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.

Blue Coat Systems Confidential

Refresh Program PacketShaper and Secure Web Gateway Appliances

June 2009

© Blue Coat Systems, Inc. 2009. All Rights Reserved. Blue Coat Systems Confidential

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

ProxySG Models• SG 400• SG 800• SG 8000• AV 400• AV 2000• Director 800

© Blue Coat Systems, Inc. 2009. All Rights Reserved. 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 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.

Blue Coat Systems Confidential

Ordering Process

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© Blue Coat Systems, Inc. 2009. All Rights Reserved. Blue Coat Systems Confidential

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, Inc. 2009. All Rights Reserved. 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.