Zero Branch IT – Whiteboard Training Program

Time to Ignite the SteelFusion Fire!

Donna Tapella, Sr. Manager, Global Sales Enablement

Alison Conigliaro-Hubbard, Director, SteelFusion Product Marketing

18 June 2015

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GoalTo ensure all global sales teams can conduct meaningful SteelFusion-led business-value conversations with customers, partners & prospects and close more deals with SteelFusion attached.

Objective– Deliver the “Zero Branch IT” whiteboard – Articulate the Zero Branch IT value message.

What the heck is it? Zero Branch IT – WB Training Program

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SellSteelFusion!!Riverbed, alone has an incredible opportunity to carve out a new market that will help the companies we call on to rethink the (inefficient) way they approach branch IT for years. 

Lead by SteelFusion, but inclusive of SteelHead and SteelCentral, I am making it mandatory that everyone learn how to sell our Zero Branch IT solution, so that Riverbed can lead the way in a market that will surely NOT be uniquely ours forever.  It’s too good an opportunity to miss.

Our Zero Branch IT solution makes it possible for enterprises to bring products to market faster, generate more revenue, protect company data, and eliminate the unexpected and tremendous cost that comes along with unplanned downtime and the inability to keep the front lines of business always as productive as they can be.

Paul’s Mandate…. (check your 6/16 email)British Royalty has Spoken!

Please take the following actions:

1. PIPELINE: I am making it mandatory that every sales rep has at least one valid SteelFusion deal in your pipeline.  If you do not have an active opportunity for SteelFusion in your pipeline by July 31, 2015, I will ask for a personal explanation.

2. CALL ON: Look for NEW buyers in your accounts!  If you are not calling on the infrastructure leaders, you are underselling the full value of this solution to the businesses of your customers.

3. LEARN: Get a head start by learning Bruno’s whiteboard and reviewing NEW SteelFusion and Zero Branch IT content.

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The Branch is Where Business Gets Done

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Companies are operating 55 remote IT facilities for every large datacenter.Source: IDC 2013. Enhancing Business Value with an Edge-Optimized Virtual Server and Storage Delivery Solution

Branch Office Proliferation

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Hard to Support Cost-Inefficient

Branch IT Challenges

At Risk

nearly half of all employees work in branch offices50% data resides

outside the data center50% branch offices

represent roughly half of IT budget50%

Source: Riverbed Feb, 2015. DATA CENTER AND BRANCH OFFICE RESILIENCY

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Hidden Costs of Branch IT

$100K-$1Mper hour

1-12 hours

Cost of Data Loss

Time to Deliver

New Services

Ongoing Change &

Compliance Management

Cost of IT Expertise

*Gartner, IDC, Poneman Institute, Infonetics, Veeam, 2013-2015**ESG, 2015

Cost of Infrastructure

(server, storage, backup, media)

Cost of Unplanned Downtime

Missed Sales Opportunities

Loss of Productivity

Loss of Critical Data

Loss of Reputation

Customer Churn

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The Total Cost of Ownership (TCO) discussion

Soft Costs

e.g., the purchase price of hardware & software

e.g., staff time, travel, management burden, user productivity, power, opportunity costs

Hard Costs

$Important to

include both ina

SteelFusion/Zero Branch IT

Discussion

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PRIMARY

TERCIARY

SECONDARY

Zero Branch IT

Infrastructure Owner on the hook to deliver business SLAs Win-win for storage, network, and server/virtualization teams

Target audience

Storage Buyer/Influencer

Server/Virtualization Buyer/Influencer

Network OpsBuyer/Influencer

Network Ops/ Application OwnersBuyer/Influencer

CIO, VP, Director of Infrastructure

Storage Delivery

Server Virtualization

WAN Optimization

SteelCentral

Ste

elF

usio

n

LOB

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Smartphone Experience for Branch IT

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User Productivity

Security & Performance

Operational Agility

Business Continuity

100% data secured in the data center and encrypted end-to-end.

Local performance & availability at the branch.

30x faster deployment of branch services & sites.1

100% centralized management.

100x faster recovery time (RTO).1

Milliseconds or seconds of data loss vs. hours or days (RPO).1

Up to 100x increase in branch application performance.

On-premises & cloud.

1Source: Taneja Group: April, 2014. CONVERGING BRANCH IT INFRASTRUCTURE THE RIGHT WAY

A better solution for branch IT

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3-Part ProgramZero Branch IT – Whiteboard Certification Program

Part III: WIN IT!!!!! Certificate of Completion

Apple iWatch

• 1 winner per Geo• LATAM• EMEA• APJ• NA

• Winners announced in August

Part I: LEARN IT Required:

• Zero Branch IT – Whiteboard

• Bruno’s 1 Training videos

Recommended via LMS:• Zero Branch IT – CIO Pitch• Technical Customer presentation• 7 Branch of the Future modules (<2hrs)

Part II: CERTIFY IT Video Yourself

• Practice the whiteboard• Make it part of your DNA• About NHST……

Submit Your Video• Via Commercial Tribe• Available mid-July• Submissions will be tracked• You have until July 31

DEADLINE: Friday, July 31

Watch It Practice It Submit It

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SteelFusion Intranet Site / LMS / SFDCWhere to Find the Resources

Optional but Recommended

• Zero Branch IT – CIO Pitch

• Technical Customer presentation

• 7 Branch of the Future modules

01 - Intro to the Branch

02 – Target, Discover, Qualify

03 – Value Proposition

04 – Handling Objections

05 – Competition

06 – Success Stories

07 – Tools & Resources

Download the Study Guide

• Attached to the invite

• PowerHour library on SFDC

• From the Zero Branch IT Site

• Zero Branch IT/SteelFusion

Content Pack on SFDC

Zero Branch IT Intranet

Bruno’s Training video

LMS AssetsZero Branch IT – Whiteboard

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Watch the videos

Learn and practice the whiteboard

Start taking the online courses

Watch for details on Commercial Tribe

Submit your video

Watch for your Certificate of Completion

Wait anxiously for winners to be announced

Expectations & Next Steps….

More than anything else, we want you to be successful!

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Questions

What more do you

want to know?

Thank You

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