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Andreas Hartl Senior Director EMEA Channels. Agenda. Riverbed & the Channel. Partner Success Stories. FY12 Channel Plan. Riverbed & the Channel. Doubling From $1 Billion to $2 Billion . A new mission for sales:. Global Domination. Virtualization. Consolidation. Cloud. - PowerPoint PPT Presentation
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Andreas HartlSenior Director EMEA Channels
1
Agenda
• Partner Success Stories• FY12 Channel
Plan
• Riverbed & the Channel
Riverbed & the Channel
Doubling From $1 Billion to $2 Billion
2012E 2013E 2014E 2015E $-
$500
$1,000
$1,500
$2,000
A new mission for sales:
Global DominationWe are in the center of every
major IT Mega Trend
Cloud
Virtualization Consolidatio
n
The Riverbed Unified Performance Platform
WHITEWATERCloud Storage
Gateway
“Cloud data at your fingertips”
STEELHEAD WAN
optimization
“Think fast”
CASCADENetwork Performance
Management
“Google for your network”
STINGRAYApplication Delivery
Controller
“Intelligent Application Delivery”
GRANITEEdge- VSI
“Next Gen Storage Consolidation”
$10B market opportunity
The Riverbed Unified Performance Platform
The ROI from IT InvestmentsACCELERATE • Accelerate time-to-market• Accelerate apps• Optimize disaster recovery• Cut bandwidth costs
The Total PictureANALYZE • Spotlight current pain • Identify potential• Map dependencies• Slash diagnosis time
Private / Public Cloud and BranchesCONTROL• Consolidate IT• Prioritize Traffic
• Cloud Balance• Cloud Burst
WHITEWATERCloud StorageGateway
STEELHEADWAN Optimization
CASCADENetwork PerformanceManagement
STINGRAYApplication DeliveryController
GRANITEEdge Virtual ServerInfrastructure
DRIVE PERFORMANCE and CUT COSTS across your entire infrastructure with a unified approach to performance
How do we Accomplish this?
The Channel!
Commitment
• People• Programs• Processes
Our Partner Initiatives are Evolving
Crawl Walk Run
As Reflected in our GTM Model
2008 2009 2010 2011 Grand Total
$0
$100,000,000
$200,000,000
$300,000,000
$400,000,000
$500,000,000
$600,000,000
$700,000,000
DistributorService ProviderSystems In-tegratorVAR
• 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
Those Investments are Paying Off
2009 2010 2011
56% Growth2011 Focus
Partners
The Challenge Ahead
Storage AppsNetworking 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:
Our channel strategy in FY12 is designed to
help address those challenges and enable our partner community
Partner Success Stories
Partner Success Story: Solution Sale
Steelhead Base (~200 SH)
Cascade (Profiler, Gateway, Sensor Pilot)
Stingray
Total Account $5.M
Steelhead Mobile)
Traffic Manager & AptimizerPlanned 2012
Partner Success Story: IaaS
70+ Customers
Virtual Recovery Virtual Hosting Managed Cloud
Partner Success Stories: Alliance Partnerships
Data Protection
- DR- Back-up
ConsolidationApplicationPerformanc
e(Consolidation)So
luti
ons
Allia
nce
Part
ner
Cloud
FY12 Channel Plan
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
Partners Skill Set Development
WHITEWATERCloud Storage
Gateway
STEELHEAD WAN
optimization
CASCADENetwork Performance
Management
STINGRAYApplication Delivery
Controller
GRANITEEdge- VSI
The Riverbed Partner Network
Distributors
Systems Integrator
s
Value Added
Resellers
Global Resellers
Service Providers
Riverbed Technology Alliances
PARTNERSHIPCornerstone to Partnering: RVBD Partner
ProgramPA
RTN
ER
INVE
STM
ENTS
(D
epth
in T
AP)
BENEFITS (Discounts, Field Engagement, Rebates & incentives)
Platinum DiamondGoldSilverSales Training
WAN Optimization
WAN Optimization
WAN Optimization
DEPTH
PARTNERSHIPCornerstone to Partnering: RVBD Partner
ProgramPA
RTN
ER
INVE
STM
ENTS
(1
or
mor
e TA
PS)
BENEFITS (Discounts, Field Engagement, Rebates & incentives)
Platinum DiamondGoldSilverSales Training
WAN Optimization WAN Optimization
Network Performance Management
WAN Optimization
Network Performance Management
Application Delivery
Cloud Storage Delivery
BREADTH
Program
New Customer
Growth
Technology Authorization Path
Programmatic
2012 Enhanced Partner Profitability Programs
Deal Registration Management
Partner Margin (NSD and New Products) and loyalty
programs
Built for Mutual Success— delivering the right market coverage
& competency while being built on the foundation of loyalty
& ease of engagement
Capacity/Yield Marketing ROI SatisfactionRevenue Profitability
Results
Thank You