Transcript Refreshing PacketShaper

Refresh Program
PacketShaper and Secure Web
Gateway Appliances
June 2009
Blue Coat Systems Confidential
Blue Coat and the Blue Coat logo are trademarks of Blue Coat Systems, Inc., and may be registered
in certain jurisdictions. All other product or service names are the property of their respective owners.
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Facts and Figures
 35 Hardware Models will go “End-of-Life” this year
PacketShaper Models
• PS 1200
• PS 1550
• PS 2500
• PS 6500
• PS 9500
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
ProxySG Models
• SG 400
• SG 800
• SG 8000
• AV 400
• AV 2000
• Director 800
Blue Coat Systems Confidential
New Extensive Refresh Program
 The aim of the program is to ensure that these
customers remain our customers
 New playbooks for our valued partners with all the
details that you will need to sell this program.
 Leads coming to you that are qualified by telemarketing
programs we have put in place in each region.
 Your Blue Coat channel account manager will receive
these leads and pass them to you.
 Irresistible Pricing
 Full CAT A and Deal Reg Discounts apply
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© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
Program Overview
 Channel Driven Program
• Channel-based Sales Refresh Playbook
• Refresh Program leads will be provided to CAMs
• Telemarketing agency to qualify leads for partners
 Special Refresh Program
• Attractive New Pricing
• Full Partner Margins
 Orderable: June 26th
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
Ordering Process
Blue Coat Systems Confidential
Blue Coat and the Blue Coat logo are trademarks of Blue Coat Systems, Inc., and may be registered
in certain jurisdictions. All other product or service names are the property of their respective owners.
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© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Channel Requirements
 Registration through Blue Source
• Agree to Terms and Conditions of Program
•
Acceptance required only once for entire program
•
Partner is legally bound by this agreement
• All refresh opportunities require deal registration
 Note: Legal requirements for program
• Each order requires a Letter of Discontinuance
• Blue Coat can audit Letters of Discontinuance
• Penalties for misuse of program
 Program URL on BlueSource
• http://bluesource.bluecoat.com/programs/platformrefresh
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
Register for the Program
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Blue Coat Systems Confidential
Checking Your Customers Eligibility
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
Before Submitting Order
 Customer signs Letter of Discontinuance
• Partner keeps on-file (Blue Coat may audit)
• Download Letter of Discontinuance from BlueSource
 Submit the order with additional information
• Serial number of old units
• DAN # from deal registration (registration REQUIRED)
 Do not mix “Standard” SKUs and “Refresh” SKUs
• All orders must include appropriate support
• Use standard BlueTouch Support SKUs
• Do not include anything else on the order
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
Refresh Program: Sales Tactics
 Provide “Platform Refresh” pricing proposal
• Start with Refresh Program price list (new SKUs)
• 1+ Yr of Support using standard SKUs
 Cross-sell / Up-sell Opportunity
• BCWF / ProxyAV / Reporter 9
• IntelligenceCenter / WAN Optimization
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
What Happens For…
 Customers with lapsed Support <1 year
• Get current on Support
• Take advantage of program
• Customers with lapsed Support >1 year
• No Refresh Program Benefits
• It’s still a lead!
© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
Key Resources on BlueSource
 Presentation: Update for PacketShaper Customer
 Presentation: Update for Secure Web Gateway
Customer
 PacketShaper Refresh Playbook
 Refresh Program and Ordering FAQ
 Email Templates and Telescripts
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© Blue Coat Systems, Inc. 2009. All Rights Reserved.
Blue Coat Systems Confidential
© Blue Coat Systems, Inc. 2009. All Rights Reserved.