1 Adding WAN Optimisation to Boost Storage Sales Success Nigel Hawthorn VP EMEA Marketing Blue Coat in a Virtual World.

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Adding WAN Optimisation to Boost Storage Sales Success

Nigel HawthornVP EMEA Marketing

Blue Coat in a Virtual World

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Agenda

• 3-Slide Overview of Blue Coat

• Virtualisation and Centralisation Overview

• WAN Application Delivery: The Wider Context

• Blue Coat Benefits

– Stop the Bad. Accelerate the Good

– Additional Benefits of PacketShaper

– Benefits in a Virtualised, Centralised Implementation

• Comparing Alternatives and Blue Coat Differentiation

• Selling the Blue Coat Value

• Summary

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Quarterly Revenue Growth

Blue Coat Qly Revenue

0

20

40

60

80

100

120

Oct-0

3

Jan-

04

Apr-0

4

Jul-0

4

Oct-0

4

Jan-

05

Apr-0

5

Jul-0

5

Oct-0

5

Jan-

06

Apr-0

6

Jul-0

6

Oct-0

6

Jan-

07

Apr-0

7

Jul-0

7

Oct-0

7

Jan-

08

Apr-0

8

Jul-0

8

Quarter End

US

D (

$M

)

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WAN Optimization Controller, 2007“Blue Coat has strong market understanding, demonstrated through its broad WOC range and feature set. This includes HTTPS acceleration, ECDN, a software client ("SoftWOC") and support for streaming media.”

“Blue Coat is one of the few vendors in this market that has proved its scalability and performance”

Secure Web Gateway, 2007

Source: Gartner Magic Quadrant for WAN Optimization Controllers, 2007 Source: Gartner Secure Web Gateways, 2007

Leader Position in Two Gartner Magic Quadrants

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Blue Coat and Packeteer Together

• Market Leaders in WAN Optimization & Secure Web Gateway

– #1 in WOC market share according to IDC

– Leader in SWG Gartner MQ -2007

– #1 market share for WAN Optimization according to Infonetics

• Combined revenue > $400 million

• Sales offices in 26 countries

• 7X24 global support in 9 countries

• 15,000+ customers

• 100,000+ appliances world-wide install base

• 1300+ employees worldwide

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Blue Coat Application Delivery

See Accelerate Secure

Application PerformanceMonitoring

WAN Optimization

Secure Web Gateway

Control End-to-End User Experience

Blue Coat

PacketShaper

ProxySG

ProxySG

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Data Center

Virtualisation and Centralisation

• Centralisation

– Eliminate storage arrays in Remote Offices

– Business-driven

• Compliance

• Cost

• Security

• Control

• Virtualisation

– Completely abstracting logical storage from physical storage

– Business-driven

• Cost

• High availability

• Power consumption

• Hardware utilisation

RemoteOffice

Storage Centralisation

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Centralisation with VMWare:Problems

• IT organization has implemented Centralisation:

– Moving “physical” servers to a “virtual” Data Center

– Invested in VMWare to make this more efficient

• WAN links vs LAN:

– Higher latency, less bandwidth

– Data transfers are slower!!!

• Example data set of 3GB VMware virtual disk file

– Represents 8GB Windows 2003 R2 server

– Time for V2V operation via VMware Converter: 19 mins

Bandwidth: 1.5 Mbps (T1)Latency: 100 ms RTT

Virtual DC

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Centralisation with VMWare:Blue Coat ProxySG Solution

• Acceleration of:

– Conversions

– Backups / mirrors

• Blue Coat is part of the Technology Alliance Program

• White Paper and End User presentation available

1010

Bandwidth Management – Business Process

• Divide traffic into classes, by:

– User, application, content, transaction, application protocol, etc.

• Guarantee priority and min and/or max bandwidth for a class

• Align traffic classes to business priorities

• Even for SSL encrypted applications

• Operates alone, or integrates with your existing packet-layer QoS

Salesperson, placing order with Sales Automation App

Priority 1Min 400Kb, Max 800Kb

Non-Sales Management Pulls Client List

Block

Salesperson query with Sales Automation App Priority 2Min 100Kb, Max 400Kb

Marketing person, Surfing Sales Automation App (reporting) Priority 3Min 0Kb, Max 200Kb

1111

Protocol Optimization

10-100X Faster Includes CIFS, MAPI, HTTP, HTTPS, TCP

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Object Caching

BRANCH

DATACENTER

Client served from local proxy

100% acceleration – no data across WAN

Works on second, and all subsequent requests

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Byte Caching

1539fc6331e770027ac6733266cd22bb[REF#1]5228374ab8cc7e90d80a99a7e557af[REF#2]8368ebd24540aab78e7dc7

a7be65c

1539fc6331e770027ac6733266cd22bba67e002b7aa664f5228374ab8cc7e90d80a99a7e557af78d99d6f22eb6aac725164deccc6008000b367a5d58368ebd2454

0aab78e7dc7a7be65c

Byte CachingByte Caching1539fc6331e770027ac6733266cd22bba67e002b7aa664f5228374ab8cc7e90d80a99a7e557af78d99d6f22eb6aac725164deccc6008000b367a5d58368ebd245

40aab78e7dc7a7be65c

• Proxies “learn” common patterns

• Create short references and pass those instead

• Works on all files, all applications over TCP

1539fc6331e770027ac6733266cd22bba67e002b7aa664f5228374ab8cc7e90d80a99a7e557af78d99d6f22eb6aac725164deccc6008000b367a5d58368ebd2454

0aab78e7dc7a7be65c

1414

Compression

11011111001110010010010111001100101011101100100001001100111001000001111000111001100011

110111110011100100100101110011001010111011001000011010011001110010000011110001110011000110000010011110000001101111010010000110110100101111100110100111011010011010011110010000000000001110010111001011011011010010101100101100101010101010010101010101010100101000010100

COMPRESSIONCOMPRESSION

110111110011100100100101110011001010111011001000011010011001110010000011110001110011000110000010011110000001101111010010000110110100101111100110100111011010011010011110010000000000001110010111001011011011010010010010101010010101010101101100101100010100

Industry-standard gzip algorithm compresses all traffic

Removes predictable “white space” from content and objects being transmitted

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MACH5 Techniques Work Together

Object Caching• Caches repeated, static app-level data; reduces BW and latency

Byte Caching• Caches any TCP application using similar/changed data; reduces BW

Compression• Reduces amount of data transmitted; saves BW

Bandwidth Management• Prioritize, limit, allocate, assign DiffServ – by user or application

Protocol Optimization• Remove inefficiencies, reduce latency

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Benefits of ProxySG in a Centralized, Virtualized Implementation

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MACH5 Accelerates Applications

MACH5 Optimizes More Protocol Types, Removes More Latency and Saves More Bandwidth than Other Solutions

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Traditional Blue Coat Value:Stop the Bad. Accelerate the Good.

Deliver Any App,To Any User, Anywhere

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Additional Benefits of PacketShaper

Discover All Application Traffic

MonitorUser Experience

Troubleshoot Performance Issues

Resolve IssuesPre-empt Problems

Control and ProtectApplication Performance

Application Visibility

Application QoS

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What is Application Visibility?

Web Browsing

28%Other4%

TN32702%

Citrix5%

Oracle7%

FileTransfers

9%

E-mail20%

InternetGaming

5%

P2P12%

Recreational Streaming

8%

53% of bandwidth being used by recreational applications14% of bandwidth is “business critical”

Visibility Identifies Applications for What They Really Are

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What is Application QoS?

Unacceptable ERP performance Insufficient bandwidth and congestion

Uncontrolled recreational traffic Wasted bandwidth and impact on business- critical applications

Unpredictable Voice quality Crowded out by bandwidth hungry apps

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What is Application QoS?

Great ERP performanceProtected from apps and congestion

100% control of recreational trafficNo matter how much it tries to hide

Voice quality – 100% assured all-level QoS

Powerful, Dynamic Application-aware Bandwidth Shaping

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Why Not Just Try to Accelerate Everything?

• Up to 60-70% of Bandwidth Consumed By Recreational Traffic

– Recurring Performance Issues with Business Applications

• Network Acceleration Can HURT some types of business traffic

– Protocol acceleration benefits recreational traffic most

– Crowds out voice and other time-sensitive traffic

voiceCRMERP

Olympics video

download

Unique Visibility, QoS and Security – Ultimate Bandwidth Control

Access tocentralizedStorage

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Comparing Alternative Approaches

See Accelerate Secure

Blue Coat

Discover All Application Traffic

MonitorUser Experience

Troubleshoot Performance Issues

Resolve IssuesPre-empt Problems

Accelerate Internal Bulk Traffic

Control and OptimizeExternal Applications

Optimize and ProtectReal Time Applications

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WAN Optimization

Bringing it All Together: Selling the Blue Coat Advantage

Accelerate

Application PerformanceMonitoring

See

Breadth

Secure Web Gateway

Secure

BreadthD

epth

Dep

th

Control End-to-End User Experience

Blue Coat