riverbed demand generation playbook - zycko€¦ · page 3 riverbed demand generation playbook |...

RIVERBED DEMAND GENERATION PLAYBOOK | JULY 2017

Riverbed Demand Generation Playbook

JULY 2017


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Welcome to the Drive your Q3 Riverbed Demand Generation playbook. Every quarter we include the campaigns designed to add to your bottom line and build your business.Looking for further options? We have agencies standing by to help you create tailor-made campaigns on the following themes:

• Embedded Solutions

• SteelCentral Cross Sell

• Steel Connect

• SteelHead Trade Up

Please note these campaigns will require additional budget, please contact your local distributor to find out how to fund these campaigns

Each featured campaign details:• The opportunity overview

• Target audience

• Target persona

• Selling points to customers

• Guide to assets

In addition, we’ll guide you through the marketing and sales funnel with our Four Steps to Accelerated Sales. It provides a blueprint to following up leads and converting prospects into business.

Get funding from your distributorYour success is important to us, and these campaigns can get a financial boost via MDF through your distributor. Please contact them today for details.

Riverbed ReachTo register for Riverbed Reach please visit http://www.riverbedreach.com/ and click ‘Ready to join’. Once you have filled out all of the required information you will have access to all campaigns, assets and translations you need to help build your business!

TranslationsAll assets can be translated from within Riverbed Reach.

Featured campaigns in Q3:• ARE YOU READY?

For Cloud Networking

• Cloud Hero: Cloud Networking

• Cloud Hero: Visibility

• Detect and Fix

• Microsoft Office365

• Zero Branch IT

https://www.facebook.com/riverbed/

https://www.linkedin.com/company/riverbed-technology

https://twitter.com/riverbed?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

https://www.riverbed.com/blogs.html

http://rvbdchannelnews.com/issue/june-2017/

http://forms.riverbed.com/forms/RiverCastCanaryGozzard

http://www.riverbedreach.com/


ARE YOU READY? For Cloud Networking

Opportunity overviewFor companies seeking to make their digital transformation a reality, the cloud is integral: 66% of companies in Forrester’s recent report, ‘The Future of the Network is Software-Defined,’ say they expect SD-WAN to help achieve their strategic goals.

SD-WAN is transforming to an exciting, dynamic new model. Riverbed SteelConnect is a SD-WAN solution that’s helping companies worldwide rethink what they can expect from the network in the cloud era.

It gives companies the scalability, security and speed they need to complete… and win.

Target audienceFocus on:

• Existing Riverbed customers and prospects looking to drive efficiency with a SD-WAN strategy

• Existing Riverbed customers and prospects driving digital transformation

• New customers that are looking for a SD-WAN solution

Target personaThe buyers for this campaign will include budget holders in infrastructure and network operations, and network support and administration.

Also do not forget to target influencers with titles such as VP/Director of IT/Infrastructure, CIO, Network Operations/Engineer/Architect, Cloud Operations/Engineer/ Architect, or DevOps Engineer, and line-of-business owners.

Solutions to sell• SteelConnect

• SD-WAN

Selling points to customers• Expand the conversation with your existing

customers towards the multiple benefits of SteelConnect, all while uncovering new network performance opportunities.


ACCELERATE YOUR Q3 RIVERBED SALES | PLAYBOOK

• Enable your customers and prospects to support their ‘cloud-first’ agendas. Increasingly, businesses are looking to cloud services to create more cost-effective global operations.

• Enable your customers to transform their digital experience with secure, reliable, easy to deploy and easy to manage technology.

• Leverage upsell opportunities. SteelConnect integrates with the Riverbed Application Performance Platform for optimization, accelerated application delivery and visibility.

Starting the campaignFor full details of how to utilise the individual assets, start by downloading the Campaign Quick Start Guide.

For a general overview of how to employ them, see the Four Steps to Accelerated Sales section of this document for a tried-and-trusted approach to an effective campaign.

Guide to assets This campaign features a comprehensive suite of assets including different-sized banner ads for web pages and social media, a selection of email templates and messaging, social media posts, and sales resources for qualified leads.

Banner ads

Web banner ads: Three different-sized ads (160x600, 300x250 and 728x90).

Social media ads: Ten, 1024x682 ads each with a different design element.

These banner ads are easily customizable within Riverbed Reach.

Emails

Three emails are available with the following messaging:

• Transforming the network for the cloud era

• Accelerate your digital transformation

• Drive greater employee mobility

These emails are easily customizable within Riverbed Reach.

You can schedule to send these emails to your database using the email automation tool within Riverbed Reach. Alternatively, download the html files and send within your own email automation tool.

Social posts

A social media post pack includes content and guidelines for LinkedIn posts and tweets linked to an infographic, a case study, a video and a brochure.

Sales resources

Additional campaign materials include:

• A campaign battlecard for key messages - which gives details about competitor messages and objection handling.

• A call guide for telemarketing campaigns - that acts as a ‘crib sheet’ with plenty of helpful pointers for your sales-people, from conversation starters through key differentiators to objection handling.

• A sales presentation for face-to-face meetings - that you can incorporate into your own sales deck.

https://login.structuredweb.com/sw/app/Marketing/Library/CampaignStartMarketing.aspx?campaignID=26171&activitytype=0


Cloud Hero: Cloud Networking

Opportunity overviewUnlike applications, servers and data centres, most routers are not yet virtualised. You can help change that, while building profits and market share by taking advantage of the unrealised demand.

IDC predicts the SD-WAN market will grow from less than €200 million in 2015 to more than €5 billion in 2020.

Riverbed SteelConnect, SteelHead and SteelFusion can give your customers the benefits of SD-WAN, including faster deployment, greater economy and less downtime.

Public cloud computing has rendered traditional enterprise WAN architectures to be suboptimal, from a price and performance perspective.Gartner: Technology Overview for SD-WAN. July 2, 2015.

“”

Target audienceFocus on new and existing Riverbed customers who are currently operating hybrid environments or planning to migrate some or all their applications and/or infrastructure to the cloud.

Target personaFirst on your list should be the VP or Director of Network Engineering or Network Operations. Secondary targets will include VP or Director of IT, Head of Application Operations, or Cloud Operations.

Solutions to sell• SteelConnect

• SteelHead

• SteelFusion



Selling points to customers

Quicker deployment, fewer errors and less downtime

Existing router technology means laborious field deployment and manually entering hundreds of lines of CLI code to configure the network or make changes.

The errors this introduces cause around a third of downtime, and network changes often take a staggering four months to complete, according to ZK Research. This can be slashed with a Riverbed SD-WAN deployment.

Lower costs

Avoiding the need for IT specialists to travel to remote locations and manually configure routers with CLI coding saves time, effort and money, and sidesteps the possibility of expensive outages caused by human coding errors.

Get the bandwidth users demand

MPLS networks are now standard, but they’re struggling to supply the bandwidth sucked out by cloud computing, mobile devices and video. Riverbed SD-WAN can help meet the challenge.

Cope with the complexity of hybrid networks

Many organisations combine their WAN with the internet to help meet their users’ insatiable appetite for bandwidth. These hybrid networks add new complexities which are expensive to manage with traditional approaches.

Secure complex systems

Avoid the security issues associated with direct internet access at multiple remote sites which bypass data centre-grade security services.

Increase traffic visibility

According to Garner, “traffic is increasingly encrypted. Encrypted traffic is difficult to classify and segment, so it is all treated equally, usually with high priority.”

Riverbed solutions ensure your clients can keep a close eye on all data, always.

Improved performance

Poor and unpredictable performance plagues applications.

In fact, 89% of executives say that poor application performance negatively impacts their business on a regular basis, according to a Riverbed Application Performance Survey taken in 2015.

Media messageAre You a Cloud Hero? That’s the question we ask our target audience, then explain that they can develop their networking agility, visibility and performance superpowers to digitally transform their business.



Guide to assets This campaign features a comprehensive suite of assets including different-sized banner ads for web pages and social media, a selection of email templates and messaging, social media posts, blog templates and web pages.

You can download the complete campaign as a zip file here.

Banner ads


Facebook/LinkedIn ads: Three 1200x628 ads each with a distinct eye-catching design element.

Twitter ads: Three 1024x576 ads each with a different design element.


https://login.structuredweb.com/sw/app/Marketing/Library/CampaignPreview.aspx?SWSESSIONID=80B87CFC3758ECE72338AA462966F9B2&managingAccount=49382&CampaignID=25817

https://login.structuredweb.com/sw/app/Marketing/Library/CampaignStartMarketing.aspx?campaignID=25817&activitytype=1022&subactivitytype=14041



Emails

Four emails are available with the following messaging:

• Customer Success Story

• IDC Cloud on SD-WAN

• Networking for the Cloud Era

• Network is Software Defined



Blogs

Two comprehensive, pre-written blog posts are available. Overcome Technical Complexity explains how Riverbed technology and expertise has dealt with issues of app’s failing performance, once transferred to the cloud.

Complexity Crisis is a case study detailing how a Cloud Hero has overcome the challenges to agility that appeared when his company migrated to the cloud.

Social posts

Three sample posts suitable for Facebook and/or LinkedIn, aimed at dealing with the challenges of hybrid environments, plus three shorter messages tailored to Twitter.

Web hooks

These short texts can be used in your online assets to raise awareness of the campaign. Choose from two extracts promoting Riverbed expertise for the following:

• Digital Transformation

• Business with Agile IT

Web pages

Two pages that you can add to your website that deal with the need for flexibility and agility to accelerate business. Each one has an embedded video from customers describing the transformation of their respective businesses thanks to Riverbed SD-WAN know-how.

Forms

Four pre-populated, customisable web forms that can be integrated into your website. Use them to identify prospects interested in the cloud and capture their basic contact data, while encouraging them to download relevant white papers:

• Customer Success Story

• IDC Cloud on SD-WAN

• Is Your Network Holding You Back White Paper

• The Future of the WAN is Software-defined

Pages

Six customisable web page headers:

• Overcome Technical Complexity blog header

• Complexity Crisis blog header

• Digital Transformation web hook header

• Accelerate Business with Agile IT web hook header

• Digital Transformation web page header

• Accelerate Business with Agile IT web page header



Cloud Hero: Visibility

Opportunity overviewThe increasing complexity of networks has placed an ever-greater burden on IT engineers as they grapple with a lack of visibility and fragmented performance across the enterprise system.

According to Forrester, IT engineers spend 10% to 50% of their time on root-cause analysis. Riverbed SteelCentral solutions can cut that wasted time dramatically, with obvious financial and business benefits for your customers.

SteelCentral is the command centre for application performance for the digital enterprise, providing end-to-end, unified visibility into app performance from the application code via the network to the end-user experience.

Target audienceFocus on new and existing Riverbed customers who are operating hybrid environments. Also, those who are planning to migrate some or most of their applications and/or infrastructure to the cloud.

Target personaYour primary target will be the VP or Director of Application Operations or DevOps. Secondary targets are:

• VP or Director of Networking Engineering or Network Operations

• VP or Director of Applications or Application Development

• VP or Director of IT

• Cloud Operations or Architect

• DevOps Automation

• IT lead for Marketing (or other liaison between IT and lines of business)

Solutions to sell• SteelCentral NPM

• SteelCentral APM

• SteelCentral Aternity

• SteelCentral AppInternals


Selling points to customers

More productive IT teams

Overall, customers can use IT time and resources more efficiently with the ability to proactively identify and prevent performance issues.

Accelerated application performance

Improve application control and performance across cloud-based architectures with clear visibility into the performance, service level agreements and quality of service of cloud-based apps, software-as-a-service apps and on-premises apps.

Faster troubleshooting

SteelCentral speeds up troubleshooting and resolution of network and application performance issues anywhere in the infrastructure.

It provides end-to-end visibility across the entire application delivery infrastructure, from the code on a server across cloud networks, WANs, and LANs to individual user devices.

Less lag to app development

App development in the cloud suffers fewer delays, while SteelCentral proactively improves performance of cloud-based apps with clear visibility into the behaviour and interaction of third-party components and platforms.

Media messageThe campaign urges IT professionals to Be a Cloud Hero. Then we zero in on the advantages of the ‘superpower’ of visibility for the enterprise network to turn anyone who uses SteelCentral into a cloud hero for real.



Guide to assetsThis campaign features a comprehensive suite of assets, including different-sized banner ads for web pages and social media, a selection of email templates and messaging, social media posts, blog templates and web pages.

You can download the complete campaign as a zip file here.

Banner ads


Facebook/LinkedIn ads: Four 1200x628 ads, each with a distinct eye-catching design element and a superhero theme.

Twitter ads: Four 1024x576 ads, each with a distinct eye-catching design element with a superhero theme.


Emails

Three emails are available with the following messaging:

• The Four Stages of Cloud Adoption

• 10 Steps to Better Application & Network Performance Delivery

• Why Network Visibility is Critical for Managing Digital Experience



https://login.structuredweb.com/sw/app/Marketing/Library/CampaignPreview.aspx?SWSESSIONID=80B87CFC3758ECE72338AA462966F9B2&managingAccount=49382&CampaignID=25911

https://login.structuredweb.com/sw/app/Marketing/Library/CampaignStartMarketing.aspx?campaignID=25911&activitytype=1022&subactivitytype=14041



Files

A collection of six guides and detailed white papers to help bolster your sales pitch, these deal with the subject of solution delivery:

• APM in the Digital Economy

• Ensuring Application Performance Across Hybrid Environments

• Holding Cloud Vendors Accountable

• The Four Stages of Cloud Adoption

• 10 Steps to Better Application & Network Performance Delivery


Blog

An insightful blog post dealing with a real-life case study: Cloud Heroes Delivered End-To-End Visibility Across the Hybrid Enterprise.

Forms

A variety of seven pre-populated, customisable web forms that can be integrated into your website.

Use them to identify prospects interested in the cloud and capture their basic contact data, while encouraging them to download relevant white papers.

Top-of-funnel communications to identify prospects interested in digital experience management and build awareness of cloud solutions include:

• The Four Stages of Cloud Adoption: How to Build a Framework for Success in The Cloud

• 10 Steps to Better Application & Network Performance


• Holding Cloud Vendors Accountable: Effectively Manage Cloud Vendors with End-User Experience Monitoring

THE FOUR STAGES OF CLOUD ADOPTIONHOW TO BUILD A FRAMEWORK FOR SUCCESS IN THE CLOUD

Middle-of-sales-funnel messaging to more fully identify prospects interested in improved visibility and activate consideration of cloud solutions includes:

• EMA on Ensuring Application Performance Across Hybrid Environments

• EMA on APM in the Digital Economy

• Gain Visibility to Monitor and Improve Digital Experiences

Social post

A visibility-themed top-of-the-funnel communication to be used in either or both organic and paid social campaigns to attract visitors.

Pages

A customisable web page header titled “Deliver end-to-end visibility across the hybrid enterprise”.


Detect and Fix

Opportunity overviewMost organisations have applications on-site or in the cloud, and those apps are not performing as well as they should. Detect and Fix allows your customers’ network operation staff to detect problems before end users are affected.

It lets the IT team identify root causes faster, and fix problems more efficiently and cost-effectively. In short, it allows businesses to fix issues before they become problems, saving time and money. Riverbed SteelCentral delivers Detect and Fix.

It’s the only performance management solution that provides detailed and integrated visibility into SteelHead-optimised WAN links and application performance, to provide a clear view of what is occurring.

Target audienceFocus on existing Riverbed SteelHead install customers who may not be aware of the benefits of adding SteelCentral. Also target new customers who have not yet realised the benefit of WAN optimisation and network performance management.

Target personaBuyers:

• Infrastructure and network operations

• Network support and administration

Influencers:

• Line-of-business owner

• CIO

• Network architect

Solutions to sell• SteelCentral

• SteelHead

Selling points to customersCustomers are crying out for a solution that eliminates all blind spots from across their networks, applications and infrastructure. They need to expose faults, and have the tools to fix the issues before they become real problems.


Detect and Fix is a solution which:

• Enables them to see which applications are running and who is using them

• Pinpoints the source of performance slowdowns for critical applications

• Balances performance versus cost of bandwidth by putting business-critical and latency-sensitive applications on the fastest links

Media messageYou Can’t Fix What You Can’t See is the main message.

It underpins a campaign designed to help you talk to customers about combining SteelCentral NPM with SteelHead to enable better application performance through deeper, more integrated visibility into performance bottlenecks.

Starting the campaignFor a general overview of how to employ them, see the Four Steps to Accelerated Sales section of this document for a tried-and-trusted approach to an effective campaign.

Guide to assets

Emails

Six emails are available with the following messaging:

• EMA Whitepaper: Achieving visibility on your hybrid network

• SteelCentral AppResponse Solution Brief: Optimise end-user experience, everywhere

• Webinar: Learn How Top Companies Overcome Network Complexity to Maintain High Application Performance

• Hybrid Enterprises Webinar: Take Control of your Hybrid Network

• Comprehensive Network Visibility Solution: Fast-Track your Critical Applications

• WAN Optimisation webinar: Take Control of your Hybrid Network



Forms

A variety of six pre-populated, customisable web forms that can be integrated into your website. Use them to identify prospects and capture their basic contact data, while encouraging them to download relevant documents.

• Solving the Application Performance Dilemma in The Hybrid Enterprise

• End-User Experience Monitoring of Web & SaaS Applications Solutions brief: Keep web apps running at peak performance

• Aberdeen Group Webinar: managing hybrid network complexity to maintain consistently high application performance

• Hybrid Enterprises Article: Improving visibility, control data and contend with the Internet of Things

• Comprehensive Network Visibility Solution Brief: Gain from critical end-to-end visibility

• WAN Optimisation Webinar: See how WAN Optimisation with network visibility can help you fix problems fast



Microsoft Office 365

Opportunity overviewMany existing Microsoft customers and new prospects are transitioning to Office 365. But not all of them will be aware that migrating to a software-as-a-service solution is not without risk.

Riverbed solutions can avoid drawbacks such as loss of visibility and control over performance as well as a reliance on public Internet and other third-party networks.

Target audienceExisting Microsoft customers and new prospects transitioning to Office 365.

Target persona• Executive management• CIO• CTO• VP of Applications• VP of IT Infrastructure• Application Operations• Applications Architect• Applications Engineer

• Application Operations Engineer• Application Operations Manager

or Manager of Application Operations• Application Operations Director or

Director of Application Operations• Network Operations• Network Architect• Network Engineer• Network Operations Engineer• Network Operations Manager or

Manager of Network Operations• Network Operations Director or

Director of Network Operations• Enterprise Architect• Cloud Architect• Cloud Operations Engineer

Solutions to sell• SteelCentral Aternity• SteelHead SaaS• SteelHead CX• SteelHead Mobile• SteelConnect (path optimisation)• SteelCentral NetProfiler• SteelCentral AppResponse +

SteelHead & SteelHead SaaS


• SteelCentral Transaction Analyzer• SteelCentral NetSensor

Selling points to customersRiverbed solutions can help smooth the transition to Office 365 and:

• Allow customers to make the most of their Microsoft purchase

• Provide complete awareness of Office 365 applications

• Allow customers to make optimal use of network resource

• Optimise Office 365 performance

• Improve end-user experience of Office 365

Media message There are various messages in this campaign, depending on the medium and the target audience, but all focussing on the advantage of using Riverbed solutions when making the transition to Office 365.

• Get More from Azure with Riverbed

• Moving to Office 365?

• Accelerate Office 365 Performance

Starting the campaign For a general overview of how to employ them, see the Four Steps to Accelerated Sales section of this document for a tried-and-trusted approach to an effective campaign.

Guide to assets

Banner ads

Web banner ads: Three different– sized ads (160x600, 300x250 and 728x90) for each of the three messages:

• Get More from Azure with Riverbed

• Moving to Office 365?

• Accelerate Office 365 Performance

Facebook Ads: Three different 1200x628 ads.

LinkedIn Ads: Three different 1200x628 ads.

Twitter Ads: Three different 1024x576 ads.

These ads are easily customizable within Riverbed Reach.

Emails

Five emails are available with the following messaging:

• Move into The Fast Lane: Infographic download

• Microsoft Office 365. Your Migration Made Fast, Easy & Painless: migration pitfalls solution brief

• Clear up congestion and accelerate the delivery of apps to users near and far: Sub-Zero Group case study

• Get More from Azure with Riverbed: app performance webinar by Jon Hodgson

• Microsoft Office 365: Accelerate Performance & Enhance Visibility: performance webinar by Brett Hill



Forms There are six pre-populated, customisable web forms that can be integrated into your website.

Use them to identify prospects interested in the cloud and capture their basic contact data, while encouraging them to download relevant white papers. The content covers:

• 6 Common Pitfalls to Avoid When Migrating Applications to the Cloud

• Move into the Fast Lane with Riverbed® and Microsoft Office® 365 infographic

• Move into the Fast Lane with Riverbed® and Microsoft Office® 365 infographic (alternative design)

• Sub-Zero case study

• Accelerate Office 365 Performance & Enhance Visibility on-demand webinar



Zero Branch IT

Opportunity overviewNearly 50% of all employees work in branch offices, almost 50% of the data resides outside of the data centre, and as a result spending on branch offices represents nearly 50% of IT budgets.

That’s a great opportunity to sell Riverbed solutions which will turn remote IT into a centrally managed, secure extension of data centre operations.

This is hyper-converged solution with Riverbed SteelFusion at its heart, and with it there is a significant potential to upsell across all Riverbed technologies, as well as complementary data centre storage, backup and services.

By selling higher in individual accounts, this disruptive solution can also enable a partner to gain greater account relevance.

Target audienceAny infrastructure owner compelled to deliver business service level agreements.

Target personaPrimary targets should be:

• CIO

• VP

• Director of Infrastructure

Secondary targets would include:

• Storage Buyer or Influencer

• Server or Virtualisation Buyer or Influencer

Solutions to sell• SteelFusion

Selling points to customersSteelFusion brings the simplicity, agility and security of hyper-convergence to the edge of the network. Customers will enjoy greater security, performance and efficiency in their IT infrastructure and services in branch offices.


It means that operating branch offices will be cheaper, with less downtime. In addition, making branch infrastructure more reliable will tear down barriers to opening new branch offices, and thus expansion.

Media messageRethink Branch IT is the campaign message, and the communication focusses on the hyper-convergence of customer IT infrastructure.

Starting the campaignFor a general overview of how to employ them, see the Four Steps to Accelerated Sales section of this document for a tried-and-trusted approach to an effective campaign.

Guide to assets

Banner ads

Three different-sized ads (160x600, 300x250 and 728x90) with the message ‘Rethink Branch IT’, with eye-catching design elements.

These ads are easily customizable within Riverbed Reach.

Emails

Four emails are available with the following messaging:

• Take Hyper-Convergence beyond the Data Centre: hyper-convergence report

• The Evolution of Hyper-Convergence: hyper-converged infrastructure white paper

• VDI Without the Trade-Offs: VDI white paper

• A Paradigm Change for Edge IT: ESG lab review



Forms

Four pre-populated, customisable web forms can be integrated into your website. Use them to identify prospects interested in the cloud and capture their basic contact data, while encouraging them to download relevant white papers.

The content covers:

• Edge Hyper-Convergence for ROBOs (Remote Offices and Branch Offices)

• Riverbed Hyper-Converged Edge white paper

• Exploring VDI Architectures to Keep Both the Business and IT Agile

• ESG Lab Review of SteelFusion



Four steps to drive your Riverbed Demand Generation

Step one: driving prospects

Step two: digital engagement

In addition to providing assets to power your sales and marketing campaigns, we’re proud to be able to offer comprehensive advice on how best to maximise their effectiveness.

Campaigns aim to grab prospects’ interest, then drive them towards sites where they can be digitally engaged, for example by encouraging the prospect to download a white paper or watch a webinar.

The idea is to gain marketing qualified leads with a clear interest in the solution you’re trying to sell. Digital engagement is also when you can capture vital job and contact information on a prospect.

The next stage is to get to a face-to-face or online meeting, when the prospect becomes a qualified sales lead.

At each step of the way we’ll provide the combination of assets and expertise to help ensure your ultimate success, as you can read in our four-step guide below.

To attract the interest of prospects we supply a series of pre-written emails and HTML templates with customisable sections where you can add your company logo and other personalised details.

The usual call to action for the prospect is agree to a phone call.

Whether they do or not, there will also be a webinar, whitepaper or other document of interest to download, which requires the prospect to supply contact and job details, enabling you to capture valuable information.

Alongside emails we supply digital banners and copy blocks that you can use for web advertising and social media copy with imagery for Twitter and LinkedIn.

These are available in several standard sizes, often in a variety of designs, and help you to promote the core messages of the campaign across social media and the web. Links from mailings and banners direct anyone clicking them to a landing page.

Once prospects have been funnelled onto an SEO-optimised landing page they can download assets relevant to the campaign, such as white papers, infographics or video webinars.

These assets are supplied by us, but with the option for you to add your own materials if you wish. Your company hosts the landing page, which you can customise with your logo and other personalised content.

Again, prospects need to leave their details to download assets they wish to obtain. This helps confirm prospects’ interest, and if they provide a contact phone number, identifies them as marketing-qualified leads.


Step four: sales-qualified leadsOnce a prospect has agreed to a face-to-face meeting, they are considered a sales-qualified lead. For the face-to-face meetings, we provide sales presentation slides that you can incorporate into your own sales deck.

We also supply a battlecard which gives details about competitor messages and objection handling.

Good luck with your campaign. And if you need further help, then please contact your local Riverbed marketing manager or distributor.

Step three: marketing-qualified leadsMarketing-qualified leads are those prospects who you’re able to phone up.

A call guide is supplied for each campaign to give your team the best chance of converting calls to appointments, by providing pointers to conversation starters and how to overcome objections, plus key messaging.

©2017 Riverbed Technology. All rights reserved. Riverbed and any Riverbed product or service name or logo used herein are trademarks of Riverbed Technology. All other trademarks used herein belong to their respective owners. The trademarks and logos displayed herein may not be used without the prior written consent of Riverbed Technology or their respective owners rotl/21374/7-17

About Riverbed

Riverbed, at more than $1 billion in annual revenue, is the leader in application performance infrastructure, delivering the most complete platform for the hybrid enterprise 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. Riverbed enables hybrid enterprises to transform application performance into a competitive advantage by maximizing employee productivity and leveraging IT to create new forms of operational agility. Riverbed’s 25,000+ customers include 97% of both the Fortune 100 and the Forbes Global 100. Learn more at www.riverbedreach.com.

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