1 adding wan optimisation to boost storage sales success nigel hawthorn vp emea marketing blue coat...
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1
Adding WAN Optimisation to Boost Storage Sales Success
Nigel HawthornVP EMEA Marketing
Blue Coat in a Virtual World
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
Quarterly Revenue Growth
Blue Coat Qly Revenue
0
20
40
60
80
100
120
Oct-0
3
Jan-
04
Apr-0
4
Jul-0
4
Oct-0
4
Jan-
05
Apr-0
5
Jul-0
5
Oct-0
5
Jan-
06
Apr-0
6
Jul-0
6
Oct-0
6
Jan-
07
Apr-0
7
Jul-0
7
Oct-0
7
Jan-
08
Apr-0
8
Jul-0
8
Quarter End
US
D (
$M
)
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
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
Blue Coat Application Delivery
See Accelerate Secure
Application PerformanceMonitoring
WAN Optimization
Secure Web Gateway
Control End-to-End User Experience
Blue Coat
PacketShaper
ProxySG
ProxySG
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
RemoteOffice
Storage Centralisation
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
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
1010
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 1Min 400Kb, Max 800Kb
Non-Sales Management Pulls Client List
Block
Salesperson query with Sales Automation App Priority 2Min 100Kb, Max 400Kb
Marketing person, Surfing Sales Automation App (reporting) Priority 3Min 0Kb, Max 200Kb
1212
Object Caching
BRANCH
DATACENTER
Client served from local proxy
100% acceleration – no data across WAN
Works on second, and all subsequent requests
13
Byte Caching
1539fc6331e770027ac6733266cd22bb[REF#1]5228374ab8cc7e90d80a99a7e557af[REF#2]8368ebd24540aab78e7dc7
a7be65c
1539fc6331e770027ac6733266cd22bba67e002b7aa664f5228374ab8cc7e90d80a99a7e557af78d99d6f22eb6aac725164deccc6008000b367a5d58368ebd2454
0aab78e7dc7a7be65c
Byte CachingByte Caching1539fc6331e770027ac6733266cd22bba67e002b7aa664f5228374ab8cc7e90d80a99a7e557af78d99d6f22eb6aac725164deccc6008000b367a5d58368ebd245
40aab78e7dc7a7be65c
• Proxies “learn” common patterns
• Create short references and pass those instead
• Works on all files, all applications over TCP
1539fc6331e770027ac6733266cd22bba67e002b7aa664f5228374ab8cc7e90d80a99a7e557af78d99d6f22eb6aac725164deccc6008000b367a5d58368ebd2454
0aab78e7dc7a7be65c
1414
Compression
11011111001110010010010111001100101011101100100001001100111001000001111000111001100011
110111110011100100100101110011001010111011001000011010011001110010000011110001110011000110000010011110000001101111010010000110110100101111100110100111011010011010011110010000000000001110010111001011011011010010101100101100101010101010010101010101010100101000010100
COMPRESSIONCOMPRESSION
110111110011100100100101110011001010111011001000011010011001110010000011110001110011000110000010011110000001101111010010000110110100101111100110100111011010011010011110010000000000001110010111001011011011010010010010101010010101010101101100101100010100
Industry-standard gzip algorithm compresses all traffic
Removes predictable “white space” from content and objects being transmitted
1515
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
1717
MACH5 Accelerates Applications
MACH5 Optimizes More Protocol Types, Removes More Latency and Saves More Bandwidth than Other Solutions
19
Traditional Blue Coat Value:Stop the Bad. Accelerate the Good.
Deliver Any App,To Any User, Anywhere
20
Additional Benefits of PacketShaper
Discover All Application Traffic
MonitorUser Experience
Troubleshoot Performance Issues
Resolve IssuesPre-empt Problems
Control and ProtectApplication Performance
Application Visibility
Application QoS
21
What is Application Visibility?
Web Browsing
28%Other4%
TN32702%
Citrix5%
Oracle7%
FileTransfers
9%
E-mail20%
InternetGaming
5%
P2P12%
Recreational Streaming
8%
53% of bandwidth being used by recreational applications14% of bandwidth is “business critical”
Visibility Identifies Applications for What They Really Are
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
What is Application QoS?
Great ERP performanceProtected from apps and congestion
100% control of recreational trafficNo matter how much it tries to hide
Voice quality – 100% assured all-level QoS
Powerful, Dynamic Application-aware Bandwidth Shaping
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
voiceCRMERP
Olympics video
download
Unique Visibility, QoS and Security – Ultimate Bandwidth Control
Access tocentralizedStorage
25
Comparing Alternative Approaches
See Accelerate Secure
Blue Coat
Discover All Application Traffic
MonitorUser Experience
Troubleshoot Performance Issues
Resolve IssuesPre-empt Problems
Accelerate Internal Bulk Traffic
Control and OptimizeExternal Applications
Optimize and ProtectReal Time Applications
27
WAN Optimization
Bringing it All Together: Selling the Blue Coat Advantage
Accelerate
Application PerformanceMonitoring
See
Breadth
Secure Web Gateway
Secure
BreadthD
epth
Dep
th
Control End-to-End User Experience
Blue Coat
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