38 Storage Architect Architects – Changing the Mindset Network Architect Application Architect
39 Results: Changing the Mindset 10-15% of IT infrastructure teams now are referring to themselves as application networking teams —and are increasingly cross-functional. Application Networking and Delivery references within press and analyst “I’ve got the network guys asking me community has quadrupled in ’07. about application delivery. More Top Tier Analyst Reports on importantly, they are starting to think like Application Networking they are application delivery engineers. In all seriousness, I think there’s a sea 60 change afoot .” 40 20 - Matt Cauthorn, FSE 0 FY'06 FY'07
40 Results: Bigger Deals Sales from Deals >$200k $100,000,000 $75,000,000 $50,000,000 $25,000,000 $0 FY'05 FY'06 FY'07
41 Results: More Cross Selling Opportunities # of Accounts >$400k per Year 160 140 120 100 80 60 40 20 0 FY'05 FY'06 FY'07
42 Results: More Cross Selling Opportunities Sales from Accounts >$400k per Year $160,000,000 $140,000,000 $120,000,000 $100,000,000 $80,000,000 $60,000,000 $40,000,000 $20,000,000 $0 FY'05 FY'06 FY'07
43 Results: Improved Strategic Position # of Accounts >$1M per Year 50 40 30 20 10 0 FY'05 FY'06 FY'07
44 Results: Improved Strategic Position Sales from Accounts >$1M per Year $100,000,000 $75,000,000 $50,000,000 $25,000,000 $0 FY'05 FY'06 FY'07
45 Solution / TechCenter Results Technology Center Technology Center / POC Engagements Assisted Revenue 150 30 $28M 100 20 105 50 10 0 0 FY'06 FY'07 FY'06 FY'07 Example Titles Example Customers C.I.O C.T.O V.P. of Application Architecture V.P. of Application Infrastructure Managing Director, Information Systems V.P. of Network Infrastructure & Ops V.P. of Network Services & Design
46 2007 Go-to-Market Engagement Strategy User Experience & App Performance App Security & Data Integrity Unified Security Enforcement & Access Control Managing Scale & Consolidation
47 Market Engagement Business Continuity HA Strategy 2008 Disaster Recovery User App Experience Security & App & Data Performance Integrity People Apps Data Managing Scale & Storage Consolidation Growth Unified Security Enforcement & Access Control
48 Account Engagement Business Strategy 2008 Continuity HA Disaster Recovery User App Experience Security & App & Data Performance Integrity People Apps Data Managing Storage Scale & Growth Consolidation Unified Security Enforcement & Access Control
49 Business BIG-IP LTM • GTM • Application Delivery Continuity HA LC • WA FirePass • ARX • Disaster WJ Recovery Network 2.0 • WAN Virtualization User App • File Virtualization Experience Security • DC to DC & App & Data Acceleration Performance Integrity • Virtualized VPN BIG-IP LTM • GTM • BIG-IP LTM Access • AAA WA ARX • WJ • ASM • Asymmetric & • Data FirePass Symmetric Protection Acceleration • Transaction People • Server Offload Validation • Load Balancing Apps Data • Virtualization • Virtualized App & Infrastructure • Migration • Server & App • Tiering Offload • Load • Load Balancing • Remote, WLAN & LAN Balancing Central Policy Managing Enforcement Storage Scale & • End-Point Security Growth Consolidation • Encryption ARX • AAA BIG-IP BIG-IP LTM • GTM • GTM LC • WA FirePass • ARX • WJ Unified Security FirePass Enforcement BIG-IP LTM • GTM & Access Control
50 Customer Success Story: Large Financial � Who � Bank and holding company - capital management, general banking, wealth management, corporate and investment banking � 3,000+ offices � Customer Objective: � Flexible architecture - create services overlay network architecture to support their SOA for applications � Accelerate transactions / minimize latency – “milliseconds mean millions” � Business continuity / disaster recovery - ensure all infrastructure and datacenters are available � Application security / data integrity - support PCI compliance � Outcome: � $1.44M (LTM/GTM/ASM/WA) • Evaluating ARX and soon WANJet for DC to DC
51 Targeting Application Architects: Results $1.4M l l o o n n g g New Targets to Engage Traditional e e r r F5 Engagement Points c c y y c c l l e e $40k shorter cycle
52 Engaging the Customer Buying Process: Load Balancing – usually $30k-$60k cycle Leverage from this point of strength to something more
53 Engaging the Customer Buying Process: The ADN & ARN Message $1.4M initial deal – other datacenters and branches to follow
54 What’s Next in 2008 � Double-down on solution execution � Double-down on partnerships � Double- down on educating field & channels � Anticipated results: � Increased standardization on F5 � Greater frequency of deals � Bigger deals and more of them � More referrals from partners
55 F5 Networks F5 Networks Analyst/Investor Meeting Analyst/Investor Meeting November 2, 2007 November 2, 2007 Jim Ritchings VP Business Development
56 What We Will Cover Today � Application Partner Update � Microsoft, SAP, Oracle � The EMC Partnership
57 F5 and Microsoft � Partnership Established 2001 Microsoft Tech Centers � F5 is a Globally Managed ISV Partner � Microsoft Technology Center Alliance Partner � Solution Portfolio: � Application Ready Network • Exchange 2007, SharePoint 2007, Office Communications Server 2007 � Additional Solutions: • BizTalk, Dynamics, SQL Server, IIS, ISA, Windows Based Hosting, Hosted Messaging & Collaboration, .NET, Windows Terminal Server, Systems Center Ops. Manager…….
58 Market Opportunity � Exchange 2007: � “Exchange 2007 volume adoption will begin in earnest in 2008 with the installed base (which comprises approximately 150 million commercial users) reaching 40% in 2010 (0.7 probability). Gartner � SharePoint 2007: � “80 million licenses sold with over 10,000 customers. Examples of enterprise-wide deployments like Accenture, Honeywell, and DelMonte are now commonplace. Kurt DelBene, Corporate Vice President, Office Business Systems Platform, October 2006
59 F5 and Microsoft � Go-to-Market � Marketing/Demand Creation: • Worldwide Shows/Events - TechEd, Microsoft Mgt Summit - Vertical Industry Events - Application Ready Network (ARN) Roadshow � Field and Channel Enablement • F5 Channel, F5 Sales • Field Engagement with MSFT • MSFT Business Strategy Consulting Group • Joint Solutions with HP Services
60 F5 and SAP � Partnership Details : � F5 Founding member of SAP CO-Innovation Lab (COIL) � SAP-Certified Products : � BIG-IP Local Traffic Manager with Web Accelerator � BIG-IP Local Traffic Manager with Application Security Manager � FirePass SSL-VPN � Solution Portfolio: � F5 Solution = Application Ready Network for SAP � Go-to-Market: � Marketing/Demand Creation: Worldwide Shows/Events • � Field and Channel Enablement SI’s, F5 Channel, F5 Sales •
61 SAP High-Value Targets Customers Using the 1. L A R G E L A R G E SAP Business Suite SAP Business Suite > 2,500 > 2,500 ~ $30 billion ~ $30 billion NetWeaver employees employees market market including SAP ERP 6.0 including SAP ERP 6.0 Enterprise SOA platform < 2,500 < 2,500 ~ $15 billion ~ $15 billion SAP Business All-in-One SAP Business All-in-One R/3 to mySAP/ERP employees employees market market 2. M ID S IZ E M ID S IZ E 6.0 upgrades NEW BUSINESS NEW BUSINESS 100-500 100-500 SAP Business ByDesign SAP Business ByDesign ~ $15 billion ~ $15 billion employees employees market market S M A L L S M A L L < 100 < 100 ~ $15 billion ~ $15 billion SAP Business One SAP Business One employees employees market market -Source: SAP
62 SAP High-Value Targets F5 Value Proposition � Improved Server L A R G E L A R G E SAP Business Suite SAP Business Suite > 2,500 > 2,500 ~ $30 billion ~ $30 billion Utilization/Cost employees employees market market including SAP ERP 6.0 including SAP ERP 6.0 Reduction: � 44% reduction in server < 2,500 < 2,500 ~ $15 billion ~ $15 billion CPU utilization SAP Business All-in-One SAP Business All-in-One employees employees market market M ID S IZ E M ID S IZ E � 20x reduction in server- side connections NEW BUSINESS NEW BUSINESS 100-500 100-500 � Improved WAN SAP Business ByDesign SAP Business ByDesign ~ $15 billion ~ $15 billion employees employees Performance market market � 2x improvement in WAN S M A L L S M A L L portal login time. < 100 < 100 ~ $15 billion ~ $15 billion SAP Business One SAP Business One employees employees market market � 4.5x to 177x faster document downloads � Reduced bandwidth -Source: SAP costs
63 F5 and Oracle � Partnership Details: � Oracle Certified Partner Partners Since 2000 • Maximum Availability Architecture • Cooperative Support Agreement • � Solution Portfolio: � Application Ready Network: Oracle Application Server • Oracle e-Business Suite • PeopleSoft • Oracle Infrastructure & Technology • Solutions Oracle Fusion Middleware Oracle Portal
64 F5 and Oracle � Go-to-Market � Marketing/Demand Creation: • OOW, Regional User Groups, etc. • Application Ready Network Outreach (Q2) - Webinars, E-mail Campaigns • Oracle Enterprise Technology Centers � Field and Channel Enablement • Oracle North American Field Sales Kick-Off F5 Sales, F5 Channel • - DELL Enterprise Lab – PeopleSoft/f5 Bundles • Oracle Consulting, Oracle SI Partners
65 The EMC²/F5 Partnership
66 F5 and EMC � EMC is reselling WANJet effective immediately. � EMC Select Program � EMC reps paid commission + quota retirement on WANJet � F5 and EMC have Signed A Cooperative Support Agreement
67 The WANJet + SRDF Solution BIGGER � EMC E-Lab SRDF = EMC Data Center Replication Solution � WANJet tested and approved for SRDF data-center to data- � center replication. Tested in varying network conditions (latency, packet loss) � Measured BW utilization, host response times, time to complete � replication, etc. � Value Proposition WANJet delivers faster replication � 5-10x Improvement based on Customers and Poc’s • WANJet uses less bandwidth � Up to 90% Less Bandwidth Required •
68 Large Government Agency Use Case CHALLENGES � 1,000+ miles between DC’s. � 18 Mb/sec of bandwidth provided, but over 90 Mb/sec needed to run replication � Government not willing to lease more BW. � Unable to sustain replication beyond 2 hours. � Deal stalled in POC. EMC unable to close. RESULTS with F5 WANJet � 8:1 Optimization/Compression rate achieved � SRDF/A replication able to run on 18 Mb/sec link in production � Avoided need for additional bandwidth � EMC closed the sale
69 Next Steps � Aggressively pursue EMC sales reps and technical consultants (SE’s) � Technical training, lunch & learns, etc. � F5 Field Training Underway � EMC Customer Outreach: � EMC Forums, EMC World, Webcasts, Email campaigns, etc. � EMC field is already introducing opportunities to F5
70 F5 Networks F5 Networks Analyst/Investor Meeting Analyst/Investor Meeting November 2, 2007 November 2, 2007 Christopher Lynch SVP Data Solutions
71 Data Solutions Data Solutions
72 File Virtualization Market 2006-2010 $1,400 $1,200 $1,000 CAGR 124% $800 $M $600 $400 $200 $0 2006 2007 2008 2009 2010 Sources: Gartner Dataquest (Oct ’07), Forrester (March ‘07), IDC & Infonetics (May ’07)
73 Industry Trends Explosion in amount of file • data TB Growth TB Growth File-based storage increasing � by 50% to 120% annually Declining storage costs • Cost of disk storage systems � is declining >30% annually Increasing density � Rising total cost of ownership � Cost of managing storage � $/TB Cost $/TB Cost outweighs acquisition costs Increasing energy and space � costs “Network-based file virtualization is a key technology for more effectively managing file-based information.” - IDC “Network-based file virtualization is a key technology for more effectively managing file-based information.” - IDC
74 The Freedom Effect � Raw storage device prices continue to fall dramatically Storage Industry Storage Industry Cartel Price Cartel Price � Two large vendors largely control end- user storage pricing $30/Gb Lock- -in in Lock � Consumer switching costs are high due to proprietary vendor Storage Storage Street Price Street Price lock-in $10/Gb � The problem is getting worse not better “ File virtualization solutions offer a compelling alternative …” “ File virtualization solutions offer a compelling alternative …” Brad O’Neill, Taneja Group Brad O’Neill, Taneja Group
75 What Drives Acopia Customers � Storage Growth is Storage Growth is � ($B) ($B) (EB) (EB) UNDERMINING their their UNDERMINING $35 20 $35 20 business business $30 $30 � Cost Cost 15 15 � $25 $25 � Disruption Disruption � $20 $20 10 10 � Inability to Scale Inability to Scale � $15 $15 $10 $10 5 5 $5 � Their Information Assets Their Information Assets $5 � are AT RISK AT RISK $0 0 are $0 0 5 7 9 5 7 9 � Inaccessible Inaccessible � 0 0 0 0 0 0 0 0 0 0 0 0 2 2 2 2 2 2 � Exposed Exposed � � Unprotected Unprotected � WW disk system revenue WW disk system revenue Exabytes shipped shipped Exabytes Source: IDC Source: IDC
76 Storage Professionals’ Top Pain Points Managing Storage Growth Proper Capacity Forecasting & Storage Reporting Backup Administration & Management Managing Costs Managing Complexity Storage Provisioning Addressed by Addressed by Archiving and Archive Management ACOPIA ACOPIA Dealing with Performance Problems Data Mobility Lack of Integrated Tools Regulatory Compliance Power Management Vendor Management 0% 10% 20% 30% 40% 50% Source: Source: TheInfoPro TheInfoPro Storage Study Q1, 2007 Storage Study Q1, 2007
77 Storage Professionals’ Top Pain Points Managing Storage Growth Proper Capacity Forecasting & Storage Reporting Backup Administration & Management Managing Costs Managing Complexity Storage Provisioning Addressed by Addressed by Archiving and Archive Management ACOPIA ACOPIA Dealing with Performance Problems Data Mobility Lack of Integrated Tools Regulatory Compliance Power Management Vendor Management 0% 10% 20% 30% 40% 50% Source: Source: TheInfoPro TheInfoPro Storage Study Q1, 2007 Storage Study Q1, 2007
78 File Virtualization Purchase Intent EMC 2007 Spending and 2007 NetApp Spending Compared to 2006 Acopia for Users with the Microsoft Technology In Use IBM HDS NeoPath 100% $1M - $4.99M Less HP Overall Implementation Time Frame $500K - $999K Money 15% Cisco 80% More In Use 17% $100K - $499K Money Now Symantec 38% In Pilot / 7% Evaluation 60% Sun In Near- 13% Under $100K About term Plan Compellent the In Long- 40% 16% Same term Plan Brocade 47% 48% Not in Plan ONStor 20% No Spending Kazeon 0% 0% 10% 20% 30% 40% 50% 2007 Spending Ranges TheInfoPro Storage Study Q1, 2007
79 It’s a Simple Story BEFORE AFTER BEFORE AFTER User / application access tightly User / application access tightly File access decoupled from physical File access decoupled from physical � � � � coupled to physical file storage storage location coupled to physical file storage storage location Inflexible: change is disruptive : change is disruptive Flexible: change is non : change is non- -disruptive disruptive Inflexible Flexible � � � � Complex: multiple mappings to : multiple mappings to Simple: single mapping to unified : single mapping to unified Complex Simple � � � � heterogeneous storage devices storage pool heterogeneous storage devices storage pool Inefficient: low aggregate utilization : low aggregate utilization Efficient: maximize utilization : maximize utilization Inefficient Efficient � � � �
80 Why “Intelligent” File Virtualization? • • “ “Global Namespace Global Namespace” ” view of the data view of the data – – a federation a federation of the underlying file systems of the underlying file systems • • Masks changes to underlying storage systems from Masks changes to underlying storage systems from users and applications users and applications • • Automates common storage management tasks Automates common storage management tasks – Migration, Migration, Tiering Tiering, Dynamic Load Balancing, , Dynamic Load Balancing, – Replication Replication • • These tasks now take place without affecting access These tasks now take place without affecting access to the file data or requiring client re to the file data or requiring client re- -configuration configuration
81 Sample of Current Acopia Customers Financial Financial Services Services Healthcare Healthcare Manufacturing Manufacturing Media & Media & Entertainment Entertainment Business Business Services Services Other Other
82 The Economic Impact of Acopia � F5 Acopia solves the challenges of managing storage growth � Disruptive Operations become transparent � Manual Operations become automated � Resulting in huge cost savings • Storage Capacity Costs Cut by 50 - 80% • Back up Costs Cut by 50 - 80% • Migrations Times Cut by 90% � The only enterprise-class, intelligent file virtualization solution � Performance, scale, availability, and accessibility � Multi-protocol, multi-vendor, multi-location
83 Acopia Customers Speak Out � Improves Storage Utilization � ~ 20% increase in capacity utilization on average “A copia's virtualization switches provided real-time balancing of load across our NAS infrastructure…effectively utilizing all of our available file storage capacity.” – Cliff Dutton, CTO, Ibis (Pitney Bowes) � Reduces Storage Costs � ~50% CAPEX savings on average through tiering “I nstead of needing to purchase Fibre Channel storage, we were able to invest in less expensive SATA drives at a cost savings of almost 50%.“ – Reinhard Frum, Director Distributed IS, Messe Dusseldorf � Reduces Backup Costs � ~70% reduction in active backup dataset and backup windows “Acopia reduced the size of backups by 98%, which lowered our media costs by 90%.” – James Sample, Director of IT Infrastructure, Wiley Publishing � Reduces Operational Costs � ~50% reduction in OPEX on average “As a result of the Acopia implementation, we have…reduced our overhead associated with storage management by 50%.” – Mike Streb, VP of Global Infrastructure, Warner Music Group
84 Competitive Approaches vs Acopia EMC / Brocade / Acopia Attune Rainfinity NuView Scale >2B files <50M files Small Small � Heterogeneity Limited Limited Limited � � � Global Namespace X Migration File Level Share Level Share Level File Level � Tiering / ILM Limited Limited Limited Replication File Level Share Level Share Level X Dynamic Load � X X X Balancing
85 Why F5 + Acopia Makes Sense � Extends ADN value Extends ADN value � proposition proposition � New entry point into New entry point into � enterprise accounts enterprise accounts � Leverages existing Leverages existing � F5 technolgy technolgy into into F5 new markets new markets
86 F5 Networks F5 Networks Analyst/Investor Meeting Analyst/Investor Meeting November 2, 2007 November 2, 2007 Mark Anderson SVP Worldwide Sales
87 F5 Networks Global Coverage ‘07 Seattle EMEA Japan North America APAC Latin International HQ America Regional HQ / Support Center R&D F5 Regional Office 520 F5 Salespeople Worldwide � F5 Sales Offices in 31 Countries 1375 Channel Partners Worldwide � F5 Products Sold in over 60 Countries
88 Revenue Trends by Geography 1 60 Japan 1 50 1 40 APAC 13 % 1 30 EMEA 12 % 1 20 12 % 11%1 12 % Americas 1 1 0 12 % 14 % 13 % 1 00 11% 18 % 10 % 90 12 % 18 % 16 % 17% 13 % 13 % 17% 80 14 % 11% 17% 11% 70 8 % 2 0 % 11% 10 % 18 % 18 % 60 17% 14 % 16 % 18 % 11% 50 9 % 18 % 16 % 11% 58 % 18 % 40 8 % 58 % 10 % 58 % 2 2 % 6 0 % 12 % 15% 57% 16 % 8 % 30 10 % 57% 15% 59 % 56 % 13 % 59 % 6 4 % 20 55% 59 % 59 % 6 3 % 6 6 % 55% 1 0 0 1 Q04 2Q04 3Q04 4Q04 1 Q05 2Q05 3Q05 4Q05 1 Q06 2Q06 3Q06 4Q06 1 Q07 2Q07 3Q07 4Q07
89 Channel Partner Overview � 1375+ Partners Worldwide � 700 in North America � 675 internationally � Partner Tiers based on revenue, evaluation equipment, and technical certifications � Gold (290 partners) � Premier (145 partners) � Authorized (870 partners) � Distributors (70 partners) � Top 5 Global Distributors � Avnet (formerly GE Access) � Ingram Micro � Tech Data � Tokyo Electric Device � NTT – Advanced Technology Corporation � Digital China � Equip � Computerlinks
90 Partner Sales Training On-line
91 Action Plan – Improve Productivity FACT: >33% of WW Sales have been on board < 4 qtrs � Rolling out Solutions Selling (Selling to App Architects) � 225 people trained in NA � 300 people trained in APAC, EMEA, Japan � New Hire session – 2 days � 300 NA Partner Personnel trained at 2007 Partner Summit � Mentors assigned to provide guidance during first year � Hiring profile has evolved � Cisco, Symantec, Mercury Interactive, IBM � Subtle differences between MAM’s & TAM’s
92 Productivity– N A Theater Early results: � Attach rate on training, consulting up � Deals sizes have increased � Advanced feature attach rate up � Examples: � Web 2.0 – Bay Area (legacy Netscaler customer) $1.4M bookings in past 2 qtrs • � Giant Southwestern US Insurance Co Turnkey migration $1.9m • � Top 5 Investment Bank – Wall St. $3M GTM/LTM deployment in NA & APAC • � Top 10 Retail Bank – Southeast $1.4M LTM in Q4 – “CTXS evals still in lab” • � Big 5 Consulting Firm $1M initial deal, global rollout continues in 2008 •
93 Productivity outside NA � Major Account Focus in EMEA � ‘Sniper’ – subject matter expert MAM’s and SE’s to assist Partners in NA-like model Yielding promising results in Finance and Telco verticals • � Inside sales centralization NA Leader moved to UK to head up • � Aggressive, surgical partner activities Training on Application Ready methodology • Identifying new partners with whom to grow • � Vertical focus on Telco’s in EMEA, Japan, APAC returning solid investments � Leverage of solution sets that resonated with NA SP’s � New exciting ones being created � Good blend of OEM Partner success (e.g. Ericsson, Nokia, Alcatel- Lucent etc.) and organic business with Operators/Carriers/Cable.
94 Vertical Focus – success SERVICE PROVIDER � Q1/07 Telco/Service Provider Teams created � Targeting Tier 1 Fixed and Mobile Service Providers: Moving them from being a customer to becoming • Resellers/Partners Co-ordinated Global effort • Use cases for BigIP expanding • US FEDERAL (DoD, Civilian) � Key Q4 Sales wins: � NA Mobile Operator - $970K On-going competitive migration • � APAC Mobile Operator - $2.6M Largest deployment for F5 • � NA Cable Provider - $750K New revenue generating applications • � DoD Programs – locked and loaded � Civilian Agencies catching up
95 Leverage Product Sales Cycles Coordinated Focus: � Leverage product introductions • WanJet on TMOS • Strong support of EMC Sales force • 4.x migration to 9.x • Surgical focus to get customers to our full proxy architecture • Acopia (Data Solutions Team) • Leverage BigIP’s dominating market position • FirePass on TMOS
96 Sales Investments FY07 & FY08 � Increasing Sales headcount � We will continue to invest in growth � Sales & Channel Partner Readiness � Re-launched F5 University: Partner Solution Selling (Live October 16, 2007) � International Sales Conference (ISC) � Implementing 30-60-90 Day New Hire Ramp Plan � Internal Online Learning Modules (ARN, SF.com, Acopia, Storage Basics) � Continued Leverage of Salesforce.com � Launched Automated Product Configurator – Instantly Available in Partner Portal
97 � SE Community Portal launched earlier this year � Technical blogs � Great uptake
98 Online Learning Modules
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101 Acopia – Data Solutions � Data Solutions Sales � North America and EMEA Dedicated separate sales and SE teams • � APAC, Japan and LATAM Integrated sales and SE teams • � Sales Engagement Guiding Principles Maintain Core ADN Focus � Avoid Swamping Acopia Field Sales with � Unqualified Leads Focus on Major Accounts ( Target 250 ) � Leverage f5’s relevance in Enterprise • Commissions for F5 Core Sales Teams � Continue to Drive Solution Approach with � Acopia Products Involve and Motivate Channel Right from � Start
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