Blue Coat in a Virtual World Adding WAN Optimisation to Boost Storage Sales Success

Application Delivery Network Blue Coat Products Application Delivery Network End-to-End User Experience Control WebFilter ProxyAV Policy Based Control Management & Reporting Application Acceleration Application & User Security PacketShaper Go Wide Intelligence Center PolicyCenter Application Visibility & Monitoring Application QoS Reporter Director ProxySG Get Focused So that’s the Blue Coat portfolio. And we want to put a highlight out a little bit on the two products, the ProxySG and the PacketShaper, and then each of these products has it’s own ecosystem of products that work together with it. So on the ProxySG side, that has a web filtering, both Blue Coats, as well as working with third parties. The ProxyAV, that’s the companion product that helps do antimalware protection in real time, the Reporter and Director for managing reports and Director for policy management and configuration and finally, the ProxyClient, that software client that works with the ProxySG On the PacketShaper side, the Intelligent Center that manages all the performing reporting centrally and policy center for configuration in policy. And when you look at the ProxySG, that’s where the acceleration, the application and user security comes from, again, all managed through policy base control reports. The PacketShaper adds the application visibility monitoring, the application QoS that we saw, and that delivers at that complete Application Delivery Network, end-to-end user experience control ProxyClient

Application Visibility & QOS Blue Coat Solutions PacketShaper Application Visibility & QOS Application Performance Monitoring P2P Traffic Shaping Application Visibility MPLS Migration Bandwidth Management VoIP Deployment ProxySG Secure Web Gateway WAN Optimization Malware Prevention Content Delivery Networks SSL Visibility and Control Remote Acceleration Web Content Filtering Application Acceleration Remote Web Control Server Virtualisation IM and P2P Control Server Consolidation Information Leak Prevention D2D / V2V Replication And here’s just a look at the solutions each products’s strengths, just so you see that the feature set map very clearly. And let’s note, the ProxySG is leader not only in the WAN Optimization Gartner Magic Quadrant but it’s also a leader in the Secure Web Gateway Gartner Magic Quadrant. So it’s clearly the top of its class, both in Secure Web Gateway and WAN Optimization, providing a full set of capabilities in these two markets. PacketShaper for that performance monitoring and the application based QoS, you can see performance, you can control at a granular level of the operation. And these are the solutions that PacketShaper and ProxySG fit into. Whether it’s meant for PacketShaper or whether it’s performance monitoring, MPLS migrations, or voice deployments, the Secure Web Gateway on ProxySG for SSL visibility and control, information leak protection and really, protection from malware, as well as that acceleration CDN capabilities and caching for all these different applications. 3

Application Delivery: The Network Group’s Cycle of Pain Recreational Traffic Web 2.0 and mashups External Applications / Software as a Service Traditional Applications <This slide uses builds> <Click to advance> Let’s start with a look at some of the trends, technologies and issues in detail. This will help us discover the key pain points and projects as we start conversations with prospects. We call it the Network Group’s “Cycle of Pain”. <click> Traditional applications like CRM and ERP – transactional, business-critical apps. Let’s begin with those. Most organizations have trouble guaranteeing the best user experience with these apps. SAP fails to perform. Oracle is slow. Visa transactions fail at critical times of the day. They suffer from congested networks and competition from other applications that steal their bandwidth, but at least IT feels they should have some sort of control over their performance – they look after the network and systems that deliver them. But not so with the new breed of external application – things like Salesforce.com or Concur online expenses systems. Poor performance here is frustrating to IT – they’re delivered over the Internet by external entities offering Software as a Service and they don’t feel as “in control”. Performance problems with these do tend to land back with IT. Most customers we speak to are implementing voice and increasingly video on converged networks – where voice and video traffic shares the network with data and other applications. Voice over IP started as a way to save money on phone bills but now many Unified Communications apps are being rolled out to integrate voice with other messaging and presence technologies – great new business tools. Voice and services that use voice are exceedingly critical to business but also exceedingly hard to apply quality guarantees to. You can bet customers are either nervous about assuring voice quality or experiencing actual pain with their convergence implementation. Either way, voice and UC are placing a lot of pressure on the network – and the network group. Desktop virtualization is very hot at the moment and we’re seeing all that kind of new traffic – basically streaming desktops – joining voice, video and data on the converged network. Again, ensuring performance for this is getting higher on the agenda for IT as these technologies roll out over the WAN. Next we have the whole trend towards server consolidation and mobile workers. Let’s take a minute or two to discuss that. Driven by the need for compliance and data protection as well as cost, and driven by a business need to bring employees closer to their customer, people are moving out to remote offices while their data is being pulled back into the datacenter where it can be looked after properly. So now you have a large community of users – something like 80% in the average enterprise – physically far away from the data center and from the organization’s consolidated data. And that’s bound to cause problems, because opening and saving files over great distances exposes limitations in the protocols they use – things like CIFS, MAPI and FTP – which perform very badly when there’s latency and a WAN in between. And that laces a lot more traffic – a lot more – onto the limited bandwidth that is the WAN. <click> Now add mobile workforce – road warriors like you and me – to the mix and you have the potential for major performance problems for most of your users and your network. And competing for bandwidth and performance on that network, there’s a massive amount of traffic being generated by recreational activities. This includes everything from the relatively innocent viewing of video and rich multimedia content from the web or YouTube, bidding on eBay, buying music or TV shows on iTunes (or getting it without paying from Peer to Peer networks or Bit Torrent) through visiting friends and looking at pictures on Facebook or MySpace. This type of traffic is exceptionally bandwidth intensive and exceptionally good at robbing bandwidth from business applications. And very hard to spot… how can you distinguish between a web-delivered corporate training video and a friend’s vacation movie on some blog somewhere. Web 2.0 and mashups which combine the “best” from many sources feeding into a single webpage blur the distinction even further. Indeed, many organizations are going social with many now incorporating social networking tools, blogs, favorites, presence information and social network features. They are also serving departments like HR which has requirements related to employee performance and talent acquisition. Many organizations now use Skype’s IP Telephony, which is actually based on P2P technology, as a valid, sanctioned business tool. Voice and Unified Communications Video Server Consolidation and Mobile Workers Data Center Desktop Virtualization Remote Office

Application Delivery: Mapping Pain to ProxySG and PacketShaper Solutions External Applications / Software as a Service Key Needs: PacketShaper Visibility, Application Performance Monitoring Bandwidth Management Policy and Control of P2P and “bursty” traffic Key Needs: ProxySG Accelerate external apps Optimize SSL Per application policy <This slide uses builds> <Click to advance> So as you can see, a lot of potential pain points. But having identified the pain points, how do we start applying technologies that will solve that particular problem and show the customer the power of the Blue Coat solution, What product do we actually include in the evaluation or proof of concept? Well, here we can start mapping the customer’s key needs with functionality in the Blue Coat portfolio. <click> External or SaaS Applications suffer can be accelerated if they are being proxied. Key Needs: That’s to accelerate web delivered apps and apps delivered over SSL. You need to be able to treat the web traffic you’re proxying differently – accelerate the good, stop the bad, with per application policy. And ProxySG is the market’s best solution for these applications – regular WAN Optimization and acceleration products can’t compete here. Traditional Applications suffer pretty much from the same kind of problems that cause problems with voice. Congestion, and trouble seeing there the problem is and tracking quality, be it for transactions or voice calls. Key Needs: Monitoring, SLAs/metrics, Transaction Protection, VoIP Call protection, Enhanced MPLS PacketShaper shines here: Problems with delivering Video and to an extent Desktop Virtualization have a different set of causes and a different set of needs. Key Needs: Optimize Content Delivery Networks, Video Streaming, Video QoS, Optimize streams And these needs are met by ProxySG Then Server consolidation is where our competition is strongest. Key Needs here will be for: Accelerating internal traffic, CIFS and MAPI acceleration, HTTP/HTTPS acceleration, Byte and Object Caching, Compression. And the Mobile workforce. So these needs are met by ProxySG and the ProxySG Client The web 2.0 and mashups. Key Needs are all about CONTROL POLICIES AND SECURITY: Secure Web Gateway, Policy and control – where the problem is determining and controlling what is needed for business and what is dangerous from a security perspective or from a Human Resources perspective. So we would start with ProxySG Now if the problem is with the BANDWIDTH implications of Peer to Peer and recreational traffic, Key Needs are all about finding and controlling that traffic: Visibility, Bandwidth Management, P2P Control. PacketShaper has a great story here – the best in the market. Recreational Traffic Web 2.0 and mashups Key Needs: PacketShaper Monitoring, SLAs/metrics Transaction Protection VoIP Call protection Enhanced MPLS Traditional Applications Key Needs: ProxySG Secure Web Gateway and Security Policy and control of all web traffic Voice and Unified Communications Video Server Consolidation and Mobile Workers Key Needs: ProxySG Accelerate internal traffic CIFS and MAPI acceleration HTTP/HTTPS acceleration Byte and Object Caching Compression Key Needs: ProxySG Optimize CDN Video Streaming Video QoS Optimize streams Key Needs: ProxySG Client Acceleration Caching Security Desktop Virtualization

Application Delivery: Mapping Pain to ProxySG and PacketShaper Solutions External Applications / Software as a Service Key Needs: PacketShaper Visibility, Application Performance Monitoring Bandwidth Management Policy and Control of P2P and “bursty” traffic Key Needs: ProxySG Accelerate external apps Optimize SSL Per application policy +1 <click> So as an example, the big pain point is with internal bulk data performance between the datacenter and the remote sites – Acceleration is the Key Need here. Of course ProxySG is all about solving that problem, using acceleration as well as the other technologies. We will compete very well head to head with Cisco and Riverbed if they’re in the account. But we have also established in our discovery phase that there’s a sporadic problem with their external apps that are all running over secure sockets. And there you have it – a big problem that we can help solve with ProxySG that is something Riverbed and Cisco have no story whatsoever. Our big point of differentiation right there. We keep the Proof Of Concept nice and focused (and nice and short) with a large portion of the evaluation concentrated on something the competition can’t touch. Finally worth mentioning, even as we’re going through the initial solution, don’t forget the operational importance of centralized management which sort of over-lays all of that – and there’s three parts to that: from a configuration standpoint, managing from a central point and also as a central collection point for reporting and alerts, and finally as a means of broadcasting policies and control out to the remote sites. I’ll leave this slide up for a moment without all the animation – you may want to press Pause – just so you can see all the functionality as it relates to the problem solutions we just discussed. Recreational Traffic Web 2.0 and mashups Key Needs: PacketShaper Monitoring, SLAs/metrics Transaction Protection VoIP Call protection Enhanced MPLS Traditional Applications Key Needs: ProxySG Secure Web Gateway and Security Policy and control of all web traffic Voice and Unified Communications Video Server Consolidation and Mobile Workers Pain Key Needs: ProxySG Accelerate internal traffic CIFS and MAPI acceleration HTTP/HTTPS acceleration Byte and Object Caching Compression Key Needs: ProxySG Optimize CDN Video Streaming Video QoS Optimize streams Key Needs: ProxySG Client Acceleration Caching Security Desktop Virtualization

PacketShaper Fit PacketShaper Fits Key Markets Monitoring/Visibility Voice/Video Convergence Transactional Apps (ERP, CRM, etc) Recreational Traffic Problems: The Unknown - help figure out problem SAP, Oracle, ERP, Citrix, ERP, CRM, Web Applications, Voice, Video Don’t know what’s running on the network Recreational traffic (internet radio, P2P, iTunes, streaming) Key Considerations START with PacketShaper-based assessment to understand issues Projects: VOIP or IP Telephony rollouts Video conferencing Transaction applications MPLS transitions Probe upgrades PacketShaper is an integrated appliance that helps to bridge the gap between the network and applications. Available with several different modules that integrate together on the simple system, PacketShaper solutions are unique and flexible. PacketShaper is delivered to customers in modular form, reflecting the customer’s business requirements and providing them with visibility into their network so they can see what the problems are and then set about solving them. The Monitoring Module gives you the visibility that you need to manage issues by discovering all the applications on the network, tracking utilization and the response times of your critical applications and allowing you to establish service levels within the organization. This also helps you diagnose problems and issues as they emerge on the network so that you can employ the right tools to figure out how to fix them. The Shaping Module gives you control over bandwidth allocation. QoS provisioning helps you ensure performance of your critical applications, like voice, for your customer-critical ERP application or any application on the network. It helps you protect the availability of the network and applications from emerging threats (i.e. distributed denial service attacks (DDoS), worms, viruses and things like that). And basically, it allows you to align the network cost with the business. The Compression Module is there to help you create bandwidth by decreasing the traffic on the network and increasing capacity to relieve congestion. And lastly, the new Acceleration Module helps to overcome protocol design limitations and accelerate performance of applications of the network. To minimize Total Cost of Ownership (TCO), centralized management tools called ReportCenter and PolicyCenter can be added to the deployed PacketShapers. Let’s look at a typical deployment progression and how the modules and management tools become part of the all-in-one PacketShaper solution.

PacketShaper as a Key Enabler Part of the Sale / Eval / POC Leave PacketShaper inline for two days Live results or WAN Performance Report Frame the value: What are your biggest networking problems? Do you know why? How much recreational traffic is on the WAN? Do you know? Are you moving towards IP Telephony? Is the quality ok? Do you use any streaming content? How about salesforce.com? Look for differentiation in the results: Internet/outsourced secure websites Streaming video Problems with bandwidth management

Additional Blue Coat Value Selling the Blue Coat Value in Centralisation and Virtualisation Projects Storage Group Implement Acceleration to consolidate and deliver fast access to centralised / virtualised storage IT in general Intelligence through Deep Visibility Identify & measure applications Track response, troubleshoot problems Identify issues, choose tools Increase performance of all key apps Bulk: Files, storage & email Transactions: ERP, CRM, Thin Protect and guarantee availability Ensure availability of key applications Control recreational and malicious traffic For the network manager and the Network Group - the people who we traditionally appeal to with the PacketShaper product, they see the benefit of these services. They see the benefit of being able to use that Deep Visibility to identify and measure applications and also to track responses, troubleshoot any problems and basically identify the issues that are causing these problems and choose the right tool to solve them. That’s very important to the network group. The technology also allows the network group to increase the performance of all the applications, not just limiting it to acceleration; TCP bulk applications or CIFS acceleration, we’re using a variety of tools in contrast to all other point products to increase the performance of all applications. And then finally, the other value is being able to protect applications from congestion caused by other applications that are less business critical than other applications. And also to use the QoS shaping features to identify and respond to recreational and malicious traffic. And then on the server and storage side, the people in the Storage Group understand that, when they’re implementing WAN or wide area file services, they will be delivering faster access to centralised data. But they also understand the benefits to IT in genral… Centralisation of storage, virtualisation and data warehousing Additional Blue Coat Value

WAN Optimization Benefits Accelerate Internal Bulk Applications P Cisco Riverbed Citrix Caching – Byte & Object Storage Consolidation File Access Email Intranet Backup & DR Image Distribution Protocol Acceleration (TCP, CIFS/NFS, MAPI, HTTP, etc) <This slide uses builds> <Click to advance> Even if we just think about WAN Optimization… <click> The server consolidation pain that’s prevalent in so many accounts, and where our main competitors in this space actually play, just look at all this additional opportunity for Blue Coat. All that extra value. All that differentiation between us and the competition in terms of the technologies and feature sets that can be our +1. Compression Basic QoS +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 SSL Acceleration External Applications Streaming Acceleration & CDN (Content Delivery Networking) Video & Multi-Media Business Web Software as a Service (SaaS) Recreational Malicious Blue Coat External Web/SSL Advanced Web Policy Advanced Application ID Technology Real Time Applications Voice Video Conference Real-Time Transactions Thin Client & RT Virtual Application-Sub Classification Application Session QoS (ASQ)

Control End-to-End User Experience Blue Coat Advantage Control End-to-End User Experience Blue Coat See Accelerate Secure <This slide uses builds> <Click to advance> But of course, we aren’t limited to WAN Optimization. <click> We have all the additional Blue Coat value extending left to the whole Visibility value and of course to the right with our security value. +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 +1 Application Performance Monitoring WAN Optimization P Secure Web Gateway 11

Bringing it All Together: Selling the Blue Coat Advantage Control End-to-End User Experience Blue Coat Application Performance Monitoring See Breadth Accelerate Secure Web Gateway Secure Breadth <This slide uses builds> <Click to advance> To do this, we provide a solution that allows customers to not just accelerate everything on the network, but to see and control and also secure their networks, applications and users. <click> No other vendor has that breadth and we’ll see why that is so critical to successful selling as we go through the rest of this presentation. But more than breadth, Blue Coat has depth – a much richer feature set that translates to real benefits for our customer. Again, no other vendor has this depth and again, this helps us as salespeople be more successful in more accounts. WAN Optimization Depth Depth 12

Blue Coat in a Virtual World Adding WAN Optimisation to Boost Storage Sales Success