Riverbed GTM v3 bern

Report
1
Riverbed’s Go To Market
Andreas Hartl, Sr. Director EMEA Channels
January 26th 2012
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
2
Agenda





Channel Revenue-Split
Market Coverage Evolution
Multisolution Market Opportunity
Covering the Multisolution Opportunity
Gearing up for the Multisolution Opportunity
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
3
Channel Revenue-Split
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
4
EMEA - Revenue categories 2011
12%
24%
SI
SP
VAR/VAD
64%
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
5
Market Coverage Evolution
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
6
Market Coverage NOW
Global &
Tier 2
Strategic
Large Enterprise
Large Public Accounts
Major Accounts
Mid Market
Local Public Accounts
Small Accounts
SMB
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
7
Market Coverage FY12
SI
SP
Tier 2
Strategic
Large Enterprise
Large Public Accounts
Major Accounts
Mid Market
Small Accounts
Project-based
TSM / ITSM Coverage
Channel leverage/led
SP
SI
VAR
VAD
SMB
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
CSM
Local Public Accounts
1-2M potential over FY12-13
SI
or Strategic account nurturing SP
MAM / RSM coverage
LVAR
SI/SP D
Global &
2M+ potential over FY12-13
C level relationship
MAM Coverage
8
Multisolution Market Opportunity
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
9
The Riverbed Unified Performance Platform
$10B market opportunity
STEELHEAD
GRANITE
Edge- VSI
Application Delivery
Controller
Network Performance
Management
CASCADE
WHITEWATER
“Think fast”
“Next Gen Storage
Consolidation”
“Intelligent Application
Delivery”
“Google for your
network”
“Cloud data at your
fingertips”
WAN
optimization
STINGRAY
Cloud Storage
Gateway
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
10
Riverbed Market Opportunity ( in $mm)
Current Markets
WAN Optimization
Adjacent Markets
Network Performance Management
Network Security
$9,136
$1,680
$3,171
$7,549
$2,553
$1,098
2010
2013
Cloud System
Infrastructure Software
2010
2013
2010
2013
$9,334
ADC
Cloud Storage
$4,507
2010
$2,365
2013
$5,531
Virtual Client Computing
$1,410
$2,182
$2,110
$1,537
2010
2013
2010
2013
2010
Source: Gartner and IDC market data
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
2013
11
Covering the Multisolution
Opportunity
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
12
New Partnerprogram: Single or Multi-Solution Focus
Technology Authorization Paths
Wan Op
(Steelhead)
Appliances
Mobile
Virtual
Cloud
C.M.C.
Interceptor
RSP
Network
Performance
Management
(Cascade)
Profiler
Gateway
Shark
Sensor
Pilot
W.E.P.
Cloud
Storage
Delivery
(Whitewater)
Appliances
Virtual
Cloud SH
Application
Delivery
(AD)
- Stingray Traffic Manager
- Stingray WAF
- Stingray Website Accelerator
Cloud
Acceleration
Cloud Steelhead
Cloud Accelerator
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
13
Requirements & Benefits consistent across TAPs
Registered
Gold
Platinum
Diamond
Revenue
-
$
$$
$$$
Sales Training
1
2
4
6
Technical Training
-
2
4
6
Demo Equipment
-
√
√
√√
Discounts
Baseline
Good
Better
Best
Rebates
-
-
√
√√
Training
√
√
√√
√√√
Enablement
√
√
√√
√√√
Support
√
√
√
√
Requirements
Benefits
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
14
Requirements & Benefits
Develop depth of knowledge in individual TAPs
Diam
ond
Diam
ond
Diam
ond
Diam
ond
Diam
ond
Platin
um
Platin
um
Platin
um
Platin
um
Platin
um
Gold
Gold
Gold
Gold
Gold
Application
Delivery
Cloud
Acceleration
WanOp
NPM
CSD
Technology Authorization Paths (TAPs)
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
16
Gearing up for the Multisolution
Opportunity
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
17
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
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
18
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
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
20
Sales & Technical Training Paths – Current Framework
Sales Accreditation
Riverbed Sales
Accreditation
Program
(RSAP)
Technical
Certifications
Riverbed Certified
Solutions
Professional
(RCSP)
Riverbed Certified
Solutions Associate
(RCSA)
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
21
Sales & Technical Training Paths – New Framework
Sales
Pre-Sales
Riverbed Sales
Specialist (RSS)
Riverbed Technical
Sales Specialist
(RTSS)
WanOp, NPM, CSD, ADC
WanOp, NPM, CSD, ADC
Riverbed
Sales
Associate
(RSA)
Riverbed Technical
Sales Associate
(RTSA)
PostSales
Riverbed
Certified
Solutions
Professional
(RCSP)
WanOp, NPM, CSD, ADC
WanOp, NPM, CSD, ADC
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
22
Riverbed Partner Training Program – Objectives by Level
Sales
Pre-Sales
Post Sales
Riverbed Sales
Specialist (RSS)
Riverbed Technical
Sales Specialist
(RTSS)
Riverbed Certified
Solutions Professional
(RCSP)
• Conduct a proof-ofconcept (POC)
• Develop a preliminary
design
• Design validation
• Detailed Configuration
• Installation
• Pitch specific product
families
• Create quotes and
proposals
• Market and sell
solutions that include
specific products
Riverbed Sales
Associate (RSA)
• Present products at a
high level
• Understand competitive
differentiation
• Utilize Sales Tools to
identify and close
opportunities
Riverbed Technical
Sales Associate
(RTSA)
• Pitch solution and
represent the
underlying technology
effectively
• Conduct a whiteboard
session
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
23
Riverbed Partner Training Program
Sales
Pre-Sales
Post Sales
Riverbed Sales
Specialist (RSS)
Riverbed Technical
Sales Specialist
(RTSS)*
Riverbed Certified
Solutions Professional
(RCSP)*
• Online or onsite
• 3-4 hours
• Free of charge
Riverbed Sales
Associate (RSA)
• Online or onsite
• 2-3 hours
• Free of charge
• Online and Onsite
• 2 day class plus 3 day
studying
• Free of charge
•
•
•
•
Onsite
5 day class
6 weeks experience
USD 2500 per student
(work on funding
through Riverbed)
Riverbed Technical
Sales Associate
(RTSA)*
• Online or Onsite
• 1 day
• Free of Charge
* Certification at Pearson Vue, additional fee charged by PV
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
24
In Summary:
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
25
Making Money with Riverbed
Marketleadership
+ Multiproduct Solutions
+ Programs & Readiness
= Marginrich Revenue
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
26
Thank you.
© 2009 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to deliver
any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.

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