1 Marketing Update Christophe CANNAMELA Regional Marketing Manager / Southern Europe Bern, January 26, 2012
Feb 25, 2016
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Marketing UpdateChristophe CANNAMELARegional Marketing Manager / Southern Europe
Bern, January 26, 2012
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© 2009 Riverbed Technology. Confidential.
End Customers & Prospects
Resellers
Distributors
System Integrators
How does Marketing influence FY12 business in SEUR?
Service Providers
BusinessInfluencers
Direct MarketingSales
Tools
Disty Co-Op MarCom
& PR
MDF
Demand Generation
Product Marketing
Alliances
Joint Marketing
Demand Generation
Brand Awareness
End-UserEvents
Leads
Product Marketing
Trusted Advisors
CIO Motion
Service Integration
Value-added Services
Product Marketing
Joint Marketing
Customer Relationship
ChannelEnablement
Marketing can transform prospects into customers by influencing purchasing decisions
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© 2009 Riverbed Technology. Confidential.
Riverbed’s 2012 Focus initiatives will help build stronger partnerships while building capacity and
competency with our partners
FY’12 Marketing Focus
• Comprehensive Channels for Focus Markets• New Ratable Business Models• Global Value Added Distribution
• Building Partner Competency and Capacity• New Partner Types and GTM Models• Technology Alliances: Solutions and Competitive
• Riverbed Partner Program Supporting Full Portfolio• New Profitability Programs• New Role Based and TAP Training • New Marketing and Enablement Tools
OPP
OR
TUN
ITY
TEC
HN
OLO
GY
PAR
TNER
SHIP
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© 2009 Riverbed Technology. Confidential.
Riverbed Technology Alliances : 2012 focus
Office 365
App Perf.
VDI
Cloud Storage
Cloud vCloud
DR
VDI
Cloud Storage
Clo
udConsolidation
VDI
Steelhead
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© 2009 Riverbed Technology. Confidential.
Market 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
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© 2009 Riverbed Technology. Confidential.
Riverbed Market Opportunity Overview(All figures in $mm)
Current Markets
WAN Optimization Network Performance Management
ADC Cloud Storage
Adjacent Markets
Network Security
Cloud System Infrastructure Software
Virtual Client Computing
Source: Gartner and IDC market data
$7,549$9,136
2010 2013
$4,507
$9,334
2010 2013
$1,537
$2,110
2010 2013
$2,553
$3,171
2010 2013
$1,410
$2,365
2010 2013
$1,098
$1,680
2010 2013
$2,182
$5,531
2010 2013
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© 2009 Riverbed Technology. Confidential.
WAN Optimization Market Sizing
Source: Gartner Dataquest, December 2010
WAN Optimization Controller Vendor Revenue, Worldwide, 2006-2014 ($M)
0
500
1,000
1,500
2,000
2,500
2006 2007 2008 2009 2010 2011 2012 2013 2014
Millions of DollarsLow-End WOC Revenue
Integrated WOC Revenue
Soft WOC Revenue
High-End WOC Revenue
DC-DC WOC Revenue
Virtual WOC Revenue
WOC Total Revenue
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© 2009 Riverbed Technology. Confidential.
Lead Gen through Turn-Key Solution Campaigns
• Provide Channel with turn-key lead-generation campaigns
• FY’12 Corporate Solution Campaigns:
Disaster Recovery
Cloud
Network Performance Management
Riverbed Trade UpCompetitive Trade InRefresh
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© 2009 Riverbed Technology. Confidential.
Swiss Event Calendar
Q1: Partner Upstream club in Bern (Jan 26)
Q1: X-Days, Interlaken (March 14 & 15)
Q2: Regional Performance Conference
Q4: Sharepoint collaboration days (CH)
CIO Dinners in Zurich/Basel & Lausanne/Geneva – twice/year
One Upstream/Techconnect event per quarter
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Merci