Company Description

Riverbed Technology is an information technology and services company based in San Francisco, CA founded by Jerry M. Kennelly and Steven McCanne in May 2002. The company majorly develops network and application performance software and has approximately 1900 employees. Riverbed is focused on enhancing every digital experience, empowering clicks and driving the overall enterprise performance.

The company offers a range of solutions that contribute to end-to-end performance management. These include application performance monitoring, network performance monitoring, hyper-converge branch, wide area network (WAN) optimization, and hybrid wide area network. In the realm of cloud networking, Riverbed specializes in providing visibility, intelligent optimization, and simplified control for all applications.

One of their significant acquisitions was Mazu Networks Products, rebranded in 2014 as part of Riverbed SteelCentral. These products mainly focus on analyzing network traffic to provide relevant interactions and dependencies between users, applications, and systems.

Riverbed prides itself on having a rich collection of telemetry data from network to app to end user. This data illuminates and accelerates every interaction, guiding organizations to deliver a seamless digital experience and drive enterprise performance. Their product offering has two main portfolios: Alluvio by Riverbed and Riverbed Acceleration. Alluvio unifies data, insights, and actions across IT, streamlining customers' delivery of secure digital experiences. Riverbed Acceleration is aimed at providing fast, agile, and secure acceleration of any app, over any network, to users anywhere.

The company partners with thousands of other firms and powers some of the market-leading customers across the globe.

Overview

This sales plan template provides an outline for B2B SaaS companies aiming to prospect into Riverbed Technology. It has been tailored dividing the plan into four main sections: Company Understanding, Value Proposition, Execution Plan, and Measuring Success.

Company Understanding

For potential success in selling to them, it is essential to understand Riverbed Technology’s business and pain points thoroughly.

• Riverbed Technology is a software company focused on network and application performance, providing various solutions ranging from application acceleration, and network performance management to cloud visibility[1].

Pain points:

• The company might be finding it challenging to ensure seamless digital experiences due to the multiple interactions, dependencies, and vast amount of data generated by users, systems, and applications[1].
• Staying ahead of rapidly evolving technology trends such as IoT, AI/ML, etc., could be a significant challenge for Riverbed[1].
• As part of the IT and services sector, Riverbed needs to ensure robust security and data privacy measures[1].
• Integrating and effectively utilizing acquired technologies could be a potential pain point[1].
• Maintaining the quality and consistency of their customer service across their varied product lines could be a complex and demanding task[1].

Value Proposition

After understanding the company's pain points, clarify how your offerings can provide solutions to these issues:

• To handle the challenge of ensuring seamless digital experiences, your platform could provide effective monitoring tools.
• You can help them stay ahead of the rapidly evolving technology trends by providing solutions that are adaptable and flexible with integrations to assist with IoT, AI/ML, etc.
• Your solutions can ensure robust security and data privacy measures.
• If your SaaS solutions can aid in the efficient integration of acquired technologies, this could be a critical selling point.
• Offering a platform that helps in ensuring the quality and consistency of their customer service could be beneficial.

Execution Plan

Formulate an execution strategy to reach out to the key decision-makers at Riverbed Technology and convince them of the benefits of your offerings:

• Begin with an initial email or call, presenting your pitch and offering to schedule a further detailed demonstration.
• Provide tailor-made presentations that target their specific pain points and how your solutions can address them[3].
• Supply case studies and proof of the effectiveness of the product/service.
• Propose a free trial period where they can evaluate the usefulness of your offerings[2].
• Maintain regular follow-up and customer service throughout the trial period and beyond.

Measuring Success

Setting goals and benchmarks is essential to measure success and make necessary adjustments:

• Evaluate the number of successful contacts made with decision-makers at Riverbed.
• Track the progress of the sales cycle and conversions from initial contact to product trials.
• Based on closed deals, calculate the Return on Investment (ROI) from your sales efforts[4].
• Measure the customer satisfaction rate and get feedback to improve your offerings[3].

[1]: Riverbed Technology - Wikipedia
[2]: Riverbed | About
[3]: Riverbed Technology | LinkedIn
[4]: Riverbed Technology | Company Overview & News