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Refresh Program PacketShaper and Secure Web Gateway Appliances

Refresh Program PacketShaper and Secure Web Gateway Appliances. June 2009. Facts and Figures. 35 Hardware Models will go “End-of-Life” this year. PacketShaper Models PS 1200 PS 1550 PS 2500 PS 6500 PS 9500. ProxySG Models SG 400 SG 800 SG 8000 AV 400 AV 2000 Director 800.

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Refresh Program PacketShaper and Secure Web Gateway Appliances

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  1. Refresh Program PacketShaper and Secure Web Gateway Appliances June 2009

  2. Facts and Figures • 35 Hardware Models will go “End-of-Life” this year • PacketShaper Models • PS 1200 • PS 1550 • PS 2500 • PS 6500 • PS 9500 • ProxySG Models • SG 400 • SG 800 • SG 8000 • AV 400 • AV 2000 • Director 800

  3. New Extensive Refresh Program • The aim of the program is to ensure that these customers remain our customers • New playbooks for our valued partners with all the details that you will need to sell this program. • Leads coming to you that are qualified by telemarketing programs we have put in place in each region. • Your Blue Coat channel account manager will receive these leads and pass them to you. • Irresistible Pricing • Full CAT A and Deal Reg Discounts apply

  4. Program Overview • Channel Driven Program • Channel-based Sales Refresh Playbook • Refresh Program leads will be provided to CAMs • Telemarketing agency to qualify leads for partners • Special Refresh Program • Attractive New Pricing • Full Partner Margins • Orderable: June 26th

  5. Ordering Process

  6. Channel Requirements • Registration through Blue Source • Agree to Terms and Conditions of Program • Acceptance required only once for entire program • Partner is legally bound by this agreement • All refresh opportunities require deal registration • Note: Legal requirements for program • Each order requires a Letter of Discontinuance • Blue Coat can audit Letters of Discontinuance • Penalties for misuse of program • Program URL on BlueSource • http://bluesource.bluecoat.com/programs/platformrefresh

  7. Register for the Program

  8. Checking Your Customers Eligibility

  9. Before Submitting Order • Customer signs Letter of Discontinuance • Partner keeps on-file (Blue Coat may audit) • Download Letter of Discontinuance from BlueSource • Submit the order with additional information • Serial number of old units • DAN # from deal registration (registration REQUIRED) • Do not mix “Standard” SKUs and “Refresh” SKUs • All orders must include appropriate support • Use standard BlueTouch Support SKUs • Do not include anything else on the order

  10. Refresh Program: Sales Tactics • Provide “Platform Refresh” pricing proposal • Start with Refresh Program price list (new SKUs) • 1+ Yr of Support using standard SKUs • Cross-sell / Up-sell Opportunity • BCWF / ProxyAV / Reporter 9 • IntelligenceCenter / WAN Optimization

  11. What Happens For… • Customers with lapsed Support <1 year • Get current on Support • Take advantage of program • Customers with lapsed Support >1 year • No Refresh Program Benefits • It’s still a lead!

  12. Key Resources on BlueSource • Presentation: Update for PacketShaper Customer • Presentation: Update for Secure Web Gateway Customer • PacketShaper Refresh Playbook • Refresh Program and Ordering FAQ • Email Templates and Telescripts

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