Remote/Branch Office Performance and Security Control

Remote/Branch Office Performance and Security Control
Arrow Solution Play: Remote/Branch Office Performance and Security Control Riverbed | Microsoft

Playbook Contents Remote/Branch Office Performance and Security Control Inform Develop Market Solution Overview Qualifying Questions End-Customer Profiles/Verticals Market Definition Sales Training Target Buyers Growth Projections Technical Training Customer Pain Points Competitive Landscape Selling Scenarios Current Tactics General Pricing Structure Benefits of Arrow’s Solution Play Deployment Options Sell Service Contacts & Resources

Inform Solution Overview Market Definition Growth Projections
Competitive Landscape General Pricing Structure Deployment Options Inform ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview This solution play is comprised of Riverbed and Microsoft Your customers’ digital performance experience will be enhanced with Riverbed SteelFusion and Steelhead; and Microsoft Azure and Office 365. With these solutions, IT organizations can improve the user’s experience, increase productivity, and reduce bandwidth utilization, deployment and management costs. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview Here are the products that make up this solution play Riverbed SteelHead and Microsoft Office 365 SteelHead’s “zero touch” performance improves Office 365 by increasing available bandwidth and optimizing/enhancing existing connections and remote offices. Riverbed SteelFusion on Microsoft Azure SteelFusion gives you the ability to use your data wherever you need. Extend your data center into the cloud, augment branches with BC/DR options and provide true redundancy without massive overhead. Put It All Together: Full Branch Optimization By combining Steelhead and SteelFusion, you can provide your users with secure, optimized, and “anywhere, anytime” productivity, as well as reliable BC/DR planning with lower TCO. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview SteelHead and Microsoft Office 365 Data Center
Arrow’s solutions play does not require changes in the way SteelHead is deployed. The result is end-to-end optimization for your Office 365 traffic – with a reduction in application latency and bandwidth consumption. This solution identifies the fastest path from your location to the closest Microsoft data center. In this way, efficient routing of your services traffic is improved, resulting in increased network performance especially in geographies that experience routing latency. Data Center (On-Prem/Cloud) Branch WAN Data Reduction and Acceleration Reduces Bandwidth Needs by Up to 95% Improves Application Performance x #1 WAN Optimization Since 2004 SteelHead SaaS is a software add-on to existing SteelHead solution deployments and does not require changes in the way SteelHead solution are deployed. Once SteelHead SaaS is enabled, the SteelHead solution deployed within the enterprise network will communicate with a secured, dedicated SteelHead CX instance hosted on an Internet optimization platform – the Akamai Intelligent Platform. The result is end-to-end optimization for your Office 365 traffic – with a reduction in application latency and bandwidth consumption. The Akamai technology identifies the fastest path from your location to the SteelHead CX device at a location closest to your Microsoft data center. In this way, efficient routing of your services traffic is improved resulting in increased network performance especially in geographies that experience routing latency.

Solution Overview Riverbed accelerates the delivery of Microsoft Office 365 Riverbed delivers the best user experience across networks, locations and devices With SteelHead Cloud Accelerator, you can extend the same application acceleration and user/business benefits that you’ve experienced with your enterprise applications to cloud services/SaaS applications, such as Office 365. What you get from Riverbed – and only Riverbed – in an integrated, purpose-built, end-to-end solution is deep application understanding, accelerated application delivery, and global scale wherever the apps or users reside. Application acceleration everywhere: Branch office, data center and to/from the service provider cloud Up to 33x faster with bandwidth reduction up to 97% WAN and internet optimization is combined for maximizing the use of all available networks, including MPLS, internet and hybrid. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview Riverbed provides the fastest path from the end-user to the application Riverbed offers pay-as-you-grow economics and costs. It is an easy to consume service – per-user subscriptions. It is an easy to deploy/manage end-to-end solution. Software add-on activated with license Auto-deployment of a virtualized SteelHead instance at the point of presence closest to the SaaS service provider No rip-and-replace of existing SteelHead appliance deployments No configuration changes required either on the client or provider side You can scale on demand based on your user needs. Riverbed’s award-winning technologies include deduplication, application/transport optimization and compression capabilities. Riverbed SteelHead SaaS leverages an internet optimization platform, the Akamai Intelligent Platform, for optimizing application delivery across the open Internet. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview More details about SteelHead and Microsoft Office 365 ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview SteelFusion on Microsoft Azure
In a hybrid enterprise environment, flexibility is the name of the game. Riverbed SteelFusion provides unparalleled flexibility by integrating with StorSimple through Microsoft Azure, giving you the agility to store (and share) your data wherever it makes the most business sense. Whether you want to augment your on-prem data center with cloud, seamlessly move data from the data center to cloud, or project public cloud storage from the data center to branches, SteelFusion has you covered. SteelHead SaaS is a software add-on to existing SteelHead solution deployments and does not require changes in the way SteelHead solution are deployed. Once SteelHead SaaS is enabled, the SteelHead solution deployed within the enterprise network will communicate with a secured, dedicated SteelHead CX instance hosted on an Internet optimization platform – the Akamai Intelligent Platform. The result is end-to-end optimization for your Office 365 traffic – with a reduction in application latency and bandwidth consumption. The Akamai technology identifies the fastest path from your location to the SteelHead CX device at a location closest to your Microsoft data center. In this way, efficient routing of your services traffic is improved resulting in increased network performance especially in geographies that experience routing latency.

Solution Overview More details about SteelFusion on Azure
ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Solution Overview Challenges, solutions and benefits

Solution Overview A look inside SteelFusion

77% $178B 71.3% Market Definition Industry and market trends
Delivering Next-Generation Applications Embracing the Hybrid Cloud Controlling Big Data Costs 77% $178B 71.3% is the public cloud market in 2018 – with a CAGR of 22%.1 of enterprise companies are running workloads in the cloud today.2 of services are enterprise-focused: OneDrive, Office 365 and Yammer are in the top five.3 1. Forrester, 2018 “10 Cloud Points for 2018” 2. CIO Magazine; “IT Governance Critical as Cloud Adoption Soars to 96 Percent” (2018) 3. McAfee “12 Must Know Statistics On Cloud Usage In the Enterprise” (2018) Notes: The work Arrow does goes into everything from cars to coffee makers. Smart phones, tablets, video games, refrigerators, kiosks and cable boxes. Whether it’s amazing or mundane, something you’ve never seen before or the things you can’t live without—you name it. If it takes a charge, chances are, it was built with Arrow. When you think about the world of Five Years Out… Arrow is helping design it. Build it. Source it. Even pay for it.

Market Definition Hybrid, public and on-premises comparison

Market Definition How Riverbed partners with Microsoft
Azure Workloads and Consumptions Solutions in the Azure marketplace allow customers to optimize new workloads running on Azure – Riverbed SteelHead. Azure connects with Microsoft and Equinix for Azure site recovery. Riverbed SteelFusion extends the enterprise-class capabilities of Azure and StorSimple to your ROBOs with maximum security, agility and business continuity. Riverbed solutions for Azure work in a hybrid environment – both on-prem and in the cloud, physical and virtual models. Office 365 Adoption Riverbed drives adoption of Office 365 through increased user performance: 33X application performance 97% bandwidth reduction Riverbed drives Office 365 adoption and usage with solutions designed to support remote and difficult connection environments. Riverbed supports a variety of Office 365 offerings – dedicated/enhanced, multi-tenant, hosted and upcoming Azure ExpressRoute Office 365. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Market Definition Here’s what IDC has to say
IDC CUSTOM SOLUTIONS Fueling Riverbed's Strategic Market Plans - Custom TAM Riverbed 2016 Custom TAM - Updated 3/23/16 Updates made: Updated WAN Optimization with latest IDC forecast; added SD-WAN WW Forecast and market definitions. Worldwide ($MM) 2014 2015 2016 2017 2018 2019 CAGR ( ) WAN Optimization $985 $937 $909 $899 $879 $844 -3.0 SD-WAN (Excludes CSP SD-WAN Managed Services) $217 $547 $1.097 $1.849 $2.798 89.5 Application Performance Mgmt. $2.741 $3.097 $3.489 $3.917 $4.362 $4.838 12.0 ITOA $1.033 $1.389 $1.723 $1.999 $2.249 $2.469 19.0 Network Performance Monitoring $996 $1.055 $1.111 $1.165 $1.223 $1.282 5.2 Compute/Storage Delivery Appliances $3.832 $4.538 $5.137 $5.803 $6.407 $6.989 12.8 Total Riverbed TAM $9.587 $11.232 $12.916 $14.879 $16.968 $19.220 14.9 ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Growth Projections Sales of Office 365 continue to grow
We have seen steady growth in Office 365 sales, although the market is now starting to become saturated. This may mean that the opportunity to introduce Riverbed via Azure is increasing. Azure lags behind Amazon Web Service in adoption, and customers that are unhappy with Amazon may be ripe for disruption. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Competitive Landscape
Currently, competition is limited in this space Currently, there is NO direct competition for this offering. Most offerings in Azure are “ad-hoc” or designed by internal IT with mixed results. There is no ready-made integration from other vendors. Similar deployments would require multiple vendors and increasingly complex architectures. Amazon Web Service is the main competitor for Azure. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

General Pricing Structure
Riverbed price details for SteelHead and SteelFusion SteelHead on Azure is priced as a “Bring Your Own License (BYOL)” offering. SteelFusion on Azure is priced as PAYG “Pay As You Go” for storage consumed via StorSimple (either as a physical appliance or a virtual instance on VMware or Hyper-V). ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Deployment Options Arrow offers many ways to deploy this solution play
SteelFusion on Azure ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Develop Qualifying Questions Sales Training Technical Training
Selling Scenarios ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Qualifying Questions Does our solution play provide the answers to your customers’ problems? Are they looking for a solution that gives them ease of deployment and use of applications in the cloud? Are they using Azure for hosting applications; and would they like to have more visibility to drive that application’s performance? Do they need a solution that can transcend and serve many team (i.e., network/infrastructure, LOB app owners, app dev, executive and IT support?) Do they worry about the impact of cloud solutions to their network? Would they like to leverage Azure more but are not sure which on-premises solutions to move without affecting mission-critical workloads? Are they truly “hybrid” and wish to have some solutions in the cloud; while other solutions are on-premises, virtual, etc.? Do they have locations all around the world and want them to have a strong application performance and similar user experience? Are they delaying moving to the cloud as they feel like they will not have as much visibility, optimization and control as they do today? Do they currently have several ROBO (Remote Office/Branch Office) sites where the CapEx and OpEx of maintaining and securing data in the ROBO sites is limiting the true potential of their business? Would they like to centralize your organization’s branch infrastructure and data to Azure without compromising branch performance? Is their current data protection and backup strategies in the branch unsustainable for the scale at which their ROBO sites are growing? Would they like to consolidate their organization’s protection and backup plan with Azure, thus eliminating the need for having unique backup strategies for each ROBO site? ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Sales Training Available sales training to support this solution play
Riverbed Sales Specialist – ALL (RSS-ALL) ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Technical Training Available technical training to support this solution play Riverbed Certified Performance Engineer (RCPE) – Associate SteelHead – WAN Optimization SteelCentral – Network and Infrastructure Visibility SteelCentral – Application Visibility Riverbed Certified Performance Engineer (RCPE) – Foundation Advanced/Comprehensive Training ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Selling Scenario #1 Remote Office/Branch Office (ROBO) challenges

Selling Scenario #2 Poor visibility into hybrid workloads

Selling Scenario #3 Slow network leads to poor performance

Selling Scenario #4 SaaS network challenges

Market End-Customer Profiles/Verticals Target Buyers
Customer Pain Points Current Tactics Benefits of Arrow’s Solution Play Market ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

End-Customer Profiles/Verticals
What types of customers need this solution? Data Center-Focused End-Users Applicable across all verticals when the following apply: Larger companies maintaining a data center stack Established companies where managing technology on-prem is crucial Managed Service Providers MSPs who service lots of Office 365 applications ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Target Buyers Who are the target buyers for this solution?
Business Decision-Makers Business owner/president/CEO Office/operations manager Line of business owner Technical Decision-Makers CTO/CIO IT manager/director IT administrator/IT generalist ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Customer Pain Points What are the problems your customers are facing?
Business Decision-Maker Productivity Issues: Employees complain of speed/connectivity issues; or remote users aren’t fully connected or as productive as core offices. IT Costs: Unpredictable IT expenses for hardware and software are difficult to forecast. Growing IT Overhead: Customers want to focus on business growth, not IT growth. Technical Decision-Maker Business Continuity Needs: Customer lacks a comprehensive business continuity/disaster recovery plan that keeps their business running and employees productive. Technical Support Burden: Technical support is consumed with mundane IT tasks – performance investigations, root cause analysis, link monitoring and traffic management. Security/Compliance Burden: Customers are required to support ever-growing requirements to maintain security needs and industry regulatory/compliance requirements. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Current Tactics What are your customers currently doing to address their pain points? Adding bandwidth for core and remote sites and deploying applications/services in the cloud without oversight or control Suffering from little or no IT management and adding complicated and time-consuming IT responsibilities to individual employees, business owners, etc. Maintaining inadequate IT infrastructure and policies, including using non-approved connections, secondary connections not under corporate control, not performing regular backups, and not controlling cloud applications or branch IT staff Providing patchwork desktop and application solutions that consist of locally installed applications (office, and line-of-business), hosted applications (Office 365, Google Docs), and various SMB- focused desktop management/imaging solutions to overcome bandwidth, control and security challenges ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Benefits of Arrow’s Solution
Here’s how Arrow’s solution play can benefit your customers Ensures that users have a consistent experience with cloud applications Slower or higher-latency connections can be optimized and accelerated to ensure that remote users have a consistent and high-performance Office 365 experience, no matter where in the world they may be. Ensures that remote offices have the same experience as corporate offices Remote Office/Branch Office (ROBO) IT management becomes simpler. This solution ensures higher speeds, offers better utilization of secondary connections, and provides true “on-demand” branch provisioning, traffic control, and security controls to match corporate standards from a central location, while providing BC/DR to co-located or fully cloud-based options. Offers simple and predictable to budgeting Enterprise-class technologies are offered on an accessible pay-as-you-go model. Customers can scale up in busy seasons, and reduce expenditures when needed. They can also shift capital expenditures into a predictable monthly expense and reduce expensive and lengthy bandwidth upgrades with predictable acceleration solutions. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Sell Demos and Proofs of Concept Quote, Order and Inventory Management
Financing Sell ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Demos and Proofs of Concept
Arrow Solutions Lab The Arrow Solutions Labs provide experienced engineers that help your partners design, test, demo and sell solutions to your end-customers while utilizing your products. Our labs are offered both in person and virtual, and they are capable of emulating small, medium and large IT infrastructures. The Arrow Solutions Labs are designed to be a sandbox for your partners to replicate customer environments, validate IT solutions and solve your customers’ business challenges. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Quote, Order and Inventory Management
my.WORKspace and MyArrow Arrow continuously works to enhance our reseller tools and improve collaboration with suppliers to deliver a superior customer experience through accuracy, reliability, and on-demand information available to our resellers. my.WORKspace provides our reseller community with direct access to quoting, ordering, and inventory availability, creating greater operational efficiencies. my.WORKspace also helps Arrow and its resellers be more nimble, simplifies the transactional relationship, and allows us to measure our execution so we will know where to focus on growing your business. MyArrow is a personalized suite of offerings designed to give resellers automated order information, including: Customized price quotes Order, shipment, and invoice information, such as: Backlog of orders not yet shipped Order notifications, confirmations, and scheduled/actual ship date notifications Connect with MyArrow: Click here to register | Click here to login ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Financing Arrow Capital Solutions
Arrow Capital Solutions is your one-stop shop for all things financing in the channel. As the financing arm of the most successful and financially sound distributor in the channel, Arrow Capital Solutions is uniquely positioned to deliver creative and innovative financing solutions for your organization. We are experts at building an integrated financing strategy that will deliver increased sales and profits, while accelerating your cash flow. In addition to our own in-house financing programs, we have established strategic partnerships with a select group of third-parties to ensure we are properly positioned to support your sales growth. We have the broadest financial offerings of any distributor in North America. Whether you are a vendor, solution provider, or an end-user, Arrow Capital Solutions is the right choice, right now! Contact us to get started today at ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Service ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Arrow Services Get to know the Arrow Professional Services team
Here at Arrow, we are always receiving requests for professional services from our partners and suppliers. Typically, this falls into one of the following categories: Education Deployment/installation services Support services (both proactive and reactive) Remote management and maintenance Through a combination of Arrow employees and third-party service providers, we will help you further extend your value proposition through remotely provisioned and scalable post-sale services, ensuring your customers’ success through all phases of the product lifecycle. From the initial design and installation to first- and second-call support; remote monitoring management, hands-on and virtual training, system decommissioning, and beyond – we’ve got you covered. Arrow can deliver these services for cloud, IoT, analytics, storage, security and all their related suppliers; and you can provide your customers expertise that delivers more value and higher margins. To learn more contact: Frank Tuchek, Director, Advanced Technical Services Jennifer Flanagan Supplier Manager ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Contacts and Resources

Contacts Connect with Arrow’s solutions experts
Practice Lead: Davitt Potter | | Riverbed Business Manager: Mary Burns | | ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Resources Arrow offers powerful resources to support your business
Data Sheets SteelHead SaaS Optimization of Microsoft OneDrive for Business Riverbed SteelFusion on Microsoft Azure - Solution Brief Accelerating Microsoft Exchange Online With Riverbed SteelHead SaaS Reference Materials Arrow Aims Azure/Riverbed Connectivity at Channel Important Considerations when optimizing O365 in an AER environment (white paper) ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Resources Riverbed Partner Center
The Sales Tool Box on the Riverbed Partner Center includes a wide variety of Riverbed + Microsoft Alliances resources. Once you log in with your RVBD partner login, go to the Tools tab and click on Sales Tool Box. ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

Remote/Branch Office Performance and Security Control

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