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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

Marketing Update

Christophe CANNAMELA

Regional Marketing Manager / Southern Europe

Bern, January 26, 2012

how does marketing influence fy12 business in seur
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

slide3

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

riverbed technology alliances 2012 focus
Riverbed Technology Alliances : 2012 focus

vCloud

Cloud

Office 365

Cloud

DR

App Perf.

Consolidation

VDI

VDI

VDI

Steelhead

Cloud Storage

Cloud Storage

slide5

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

wan optimization market sizing
WAN Optimization Market Sizing

WAN Optimization Controller Vendor Revenue, Worldwide, 2006-2014 ($M)

Source: Gartner Dataquest, December 2010

slide8

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

swiss event calendar
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