Andreas Hartl Senior Director EMEA Channels 1

Agenda Partner Success Stories FY12 Channel Plan Riverbed & the Channel

Doubling From $1 Billion to $2 Billion A new mission for sales:

Global Domination We are in the center of every major IT Mega Trend Cloud Virtualization Consolidation

The Riverbed Unified Performance Platform WHITEWATER Cloud Storage Gateway “Cloud data at your fingertips” STEELHEAD WAN optimization “Think fast” CASCADE Network Performance Management “Google for your network” STINGRAY Application Delivery Controller “Intelligent Application Delivery” GRANITE Edge- VSI “Next Gen Storage Consolidation” $10B market opportunity

The Riverbed Unified Performance Platform The ROI from IT Investments ACCELERATE Accelerate time-to-market Accelerate apps Optimize disaster recovery Cut bandwidth costs The Total Picture ANALYZE Spotlight current pain Identify potential Map dependencies Slash diagnosis time Private / Public Cloud and Branches CONTROL Consolidate IT Prioritize Traffic Cloud Balance Cloud Burst WHITEWATER Cloud Storage Gateway STEELHEAD WAN Optimization CASCADE Network Performance Management STINGRAY Application Delivery Controller GRANITE Edge Virtual Server Infrastructure DRIVE PERFORMANCE and CUT COSTS across your entire infrastructure with a unified approach to performance

How do we Accomplish this? The Channel!

Commitment People Programs Processes

Our Partner Initiatives are Evolving

As Reflected in our GTM Model

30+ Channel People New Partner Program and incentives New free sales and presales technical training New Partner and MDF Portals Marketing Tools: MarketBridge and SharedVu We Continue to Invest

Those Investments are Paying Off 56% Growth 2011 Focus Partners

The Challenge Ahead StorageAppsNetworking Lines of Business Architects Currently sales are largely built on tactical product sales Up-level and broaden our messaging, and our sales efforts Increase our expertise Sell to new targets:

Our channel strategy in FY12 is designed to help address those challenges and enable our partner community

Partner Success Stories

Partner Success Story: Solution Sale Steelhead Base (~200 SH) Cascade (Profiler, Gateway, Sensor Pilot) Stingray Total Account $5.M Steelhead Mobile) Traffic Manager & Aptimizer Planned 2012

Partner Success Story: Distribution FY11: $25M+ in net new revenue from new partners in North America Investment in Dedicated Riverbed Staff Marketing Campaigns Proof of Concepts Training Benefits Net Revenue Generation Net New Revenue Rvbd Cost

Partner Success Story: IaaS 70+ Customers Virtual Recovery Virtual Hosting Managed Cloud

Partner Success Stories: Alliance Partnerships Data Protection - DR - Back-up Consolidation Application Performance (Consolidation) Solutions Alliance Partner Cloud

FY12 Channel Plan

Comprehensive Market Coverage and Solution Selling— based on the pillars of award winning technology, market opportunity, and mutually successful partnerships Technology ResultsOpportunity Partnership Partner Strategy

Riverbed’s 2012 Focus initiatives will help build stronger partnerships while building capacity and competency with our partners 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 OPPORTUNITY TECHNOLOGY PARTNERSHIP

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

Partners Skill Set Development WHITEWATER Cloud Storage Gateway STEELHEAD WAN optimization CASCADE Network Performance Management STINGRAY Application Delivery Controller GRANITE Edge- VSI

Built for Mutual Success — delivering the right market coverage & competency while being built on the foundation of loyalty & ease of engagement CapacityMarketingProfitabilityCompetencyEngagement Riverbed Partner Program Partnership

The Riverbed Partner Network Distributors Systems Integrators Value Added Resellers Global Resellers Service Providers Riverbed Technology Alliances Riverbed Technology Alliances

From Randy’s deck PARTNERSHIP Cornerstone to Partnering: RVBD Partner Program PARTNER INVESTMENTS (Depth in TAP) BENEFITS (Discounts, Field Engagement, Rebates & incentives) Platinum Diamond Gold Silver Sales Training WAN Optimization DEPTH

From Randy’s deck PARTNERSHIP Cornerstone to Partnering: RVBD Partner Program PARTNER INVESTMENTS (1 or more TAPS) BENEFITS (Discounts, Field Engagement, Rebates & incentives) Platinum Diamond Gold Silver Sales Training WAN Optimization Network Performance Management WAN Optimization Network Performance Management Application Delivery Cloud Storage Delivery BREADTH

Program New Customer Growth Technology Authorization Path Programmatic 2012 Enhanced Partner Profitability Programs

Deal Registration Management Partner Margin (NSD and New Products) and loyalty programs

Built for Mutual Success— delivering the right market coverage & competency while being built on the foundation of loyalty & ease of engagement Capacity/YieldMarketing ROISatisfactionRevenueProfitability Results

Thank You