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Jan-Willem Keinke Sr. Sales Consultant

High Performance Application Delivery. Great user experience Every application Every location. Jan-Willem Keinke Sr. Sales Consultant. WAN Application Delivery is HOT!. Enterprises are more reliant on the WAN Real Time Transactions Collaboration Data, Voice, Video Convergence

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Jan-Willem Keinke Sr. Sales Consultant

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  1. High PerformanceApplication Delivery • Great user experience • Every application • Every location Jan-Willem Keinke Sr. Sales Consultant

  2. WAN Application Delivery is HOT! • Enterprises are more reliant on the WAN • Real Time Transactions • Collaboration • Data, Voice, Video Convergence • Server and Storage Consolidation • WAN is not delivering… • $1.2 Billion Market • Includes Visibility, QoS, Optimization, WAFS • Packeteer is the Market Leader - #1 Gartner, #1 IDC • 10+ years leadership • Sales partners in 100+ countries

  3. Application Delivery & The New Packeteer End User Presentation

  4. Goal: Effectively Deliver Applications Across the WAN Voice & video Convergence SAP, Oracle, Financial Transactions Real Time Transactions Files, email & content Collaboration Storage, backup, replication, network services Server & Storage Consolidation

  5. Reality: Networks Can’t Deliver Convergence • Critical applications fail to perform • Complaints from end users • Increased bandwidth demand & costs • Complex, distributed IT systems Real Time Transactions Collaboration Server & Storage Consolidation

  6. 200+ Applications on Average Enterprise WAN Business Transactions – small % Different issues impact different applications Today’s NetworksA Broad Set of Applications & Issues

  7. Today’s NetworksA Broad Set of Applications & Issues Common Problems Jitter & loss driven by congestion (in COS and out) Convergence Crowded out by ‘bursty’ collaborative apps & congestion Real Time Transactions Chatty protocols (CIFS) & bulk traffic burdens WAN Collaboration Centralized delivery burdens WAN, slows performance Server & Storage Consolidation Aggressive applications create congestion Recreational Applications Storms that bring down network – availability problems Malicious Traffic

  8. What Do You Need to Deliver? F ERP& CRM FinancialTransactions FileAccess & Collaboration Voice Server Consolidation Video

  9. Symptoms Poor call quality Slow video setup & freeze frames No tools to track quality Issues Congestion – other applications interfere Oversubscription – too many calls in a class of service Capacity – more traffic Convergence: Voice & Video Intelligent QOS Compression • Intelligence • Identification – each call • QOS Policy: Per call • QOS Policy: Contain disruptive applications, minimize disruption • Compression: RTP algorithms • Quality monitoring: voice & video

  10. Symptoms Outages or slow performance Transactions don’t complete Unavailable at key times - breakdown Issues Congestion – other applications interfere Capacity – increased users Transactional Traffic: SAP, Oracle, ERP, Financial Transactions Intelligent QOS Compression Acceleration (for long latencies) • Intelligence • Identify: key sub-application processes (Citrix real time vs. print) • QOS Policy: protect key transactions • QOS Policy: Contain disruptive applications

  11. Symptoms Slow file access Increased WAN Bandwidth demand File versioning & integrity problems Disruption of transaction traffic (ERP) Issues Latency & protocol design (CIFS/NFS) Bulk applications Centralization of services Collaboration & Server Consolidation Acceleration (CIFS/NFS) Bulk Caching • Intelligence • Identification: separate file traffic from transactions • File services: offline access, versioning, read/write mgt. • QOS Policy: Protect transactions • Virtual service delivery: File, Print, SMS, DNS/DHCP, Domain

  12. Packeteer Value: Server Consolidation 122 seconds CIFS File Open 5MB Word File 11 seconds – First Hit (cold cache) 3 seconds – Warm cache (includes ‘current version’ check) 192 seconds CIFS File Save 6.7 MB CAD File 6 seconds • Fix the Pain: • Fast File Access Fast - up to 300x improvement • Increased WAN Capacity up to 100x – file differencing, byte caching • Fully synchronized storage – available locally, controlled centrally • Broaden the Value • Optimize all bulk applications – FTP, HTTP, SharePoint • Delivery Local Network Services: Print, DNS/DHCP, MSFT SMS • Increase WAN capacity for all applications

  13. Symptoms Large jobs can’t complete in time Big pipes are underutilized Issues Big jobs that have to be done: Storage & DB Mirror, Backup, Replication Latency & protocol design (TCP) Scale: data center connects are big links Disaster Recovery & Storage Mirroring Acceleration (TCP) Compression • Intelligence • Identify: Big job applications & separate from transactions • Accelerate: Just the big jobs • QOS Policy: Protect transactions

  14. Additional Issues in Application DeliveryRecreational & Malicious Traffic Convergence Real Time Transactions Collaboration Server & Storage Consolidation iTunes, YouTube, P2P, Instant Messenger, Rich Media Recreational Applications Worms, Virus, Broadcast Storms, DDOS Malicious Traffic

  15. Symptoms Performance degradation of all business applications Severe availability issues Issues Recreational traffic crowds out transaction & voice traffic Recreational Traffic: iTunes, YouTube, Streaming, Surfing QOS Policy • Intelligence • Identify: catch applications that evade (port hopping, encryption) • QOS Policy: Contain or block • Allow: usage without disruption of key applications

  16. Symptoms Severe application availability problems Network disruptions & floods Issues Virus & worm propagation from inside network DDOS attacks Malicious Traffic: Virus, Worms & Malicious Attacks QOS Policy • Intelligence • Identify: attacks as they happen • Isolate: infected hosts & rogue servers • Policy: protect key applications • Quarantine: problem hosts & apps

  17. The Intelligent LifeCycleBest Practices for WAN Application Delivery • Assess • Identify applications • Monitor Performance • Diagnose issues & choose tools • Provision • Protect availability & continuity of key applications • Contain recreational & malicious • Align costs with business • Accelerate • Overcome latency • Enhance performance • Increase capacity • Extend • Security • Data center services • Distributed intelligence, centrally managed

  18. Appliances: Entry-level 1400 High End Data Center acceleration products Software: WAFS software installs on existing branch servers Client Software for Mobile & SOHO Client software for acceleration, high speed file, backup & synch Embedded: Work with OEMs, SPs and System Integrators Appliance Delivery 128 kbps to 1 Gbps Software Delivery Client, Server Packeteer Solutions for Every LocationFlexible Deployment Options

  19. Intelligent Complete WAN Optimization SystemEvery Application, Every Location VisibilityLayer 7 Plus Application Discovery ● Performance Monitoring Application QOS Provisioning Policy. InboundMgt, Application Availability Acceleration Acceleration, Data Compression & Caching Branch Services WAFS, Print, SMS, Storage, Network & Security Central Management System

  20. Optimization-only technologies Alternatives are Narrowly Focused Visibility App QOS Acceleration Branch Services L7 Classification QOS Provisioning Compression & Caching Protocol Acceleration WAFS ApplicationServices Real Time Monitor Customer Critical: SAP, Oracle, Voice & video Collaborative File Access Email and groupware Storage, Backup, DB synch Recreational Control Malicious Traffic Protection

  21. Appliances: Entry-level 1400 High End Data Center acceleration products Software: WAFS software installs on existing branch servers Client Software for Mobile & SOHO Client software for acceleration, high speed file, backup & synch Embedded: Work with OEMs, SPs and System Integrators Appliance Delivery 128 kbps to 1 Gbps Software Delivery Client, Server Packeteer Solutions for Every LocationFlexible Deployment Options

  22. iShared Acceleration, Caching & Branch Services SkyX High capacity data center acceleration Mobiliti Software client for mobile & SOHO Packeteer Products Optimized for Specific Problems Malicious Convergence Real Time Transactions Collaboration Server/Storage Consolidation Recreational PacketShaper Visibility, QoS, Compression & Acceleration

  23. Compression Module to Reduce WAN Data • Decrease traffic by compressing data • Increase capacity of network services • Acceleration Module Increases Performance • Overcome protocol design limits and latency • Accelerate performance • Centralized ManagementSoftware • ReportCenter and PolicyCenter • Reduce TCO • Monitoring Module for Visibility • Standard on all PacketShaper models • Discover applications on the network • Track application response and SLAs • Diagnose problems and issues • Shaping Module for Control • QoS provisioning to ensure performance of critical applications • Align network costs with the business PacketShaper: Bridging the WAN-Application Gap ShapingModule CompressionModule AccelerationModule Monitoring Module PacketShaper PolicyCenter ReportCenter

  24. The Sales Process

  25. Target & Qualify Prove & Broaden Value Plant the Flag Extendinto Account • Find Pain • Find Budget • Match Solution • Show the fix: Demo & Evaluation • Extend with Visibility • Handle Competition • Spec & Sell • Extend – Sell Visibility • Establish frameworkfor success • Identify new projects – PKTR and others • Advise customer on issues • Replace point tools Pain Relief Cure • Focus application • Every application Enterprise Sales Cycle

  26. Target & Qualify Find Pain Key Applications Performing Poorly • File Access (CIFS) – Microsoft file access & collaboration • SAP & Oracle – business critical ERP, logistics • Real Time Transactions – point of sale, financial trades, combat intelligence • Voice – IP Telephony Convergence

  27. Example: File access issues forConsolidators and Collaborators Prospect Collaborator Consolidator • Problems: • Slow file access • Data Integrity / Version Mgmt • Unreliable WAN • Problems: • Slow file access • Remote office backup • Server/storage proliferation • SMS distribution • Regulatory compliance Customers may have both

  28. Find Budget • Pain points rise to top of budget • Extending the value opens up other budget lines • Performance monitoring infrastructure (probes) • Branch Security & Compliance • New infrastructure initiatives – Voice, video, ERP, MPLS, web services • Infrastructure initiatives – backup, server & storage consolidation

  29. iShared Acceleration, Caching & Branch Services SkyX High capacity data center acceleration Mobiliti Software client for mobile & SOHO Packeteer Products Optimized for Specific Problems Malicious Convergence Real Time Transactions Collaboration Server/Storage Consolidation Recreational PacketShaper Visibility, QoS, Compression & Acceleration

  30. Match the ProductTransaction v. Bulk Applications Real Time Transactions Bulk Applications • SAP & Oracle • Web Transactions • Financial trades • Credit card transactions • Real time gaming • Big Files (Word, ppt, pdf) • CAD Drawings • Email attachments • OS Patches • Software downloads PacketShaper iShared

  31. RAM-based Data Compression Stateful compression High efficiency, low latency Application specific dictionaries Disk-Based Data Compression Wide Dictionary Compression AKA: caching platform – file caching and byte caching Large patterns stored on disk arrays “Second pass” hits cache Exceptions No ‘repeated access’ (second pass), no cache hit Match the Product Compression v Caching iShared PacketShaper

  32. Prove & Broaden Prove & Broaden Value • Solve the pain – Show the value • Use the Intelligent LifeCycle approach to broaden the value • Educate on issues & manage competition

  33. ProveShow the Value Associated with Pain • Before & After Results - Collateral • Per application results • Case studies • Reference Accounts. • Case studies – www.packeteer.com • Reference customers – contact your CSM • Online Demonstration • Packeteer maintains online demo environments • Contact your Packeteer CSM • On-site Demonstration & Evaluations • Differs by application and product • See your “Packeteer Demo and Evaluation Guide” Prove & Broaden Value

  34. Visibility Broaden The Value Proposition Target & Qualify Prove & Broaden Value Plant the Flag Extendinto Account V V • Visibility • Assess what is on the network • Validate perceived problem – or show real problem • Identify & educate on other issues • Add to EVERY EVALUATION AND EVERY SALE – at least one appliance • Position other Packeteer capabilities for other issues • Educate - Packeteer’s Intelligent LifeCycle • Starts with Assessment • Best Practices for managing through application delivery issues

  35. The Intelligent LifeCycleBest Practices for WAN Application Delivery • Assess • Identify applications • Monitor Performance • Diagnose issues & choose tools • Provision • Protect availability & continuity of key applications • Contain recreational & malicious • Align costs with business • Accelerate • Overcome latency • Enhance performance • Increase capacity • Extend • Security • Data center services • Distributed intelligence, centrally managed

  36. Handling the CompetitionKey Packeteer Differentiation • Intelligent Acceleration • Differentiate applications • Know what to accelerate, what to NOT accelerate • Intelligence beats ‘brute force’ acceleration • Enables problem traffic – recreational and malicious • Can hurt transactions & convergence • Every Application • Deliver all key applications – Voice, transactions, collaboration • Manage malicious & recreational traffic • Every Location • Appliance family fits from branch to data center • Software option for branch server infrastructure • Client software for mobile, home and desktop

  37. iShared Acceleration, Caching & Branch Services More Complete Solution Set Malicious Convergence Real Time Transactions Collaboration Server/Storage Consolidation Recreational PacketShaper Visibility, QoS, Compression & Acceleration Acceleration & WAFS Vendors

  38. Plant the Flag Plant the Flag • Spec & Sell • Get the right product, right platforms • Close the sale! Let the value start flowing. • Sell Visibility • Every sale should include a PacketShaper with Visibility • Establish framework for success • Support, Training & Installation • Ongoing monitoring: applications & the account

  39. Establish Framework for SuccessSupport, Training & Installation • Support • Access to new releases • Provides help when things go wrong • Education & Training • CRITICAL for successful installation • CRITICAL to ongoing adoption • Installation • Make sure it gets deployed right – Phase I problem means delayed Phase II • If they need help – provide it. Partner installation service • If you need help – Packeteer installation services

  40. Establish Framework for SuccessOngoing Monitoring • Establish Visibility as part of their process • Configure an alert on key application to be emailed or SNMP’d • Set up a report to be sent to them (ReportCenter) • Have them, minimally, view the “Using Packeteer for Troubleshooting” - free on PKTR training site • Schedule a “6 month checkup” • Conduct a quick assessment of conditions • Talk about upcoming projects/initiatives • Establishes you as the trusted advisor for networked applications

  41. Extending into the AccountYour Role as Trusted Advisor Extend into Account • Identify projects & new initiatives • Advise customer on new and emerging issues • PKTR and/or other solutions in your portfolio • Replace Point Tools: Consolidate The Toolset

  42. Become Trusted Advisor Conduct periodic assessment Advise & educate on issues Not just Packeteer Other tools in your portfolio Use Packeteer’s Intelligent LifeCycle Starts with assessment for new projects Provides best practices for new issues Demonstrates all the values of the system Assess Intelligence Provision Extend Intelligence Accelerate ExtendIdentify Projects & New Initiatives

  43. What’s on your plate? • Server Consolidation • Backup redesign • SMS Infrastructure • New App Rollout • Probe Replacement • MPLS transition • Branch Security Initiative • IP Telephony Transition Intelligence ExtendFind Projects & New Initiatives Assess We can help! Provision Extend Accelerate

  44. Probes Limited application intelligence No ability to fix issues Acceleration & compression devices Optimized for narrow application set Dumb, brute force tools relieve pain but not the problem Advanced Router features Limited capabilities Ineffective in most situations Risky advanced configurations ExtendConsolidate Tools, Replace Point Products

  45. Intelligent LifeCycle: Server Consolidation

  46. Acute PainCollaborators and Consolidators • Pain: File Access is SLOW over WAN (CIFS) • Pain: Huge WAN bandwidth requirements • Secondary pain points • No file access when WAN is down • Impacts on other applications (ERP, voice, email)

  47. Assess Intelligence Extend Provision Accelerate Packeteer’s Intelligent LifeCycleServer Consolidation • Assess • Readiness for server consolidation • Provision • Protect availability of key applications • Accelerate • CIFS Acceleration & WAFS • Increase WAN Capacity • Extend • Local network services to branch • Scalable storage

  48. Assess Intelligence Extend Provision Accelerate Assess: Server Consolidation Intelligent LifeCycle • Assess WAN issues in pilot • Measure file access bandwidth use • Measure DNS, DHCP, Print and other services • See what’s already using bandwidth • Discover applications • Track network utilization • Monitor application performance • Model capacity needs & evaluate options • How much additional capacity is needed

  49. Assess Server ConsolidationIntelligent LifeCycle • Determine • Do you need more bandwidth? • Will a WAFS solution provide better user response times? • Is there significant print, SMS and DNS/DHCP traffic

  50. Provision - Intelligent LifeCycle • Ensure Availability of Key Applications • Contain problems caused by all new file traffic. • Protect SAP, transactions, voice • Reclaim bandwidth • Minimize recreational traffic on the network

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