1. IBM and Riverbed Overview

2. Close alignment between Riverbed and IBM sales plays!!
Who is Riverbed?
Application Performance Company with a set of capabilities – solutions for the specific challenges of the hybrid enterprise.
Measuring end user experience end to end for any type of application
Rethink Branch IT. Think Zero Branch IT
Visibility and optimisation across the hybrid enterprise
Realise cloud benefits faster
IBM and Riverbed Strategic Alliance
GTS-TSS has invested and built support capabilities for Riverbed
GTS-IS is piloting branch transformation offering starting in USA and India
Office of CIO uses Riverbed technology
Clearly, application performance equals business performance. We depend on applications for everything today, whether you’re at a local retail store or a multinational corporation.
If applications don’t work, employees can’t work. Collaboration doesn’t happen. Products don’t get shipped on time. Customers can’t be served. Transactions can’t complete. Business is lost. Application performance directly impacts business performance in every way.
Close alignment between Riverbed and IBM sales plays!!

3. What is in it for Riverbed and IBM Sellers
New Opportunity for Pipeline and Revenue!!!
Riverbed Value
Big $$$....Burn Quota!
Ties to Riverbed Sales Plays
Working with IBM Offers:
C-level Access
Global Reach, Vertical Depth
Managed Service
Business/Industry Solution Approach
Access to Global Financing (Op-Ex option)
Bottom line: IBM drives strategy and CREATES budget for projects
IBM Value
Services Rich Revenue
Product:Services Ratio 1:1-2+
Differentiated and Innovative Offering
Multi-Brand Managed Services Play
‘Gross Ruling’ for Seller Compensation
Cost Take Out on Existing Accounts
Potential for Server Refresh (vs no-bid)
Potential for Storage Drag
Cloud Infrastructure Play
Branch Transformation

4. Product/Services Ratio Potential
2015 Revenue Potential
Deals in Motion:
No. CA - Partial:
Bank of the West
Berkshire Hathaway
Restoration Hardware
West Marine
Fry’s Electronics
$4B Addressable Market
Product/Services Ratio Potential
1:5 to 1:7
Assume 1:2
Win 5 “A” Deals = $20M
Win 1 “B” Deals = $20M
Deals in Motion:
Atlas Copco $10:20M
Walmart $10:TBD
Sandvik $2M:TBD
Lufthansa
Danskebank
NATO
Polish Bank
“A”
Industry & Enterprise Deal
RVBD:$2M IBM: $4M
“B”
Large Complex Deal
RVBD:$10M IBM: $20M
$40M
2015 Revenue

5. Solution Portfolio
We’ve talked about the importance of application performance in driving business performance, and the challenges of ensuring superior performance is an increasingly hybrid world of IT.
We’ll talked about the 3 key capabilities you need to address those challenges.
And we’ve introduced the new Riverbed with a quick snapshot.
Now let’s dive deeper into the challenges of the hybrid enterprise, and the solutions we offer.

6. Rethink Branch IT. Think Zero Branch IT.
Enjoys peak local performance and runs from the data center
Totally secure, runs flawlessly, and has zero IT
Branch
No servers, no storage, and no backup required
Our platform is a set of capabilities – solutions for the specific challenges of the hybrid enterprise. Let’s start with the branch.
Why is the branch in need of a solution? What’s the challenge?
Every data center serves, on average, 55 branches. Only 13% of companies are fully consolidated in the data center – and only 8% in the branch. This increases companies’ risk exposure due to outages, obsolescence, and data loss. It also increases costs: organizations spend over $4 billion every year on remote office IT.
The right solution would ensure that branches enjoy peak performance while all data stays securely in a well-managed data center. The right solution would ensure zero IT in the branch – no servers, no storage, and no backup required at the branch. Branches can be instantly provisioned, without needing IT talent at the branch. And they can be instantly recovered.
The Riverbed Application Performance Platform includes SteelFusion, the only zero IT solution for the branch of the future.
Instantly provisioned Instantly recovered

7. Gain Visibility and Optimization Across the Enterprise
Comprehensive performance monitoring and management
Deep packet inspection for application intelligence
Deep-dive analytics for troubleshooting
Then there’s the challenge of visibility and optimization across the hybrid enterprise. That means across all apps, all networks, and all users.
To do this, you need a truly end-to-end operational view of application performance, for any type of application, from the end-user, through the network and infrastructure over which it runs, and deep into the actual application components and code.
You need comprehensive performance monitoring across applications, networks, and end-user experiences.
You need Deep Packet Inspection for intelligent path selection.
You need deep-dive analytics for instant troubleshooting anywhere on the globe.
And you need to be able to resolve any performance issue before end users notice.
SteelHead and SteelCentral together deliver application intelligence via DPI….seeing exactly what users are doing.
Customers can right-click and deep-dive into troubleshooting using SteelCentral’s unique combination of application, network, and end-user monitoring and management.
And use SteelHead’s extraordinary QoS/Path Selection capabilities to take action and address performance issues.
Accelerated remediation of application performance issues

8. Realize Cloud Benefits Faster
Coming soon, other apps
Accelerate adoption of cloud applications by removing performance-related barriers
Then there’s the challenge of managing the transition to a hybrid model … so you can realize the benefits of the cloud faster while also keeping your mission-critical infrastructure running.
How can you ensure great end-user experience for cloud-based apps when you’re not running the infrastructure?
How can you improve performance of SaaS apps when you’re no longer in control of where they’re hosted or how they’re delivered?
How can you manage service providers if you can’t independently monitor delivery on their SLAs?
And, overall, how can you integrate your private data centers and MPLS networks with cloud services and public networks for the competitive advantages of greater capabilities for lower costs and less time?
WAN
Maintain end-to-end
visibility into application performance and SLA metrics
Branches
Data Centers

9. The Riverbed Application Performance Platform™
Industry-leading performance management solution combining user experience and app and network performance management for true end-to-end visibility
Open APIs and developer tools to customize and automate the platform
SteelScript™
SteelFusion™
SteelHead™
SteelCentral™
We’ve talked about the capabilities the Riverbed Application Performance Platform provides. Now let’s look at the specific solutions:
SteelCentral, at the top of the platform, is the industry-leading performance management solution combining user experience, application & network performance management for true end-to-end visibility.
Riverbed is Gartner’s best-ranked vendor in performance management – “Leader” in the Magic Quadrant for Network Performance Monitoring and Diagnostics (2015) and “Visionary” in the Magic Quadrant for Application Performance Monitoring (2014).
SteelHead, at the lower left, is the industry-leading WAN optimization solution. It guarantees application service levels across hybrid cloud architectures.
SteelHead has been named a “Leader” in Gartner Magic Quadrant for WAN Optimization for eight consecutive years; won InfoWorld Technology of the Year eight years in a row; and leads WAN Op market with more than 50% market share.
SteelFusion, lower right, is the industry’s first storage optimization solution for the branch that delivers local performance, data centralization, instant recovery & lower TCO.
SteelFusion has won InfoWorld Technology of the Year honors two years straight.
SteelScript, the middle layer, is a set of open APIs and developer tools that enable you to customize and automate the platform.
We have a wide range of open APIs for our solutions, including RESTful APIs, that allow software developers to write applications that communicate with other systems and services. These are the foundation for Riverbed’s developer tools, including SteelScript for Python and the SteelScript Application Framework, which give customers and partners the ability to extend the value of Riverbed infrastructure with customization,
Industry-leading WAN optimization to guarantee application service levels across hybrid cloud architectures
Industry-leading storage optimization solution that delivers local performance, data centralization, instant recovery, and lower TCO

10. Transform Your Hybrid Enterprise with Riverbed
Metrics that matter for optimal efficiency
Visibility
Superior performance for maximum productivity
Optimization
Simplified orchestration for true agility
Control
PROFESSIONAL
SERVICES
SteelScript™
SteelFusion™
SteelHead™
SteelCentral™
I explained earlier that our strategy is to offer the most complete platform to ensure applications perform as expected, data is always available when needed, and performance issues can be proactively detected and resolved before impacting business performance.
The Riverbed Application Performance Platform provides the visibility, optimization, and control you need as your organization transforms to a hybrid enterprise, to ensure peak application performance that drives superior business performance.
Riverbed offers world-class professional services to help companies and partners accelerate and amplify the value of the Riverbed Application Performance Platform.
Riverbed also works with a broad and diverse ecosystem of partners to extend the value of our platform and deliver a range of implementation, integration, and value-added services. Key Riverbed partners include leading organizations such as Accenture, Amazon, AT&T, BT, Dimension Data, EMC, HP, IBM, Microsoft, NetApp, NTT, Orange Business Services, SingTel, Telstra, Verizon, and VMware
Riverbed Application Performance Platform

11. Summary: Call To Action1
Riverbed Portfolio 2
Unique Value 3
Global Reach
Riverbed platform detects and fixes application performance issues before business performance or productivity are affected
Trusted solutions in delivering optimal data and application performance over business-critical hybrid enterprise networks
IBM and Riverbed collaboratively have solved hundreds of customers’ complex problems, globally
Whom to call?
So we’ve looked at Riverbed, where we’ve come from, the core capabilities and value that we bring to the enterprise, and how we’ve evolved and why – to meet the expanding challenges of our 25,000 customers as they seek to achieve the benefits of the hybrid enterprise without getting tangled in its complexities.
Provide unique value to the organization with a platform that can analyze, diagnose, and resolve application and data performance issues anywhere in the hybrid enterprise.
And we deliver the complete range of solutions that are required to resolve the specific challenges faced by the hybrid enterprise, from applications to data to storage to networks. That’s what makes the Riverbed Application Performance Platform the most complete platform for location-independent computing.
Nominate clients to jointly target and drive new opportunity for pipeline and revenue!!!

12. Contacts
Name
Role
Contact Info
Jurgen Stampfl
Regional Sales Manager WA/SA
Reuben Bennett
Riverbed Alliance Director A/NZ
Christine Low
IBM Global Business Development Executive

13. Questions?

14. GTP11151-USEN-00