1. Cisco Web Security Competitive Battlecard: Blue Coat Claims & Weaknesses • Blue Coat • Blue Coat Offerings • Blue Coat Claims • How-to-win Response • Multi-appliance solution: • ProxySG: user authentication, web filtering, data loss prevention, inspection, visibility of SSL-encrypted traffic, content caching, bandwidth management, stream-splitting • + • ProxyAV: antimalware via ICAP; separate appliance • + • DLP: OEM from Code Green; separate appliance • + • Director: centralized policy management; requires hardware, licensing and support • + • Reporter: centralized reporting; off-box • Secure Web Gateway Virtual Appliance: capabilities of ProxySG for an enterprise branch office solution • WebFilter: powered by WebPulsethreat intelligence and includes ProxyClient, which needs another client manager • ThreatPulse: cloud service • Blue Coat Weaknesses • Complex, multi-box solution:every feature requires another box; Blue Coat historically puts PS on any order above $250k to account for inevitable trouble • Narrow threat intelligence: WebPulse serves only 1B requests a day (SIO = 13B) • Difficult management: UI is old and difficult to navigate; configuring even moderately complex policies is cumbersome and frustrating for new users; all boxes have different management structures, workflows and code trains • Limited AVC: most of their apps are domain based with no granular control • Increased latency: every AV scanner is a separate appliance in a chain, compounding latency • Migrating customers: support for ProxySG 210, 510, 810 and 8100 ends in 2013 • One-liners Multi-appliance solution is a pain to deploy and maintain Upfront value masks significant TCO due to complexity Blue Coat is a niche player with no broader security architecture Customers are often unhappy with support due to high churn

2. Cisco Web Security Competitive Battlecard: Cisco Strengths and Defenses • Blue Coat Blue Coat on Cisco How-to-win Response Cisco vs. Blue Coat Overview Cisco Strengths • One-liners Cisco offers complete web security with a single appliance or cloud interface • Vision for security: 1 of Cisco’s top 5 priorities, with over $5B invested in R&D every year • Deployment flexibility: standalone, virtualized, cloud, router, firewall, hybrid, integrated mobility client • World-class support: JD Powers award winning security support centers worldwide • Investment protection: 3 to 5 years of support after end of life on both hardware and software • Threat Intelligence: SIO; 13B daily web requests • Simple deployment and maintenance: centralized management and reporting, with integrated services to reduce OpEx • Layered antimalware defense: multiple layers of malware built in, not added on Cisco has the market’s only 0-day anti-malware solution Cisco lowers TCO with simple deployment and management Cisco’s SIO offers real-time threat intelligence with the broadest visibility