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Marketing Update

Marketing Update. Christophe CANNAMELA Regional Marketing Manager / Southern Europe Bern, January 26, 2012. How does Marketing influence FY12 business in SEUR?. Product Marketing. Joint Marketing. Disty Co-Op. Product Marketing. Product Marketing. MarCom & PR . CIO Motion.

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Marketing Update

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  1. Marketing Update Christophe CANNAMELA Regional Marketing Manager / Southern Europe Bern, January 26, 2012

  2. How does Marketing influence FY12 business in SEUR? Product Marketing Joint Marketing DistyCo-Op Product Marketing Product Marketing MarCom & PR CIO Motion Distributors Service Integration Channel Enablement Joint Marketing Direct Marketing MDF Sales Tools Leads System Integrators Alliances Service Providers Business Influencers Resellers DemandGeneration TrustedAdvisors Customer Relationship End-User Events Value-added Services DemandGeneration Brand Awareness End Customers & Prospects Marketing cantransform prospects intocustomers by influencingpurchasingdecisions

  3. FY’12 Marketing Focus • Riverbed’s 2012 Focus initiatives will help build stronger partnerships while building capacity and competency with our partners • Comprehensive Channels for Focus Markets • New Ratable Business Models • Global Value Added Distribution Opportunity • Building Partner Competency and Capacity • New Partner Types and GTM Models • Technology Alliances: Solutions and Competitive technology • Riverbed Partner Program Supporting Full Portfolio • New Profitability Programs • New Role Based and TAP Training • New Marketing and Enablement Tools partnership

  4. Riverbed Technology Alliances : 2012 focus vCloud Cloud Office 365 Cloud DR App Perf. Consolidation VDI VDI VDI Steelhead Cloud Storage Cloud Storage

  5. Market 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

  6. Riverbed Market Opportunity Overview(All figures in $mm) Source: Gartner and IDC market data

  7. WAN Optimization Market Sizing WAN Optimization Controller Vendor Revenue, Worldwide, 2006-2014 ($M) Source: Gartner Dataquest, December 2010

  8. Lead Gen through Turn-Key Solution Campaigns Disaster Recovery • Provide Channel withturn-key lead-generationcampaigns • FY’12 Corporate Solution Campaigns: Cloud Network Performance Management Riverbed Trade Up Competitive Trade In Refresh

  9. 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/Techconnectevent per quarter

  10. Merci

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