1 / 29

Andreas Hartl Senior Director EMEA Channels

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.

saad
Download Presentation

Andreas Hartl Senior Director EMEA Channels

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Andreas HartlSenior Director EMEA Channels

  2. Agenda • Riverbed & the Channel • Partner Success Stories • FY12 Channel Plan

  3. Riverbed & the Channel

  4. Doubling From $1 Billion to $2 Billion A new mission for sales:

  5. Global Domination Virtualization Consolidation • Cloud We are in the center of every major IT Mega Trend

  6. 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”

  7. The Riverbed Unified Performance Platform STEELHEAD WAN Optimization The Total Picture ANALYZE CASCADE Network PerformanceManagement • Spotlight current pain • Identify potential • Map dependencies • Slash diagnosis time WHITEWATER Cloud Storage Gateway STINGRAY Application Delivery Controller Control Private / Public Cloud and Branches • Consolidate IT • Prioritize Traffic • Cloud Balance • Cloud Burst GRANITE Edge Virtual Server Infrastructure The ROI from IT Investments Accelerate Drive Performance and Cut Costs across your entire infrastructure with a unified approach to performance • Accelerate time-to-market • Accelerate apps • Optimize disaster recovery • Cut bandwidth costs

  8. How do we Accomplish this? • The Channel!

  9. Commitment • People • Programs • Processes

  10. Our Partner Initiatives are Evolving Run Walk Crawl

  11. As Reflected in our GTM Model

  12. We Continue to Invest • 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

  13. Those Investments are Paying Off 56% Growth 2011 Focus Partners

  14. The Challenge Ahead • 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: • Lines of Business • Networking • Storage • Apps • Architects

  15. Our channel strategy in FY12 is designed to help address those challenges and enable our partner community

  16. Partner Success Stories

  17. Partner Success Story: Solution Sale Steelhead Base (~200 SH) Steelhead Mobile) Cascade (Profiler, Gateway, Sensor Pilot) Traffic Manager & Aptimizer Planned 2012 Stingray $5.M Total Account

  18. Partner Success Story: IaaS Virtual Hosting Virtual Recovery Managed Cloud 70+ Customers

  19. Partner Success Stories: Alliance Partnerships Data Protection - DR - Back-up ApplicationPerformance (Consolidation) Cloud Consolidation Solutions AlliancePartner

  20. FY12 Channel Plan

  21. Opportunity • $10B+ Market Opportunity — based on current technology and new markets related to cloud, virtualization, and consolidation Specialized types of partners with variety of go to market models WANOptimization StorageConsolidation Cloud Storage Delivery ApplicationDelivery NetworkPerformance

  22. Partners Skill Set Development STEELHEAD WAN optimization GRANITE Edge- VSI STINGRAY Application Delivery Controller CASCADE Network Performance Management WHITEWATER Cloud Storage Gateway

  23. The Riverbed Partner Network Riverbed Technology Alliances Value Added Resellers Systems Integrators Service Providers Global Resellers Distributors

  24. From Randy’s deck PARTNERSHIP Cornerstone to Partnering: RVBD Partner Program Depth WAN Optimization WAN Optimization Partner Investments (Depth in TAP) WAN Optimization Sales Training Silver Gold Platinum Diamond Benefits (Discounts, Field Engagement, Rebates & incentives)

  25. From Randy’s deck PARTNERSHIP Cornerstone to Partnering: RVBD Partner Program Breadth Network Performance Management Network Performance Management Cloud Storage Delivery Partner Investments (1 or more TAPS) WAN Optimization WAN Optimization WAN Optimization Application Delivery Sales Training Silver Gold Platinum Diamond Benefits (Discounts, Field Engagement, Rebates & incentives)

  26. 2012 Enhanced Partner Profitability Programs Programmatic Program New Customer Growth Technology Authorization Path

  27. Deal Registration Management Partner Margin (NSD and New Products) and loyalty programs

  28. Results • Built for Mutual Success— delivering the right market coverage & competency while being built on the foundation of loyalty & ease of engagement • Revenue Capacity/Yield Profitability Marketing ROI Satisfaction

  29. Thank You

More Related