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Marketing UpdateChristophe CANNAMELARegional Marketing Manager / Southern Europe

Bern, January 26, 2012

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© 2009 Riverbed Technology. Confidential.

End Customers & Prospects

Resellers

Distributors

System Integrators

How does Marketing influence FY12 business in SEUR?

Service Providers

BusinessInfluencers

Direct MarketingSales

Tools

Disty Co-Op MarCom

& PR

MDF

Demand Generation

Product Marketing

Alliances

Joint Marketing

Demand Generation

Brand Awareness

End-UserEvents

Leads

Product Marketing

Trusted Advisors

CIO Motion

Service Integration

Value-added Services

Product Marketing

Joint Marketing

Customer Relationship

ChannelEnablement

Marketing can transform prospects into customers by influencing purchasing decisions

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© 2009 Riverbed Technology. Confidential.

Riverbed’s 2012 Focus initiatives will help build stronger partnerships while building capacity and

competency with our partners

FY’12 Marketing 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

OP

PO

RT

UN

ITY

TE

CH

NO

LO

GY

PA

RT

NE

RS

HIP

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© 2009 Riverbed Technology. Confidential.

Riverbed Technology Alliances : 2012 focus

Office 365

App Perf.

VDI

Cloud Storage

Cloud vCloud

DR

VDI

Cloud Storage

Clo

udConsolidation

VDI

Steelhead

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© 2009 Riverbed Technology. Confidential.

Market 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

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© 2009 Riverbed Technology. Confidential.

Riverbed Market Opportunity Overview(All figures in $mm)

Current Markets

WAN Optimization Network Performance Management

ADC Cloud Storage

Adjacent Markets

Network Security

Cloud System Infrastructure Software

Virtual Client Computing

Source: Gartner and IDC market data

$7,549

$9,136

2010 2013

$4,507

$9,334

2010 2013

$1,537

$2,110

2010 2013

$2,553

$3,171

2010 2013

$1,410

$2,365

2010 2013

$1,098

$1,680

2010 2013

$2,182

$5,531

2010 2013

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© 2009 Riverbed Technology. Confidential.

WAN Optimization Market Sizing

Source: Gartner Dataquest, December 2010

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

0

500

1,000

1,500

2,000

2,500

2006 2007 2008 2009 2010 2011 2012 2013 2014

Millions of Dollars

Low-End WOC Revenue

Integrated WOC Revenue

Soft WOC Revenue

High-End WOC Revenue

DC-DC WOC Revenue

Virtual WOC Revenue

WOC Total Revenue

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© 2009 Riverbed Technology. Confidential.

Lead Gen through Turn-Key Solution Campaigns

• Provide Channel with turn-key lead-generation campaigns

• FY’12 Corporate Solution Campaigns:

Disaster Recovery

Cloud

Network Performance Management

Riverbed Trade UpCompetitive Trade InRefresh

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© 2009 Riverbed Technology. Confidential.

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/Techconnect event per quarter

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Merci