives budget but SteelHead team didn’t advocate for themselves on how to implement.

• Provided Health check to showcase the benefit of the trade up. This indicated prior challenges with SH.

Solution

How to Win• Comprehensive review of sites, traffic, and users to correct

solution deployment • Engage prior quarter to provide business case and PS for

ROI and to showcase benefit of trade up. • Collaborate on budget planning with your customer for the

prior year.

$243K SteelHead Trade-Up Win

14x 570s 4x770s 4x 3070s & 1x 5070. Sr. Network Engineer also requested an addendum to this PO for PS.

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