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Riverbed ’ s Go To Market Andreas Hartl, Sr. Director EMEA Channels

Riverbed ’ s Go To Market Andreas Hartl, Sr. Director EMEA Channels. January 26th 2012. Agenda. Channel Revenue - Split Market Coverage Evolution Multisolution Market Opportunity Covering the Multisolution Opportunity Gearing up for the Multisolution Opportunity.

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Riverbed ’ s Go To Market Andreas Hartl, Sr. Director EMEA Channels

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  1. Riverbed’s Go To Market Andreas Hartl, Sr. Director EMEA Channels January 26th 2012

  2. Agenda • Channel Revenue-Split • Market Coverage Evolution • Multisolution Market Opportunity • Covering the Multisolution Opportunity • Gearing up for the Multisolution Opportunity

  3. Channel Revenue-Split

  4. EMEA - Revenue categories 2011

  5. Market Coverage Evolution

  6. Market Coverage NOW Global & Strategic Tier 2 Large Enterprise Large Public Accounts Major Accounts Mid Market Local Public Accounts Small Accounts SMB

  7. Market Coverage FY12 2M+ potential over FY12-13 C level relationship MAM Coverage SI SP Global & Strategic SI/SP D Tier 2 1-2M potential over FY12-13 or Strategic account nurturing MAM / RSM coverage SI SP LVAR Large Enterprise Large Public Accounts Major Accounts Project-based TSM / ITSM Coverage Channel leverage/led SP SI VAR VAD Mid Market Local Public Accounts CSM Small Accounts SMB

  8. Multisolution Market Opportunity

  9. The Riverbed Unified Performance Platform $10B market opportunity STEELHEAD WAN optimization GRANITE Edge- VSI STINGRAY Application Delivery Controller CASCADE Network Performance Management WHITEWATER Cloud Storage Gateway “Think fast” “Next Gen Storage Consolidation” “Intelligent Application Delivery” “Google for your network” “Cloud data at your fingertips”

  10. Riverbed Market Opportunity ( in $mm) Source: Gartner and IDC market data

  11. Covering the Multisolution Opportunity

  12. New Partnerprogram: Single or Multi-Solution Focus Technology Authorization Paths

  13. Requirements & Benefits consistent across TAPs

  14. Develop depth of knowledge in individual TAPs Diamond Diamond Diamond Diamond Diamond Requirements & Benefits Platinum Platinum Platinum Platinum Platinum Gold Gold Gold Gold Gold Application Delivery Cloud Acceleration WanOp NPM CSD Technology Authorization Paths (TAPs)

  15. Gearing up for the Multisolution Opportunity

  16. Channel Readiness • Readiness: • ‚State of preparedness of persons, systems, or organizations to meet a situation and carry out a planned sequence of actions‘. (www.businessdictionary.com) • Channel Readiness: • Identify, drive and close a opportunity without Riverbed‘s help (100%) • Various flavors of the above • Key measurement: Program Requirements • Challenge: Certification ≠ Quality Enablement + Experience = Readiness

  17. Channel Readiness - Components • Sales Readiness: • Identify opportunities and position Riverbed solutions • PreSales Readiness: • Technically qualify opportunities • Technically position and design Riverbed solutions • Plan and successfully run a POC • PostSales Readiness: • Architect a solution in order to fit the customer‘s needs • Implement the solution so it delivers the planned ROI • Technical Competence Level on Solutions : - + ++ +++ • CSH and Stingray : interest for the solution

  18. Sales & Technical Training Paths – Current Framework

  19. Sales & Technical Training Paths – New Framework

  20. Riverbed Partner Training Program – Objectives by Level Sales Pre-Sales Post Sales Specialist Foundation

  21. Riverbed Partner Training Program Pre-Sales Post Sales Sales Specialist Foundation * Certification at Pearson Vue, additional fee charged by PV

  22. In Summary:

  23. Making Money with Riverbed Marketleadership + Multiproduct Solutions + Programs & Readiness = Marginrich Revenue

  24. Thank you.

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