Blue Coat:

Your partner to sales successNigel Hawthorn

VP EMEA Marketing

+44 7081 487 987

nigel.hawthorn@bluecoat.com

Blue Coat: WAN Application Delivery

Profitable, public company (NASDAQ: BCSI), founded in 1996

93 of Fortune Global 100 are Blue Coat customers

6,000+ customers across 150+ countries

Global Support Services team

Proven pedigree of web performance and security innovation

The Sales Opportunity – WAN app delivery

Secure Web Gateway– Every organisation connected to the Internet needs Internet security

– Blue Coat’s sweet-spot is:

• Large organisations (broad product set)

• Complex requirements (granular policies)

• High performance demands (fast appliances)

• Comprehensive support (web, SSL, IM, streaming, P2P, multiple authentication systems, Skype)

WAN Optimization– Every organization with multiple offices

– Blue Coat’s sweet-spot is:

• Large organisations (broad products, global support, low entry-price)

• Travelling users (client software for PCs)

WAN Application Delivery– Security and optimization together

Security and Acceleration Technology

Public InternetInternal Network

Application Acceleration (MACH5)

High Performance AppliancesUser ControlURL Filtering

Virus ScanningInstant Messenger ControlPeer-to-Peer Block/Allow

Per User Reporting

ProxySG Family

AV Family

Spyware blocking and reporting

Comprehensive, flexible content policies

Streaming splitting/caching/control

New - SG Client

Worldwide Revenue for Last 4 Years

Blue Coat Worldwide Revenue

0

10

20

30

40

50

60

70

Q1 Q2 Q3 Q4

Financial Quarters

$M

2004

2005

2006

2007

2008

WOC - Market Shares and trends

 Market Share 2Q06

Market Share 3Q06

Market Share 4Q06

Market Share 1Q07

Market Share 2Q07  

Riverbed 12.5% 14.3% 16.7% 21.5% 21.5% Riverbed

Cisco 9.7% 11.3% 12.1% 17.8% 19.3% Cisco

Blue Coat 4.5% 11.7% 12.5% 10.4% 15.4% Blue Coat

Packeteer 18.0% 18.3% 20.7% 15.8% 10.3% Packeteer

Juniper 0.0% 0.0% 8.8% 7.7% 7.0% Juniper

Stratacache 10.4% 10.2% 0.0% 0.0% 0.0% Stratacache

Others 44.8% 34.2% 29.2% 26.8% 26.6% Others

Total 100.0% 100.0% 100.0% 100.0% 100.0% Total

Total Market $143.7M $146.4M $160.5M $156.2M $202M Total Market

Data: Gartner/Dataquest

Leader in Secure Web Gateway

Visionary in WAN Optimization

Blue Coat’s Business Model

100% through channels

Sales and technical training

High margin

Special demo product pricing

Marketing support

High investment in engineering– Delivering new products fast

OEMing with technology leaders

Customer Requirements

TEC

HN

OLO

GY

TRE

ND

S

Enterprises: Faster, Global, Mobile, Secure

REGULATORYTRENDS

Climate of Governance

Protect Privacy

Manage Risk

BU

SIN

ESS

TREN

DS

EnterprisesEnterprises

Accelerate the Business

Business Boundaries Blur

Virtual, Flat Corporation

Adoption of Web 2.0 & SOA (Service Orientated Architcture)

Worker Mobility and Devices

Services – Not Software

Remote Offices

On-Demand Applications and Services

Server Consolidation

Challenges for IT Executives

Mobile Workers

Legacy Client/Server Applications

HTTPS

Personalized Portals

my

Web 2.0 Applications & Mash-Ups

• Long distances, more traffic and chatty protocols hurt performance

• Uncontrolled/unwanted traffic causes congestion• Security attacks hide in the application layer, more

applications are encrypted• Can’t deliver applications quickly to remote and

mobile users

What’s Needed to Solve the Problem?

OR

WAN Accelerators

WAN Accelerators

ACCELERATE EVERYTHING!

Existing Solutions Are Limited: Trade-off

STOP EVERYTHING!

SecurityTechnologies

SecurityTechnologies

Answer: Stop the Bad. Accelerate the Good.

Fast and Secure delivery of the applications critical to run your business… but how?

Why Performance and Security Together?

• Single policy

• Increasingly, can’t do security without acceleration – impeding business is unacceptable

• Removing unwanted traffic results in a performance increase

• Branch offices must minimize hardware and management

• Need to maximize WAN investment

Blue Coat Meets Today’s Infrastructure Requirements

TODAY’S NEEDS PROXY ARCHITECTURE

SEE

SECURE

ACCELERATE

CONTROL

High Performance Proxy

Unified Policy Management

Authentication, App Control, and Filtering

Multi-Protocol Optimization, Caching and Compression

Complete understanding of all applications and users

Granular control over users, devices, content, and applications

Stop malicious content and applications, without the security vs. performance trade-off

Faster delivery of business-critical applications to any branch office or remote user

…from an Integrated Control Point and Global Console…from an Integrated Control Point and Global Console

How Can Blue Coat Help?

Instantly and Securely Deliver Applications

Transparent to users, works with your current IT investment

Security, performance AND control in a single, unified appliance

Complete range of Blue Coat ® ProxySG ® High-Performance appliances

Software client (SG Client) for mobile and remote users

Complete coverage of all applications and users, anywhere

SG510 Series

SG810 Series

SG8100 Series

SG210 Series

SG Client

Benefits Across the Organization

CIOIT Infrastructure Executive

IT Security Executive

• Understand and accelerate business-critical applications

• Deliver “HQ experience” to remote and mobile users

• Eliminate unwanted traffic and security risks

• Deliver exceptional user experience

• Align IT with business

• Understand IT health

• Optimize IT resources

• Manage security risk and performance volatility

• Performance when needed

• HQ experience, anywhere

• Confidence in IT

• No intrusion

• Manage risk

• Secure applications

• Diagnose quickly and resolve problems

• User confidenceLine-of-Business

Blue Coat Delivers Applications

The nature of business and applications are changing

New pressure on IT to deliver applications quickly AND securely

Traditional approaches can’t do it…only proxy architectures can deliver

With Blue Coat…Stop the Bad. Accelerate the Good.

Any user, any application, any network