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1 Adding WAN Optimisation to Boost Storage Sales Success Nigel Hawthorn VP EMEA Marketing Blue Coat in a Virtual World.

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Presentation on theme: "1 Adding WAN Optimisation to Boost Storage Sales Success Nigel Hawthorn VP EMEA Marketing Blue Coat in a Virtual World."— Presentation transcript:

1 1 Adding WAN Optimisation to Boost Storage Sales Success Nigel Hawthorn VP EMEA Marketing Blue Coat in a Virtual World

2 2 Agenda 3-Slide Overview of Blue Coat Virtualisation and Centralisation Overview WAN Application Delivery: The Wider Context Blue Coat Benefits – Stop the Bad. Accelerate the Good – Additional Benefits of PacketShaper – Benefits in a Virtualised, Centralised Implementation Comparing Alternatives and Blue Coat Differentiation Selling the Blue Coat Value Summary

3 3 Quarterly Revenue Growth

4 4 WAN Optimization Controller, 2007 “Blue Coat has strong market understanding, demonstrated through its broad WOC range and feature set. This includes HTTPS acceleration, ECDN, a software client ("SoftWOC") and support for streaming media.” “Blue Coat is one of the few vendors in this market that has proved its scalability and performance” Secure Web Gateway, 2007 Source: Gartner Magic Quadrant for WAN Optimization Controllers, 2007 Source: Gartner Secure Web Gateways, 2007 Leader Position in Two Gartner Magic Quadrants

5 5 Blue Coat and Packeteer Together Market Leaders in WAN Optimization & Secure Web Gateway – #1 in WOC market share according to IDC – Leader in SWG Gartner MQ -2007 – #1 market share for WAN Optimization according to Infonetics Combined revenue > $400 million Sales offices in 26 countries 7X24 global support in 9 countries 15,000+ customers 100,000+ appliances world-wide install base 1300+ employees worldwide

6 6 Blue Coat Application Delivery SeeAccelerateSecure Application Performance Monitoring WAN Optimization Secure Web Gateway Control End-to-End User Experience Blue Coat PacketShaper ProxySG

7 7 Data Center Virtualisation and Centralisation Centralisation – Eliminate storage arrays in Remote Offices – Business-driven Compliance Cost Security Control Virtualisation – Completely abstracting logical storage from physical storage – Business-driven Cost High availability Power consumption Hardware utilisation Remote Office Storage Centralisation

8 88 Centralisation with VMWare: Problems IT organization has implemented Centralisation: – Moving “physical” servers to a “virtual” Data Center – Invested in VMWare to make this more efficient WAN links vs LAN: – Higher latency, less bandwidth – Data transfers are slower!!! Example data set of 3GB VMware virtual disk file – Represents 8GB Windows 2003 R2 server – Time for V2V operation via VMware Converter: 19 mins Bandwidth: 1.5 Mbps (T1) Latency: 100 ms RTT Virtual DC

9 9 Centralisation with VMWare: Blue Coat ProxySG Solution Acceleration of: – Conversions – Backups / mirrors Blue Coat is part of the Technology Alliance Program White Paper and End User presentation available

10 10 Bandwidth Management – Business Process Divide traffic into classes, by: – User, application, content, transaction, application protocol, etc. Guarantee priority and min and/or max bandwidth for a class Align traffic classes to business priorities Even for SSL encrypted applications Operates alone, or integrates with your existing packet-layer QoS Salesperson, placing order with Sales Automation App Priority 1 Min 400Kb, Max 800Kb Non-Sales Management Pulls Client List Block Salesperson query with Sales Automation App Priority 2 Min 100Kb, Max 400Kb Marketing person, Surfing Sales Automation App (reporting) Priority 3 Min 0Kb, Max 200Kb

11 11 Protocol Optimization 10-100X Faster Includes CIFS, MAPI, HTTP, HTTPS, TCP

12 12 Object Caching BRANCH DATACENTER Client served from local proxy 100% acceleration – no data across WAN Works on second, and all subsequent requests

13 13 Byte Caching 1539fc6331e770027ac6733266cd22bb[REF#1]5228374ab8 cc7e90d80a99a7e557af[REF#2]8368ebd24540aab78e7dc7 a7be65c 1539fc6331e770027ac673 3266cd22bba67e002b7aa6 64f5228374ab8cc7e90d80 a99a7e557af78d99d6f22e b6aac725164deccc60080 00b367a5d58368ebd2454 0aab78e7dc7a7be65c Byte Caching 1539fc6331e770027ac673 3266cd22bba67e002b7aa 664f5228374ab8cc7e90d8 0a99a7e557af78d99d6f22 eb6aac725164deccc6008 000b367a5d58368ebd245 40aab78e7dc7a7be65c Proxies “learn” common patterns Create short references and pass those instead Works on all files, all applications over TCP 1539fc6331e770027ac673 3266cd22bba67e002b7aa6 64f5228374ab8cc7e90d80 a99a7e557af78d99d6f22e b6aac725164deccc60080 00b367a5d58368ebd2454 0aab78e7dc7a7be65c

14 14 Compression 1101111100111001001001011100110010101110110010000 1001100111001000001111000111001100011 1101111100111001001001011 100110010101110110010000 1101001100111001000001111 000111001100011000001001 111000000110111101001000 0110110100101111100110100 1110110100110100111100100 000000000011100101110010 110110110100101011001011 001010101010100101010101 01010100101000010100 COMPRESSION 110111110011100100100101 110011001010111011001000 011010011001110010000011 110001110011000110000010 011110000001101111010010 000110110100101111100110 100111011010011010011110 010000000000001110010111 001011011011010010010010 101010010101010101101100 101100010100 Industry-standard gzip algorithm compresses all traffic Removes predictable “white space” from content and objects being transmitted

15 15 MACH5 Techniques Work Together Object Caching Caches repeated, static app-level data; reduces BW and latency Byte Caching Caches any TCP application using similar/changed data; reduces BW Compression Reduces amount of data transmitted; saves BW Bandwidth Management Prioritize, limit, allocate, assign DiffServ – by user or application Protocol Optimization Remove inefficiencies, reduce latency

16 16 Benefits of ProxySG in a Centralized, Virtualized Implementation

17 17 MACH5 Accelerates Applications MACH5 Optimizes More Protocol Types, Removes More Latency and Saves More Bandwidth than Other Solutions

18 18 WAN Application Delivery: The Wider Context Remote Office Data Center External Applications / Software as a Service Traditional Applications Voice and Unified Communications Video Desktop Virtualization Recreational Traffic Web 2.0 and mashups Storage Consolidation Mobile Workers

19 19 Traditional Blue Coat Value: Stop the Bad. Accelerate the Good. Deliver Any App, To Any User, Anywhere

20 20 Additional Benefits of PacketShaper Discover All Application Traffic Monitor User Experience Troubleshoot Performance Issues Resolve Issues Pre-empt Problems Control and Protect Application Performance Application Visibility Application QoS

21 21 What is Application Visibility? Web Browsing 28% Other 4% TN3270 2% Citrix 5% Oracle 7% File Transfers 9% E-mail 20% Internet Gaming 5% P2P 12% Recreational Streaming 8% 53% of bandwidth being used by recreational applications 14% of bandwidth is “business critical” Visibility Identifies Applications for What They Really Are

22 22 What is Application QoS? Unacceptable ERP performance Insufficient bandwidth and congestion Uncontrolled recreational traffic Wasted bandwidth and impact on business- critical applications Unpredictable Voice quality Crowded out by bandwidth hungry apps

23 23 What is Application QoS? Great ERP performance Protected from apps and congestion 100% control of recreational traffic No matter how much it tries to hide Voice quality – 100% assured all-level QoS Powerful, Dynamic Application-aware Bandwidth Shaping

24 24 Why Not Just Try to Accelerate Everything? Up to 60-70% of Bandwidth Consumed By Recreational Traffic – Recurring Performance Issues with Business Applications Network Acceleration Can HURT some types of business traffic – Protocol acceleration benefits recreational traffic most – Crowds out voice and other time- sensitive traffic voice CRM ERP Olympics video download Unique Visibility, QoS and Security – Ultimate Bandwidth Control Access to centralized Storage

25 25 Comparing Alternative Approaches SeeAccelerateSecure Blue Coat Discover All Application Traffic Monitor User Experience Troubleshoot Performance Issues Resolve Issues Pre-empt Problems Accelerate Internal Bulk Traffic Control and Optimize External Applications Optimize and Protect Real Time Applications

26 26 Selling the Blue Coat Value in Centralisation and Virtualisation Projects Storage Group – Implement Acceleration to consolidate and deliver fast access to centralised / virtualised storage IT in general – Intelligence through Deep Visibility Identify & measure applications Track response, troubleshoot problems Identify issues, choose tools – Increase performance of all key apps Bulk: Files, storage & email Transactions: ERP, CRM, Thin – Protect and guarantee availability Ensure availability of key applications Control recreational and malicious traffic Centralisation of storage, virtualisation and data warehousing Additional Blue Coat Value

27 27 WAN Optimization Bringing it All Together: Selling the Blue Coat Advantage Accelerate Application Performance Monitoring See Breadth Secure Web Gateway Secure Breadth Depth Control End-to-End User Experience Blue Coat

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