Should Riverbed Technology prioritize enhancing SteelHead's WAN optimization features or focus on integrating it more deeply with SaaS applications?

Introduction

The trade-off we're examining today is whether Riverbed Technology should prioritize enhancing SteelHead's WAN optimization features or focus on integrating it more deeply with SaaS applications. This decision is crucial for Riverbed's product strategy and market positioning. I'll analyze this trade-off by examining the product context, potential impacts, key metrics, and experimental approaches to inform our decision-making process.

Step 1

Clarifying Questions (3 minutes)

• Based on the current market trends, I'm thinking SaaS integration might be a growing priority. Could you share how our customers' SaaS adoption has changed in the last 12-18 months?

Why it matters: Helps gauge the urgency of SaaS integration vs. traditional WAN optimization Expected answer: Significant increase in SaaS adoption Impact on approach: Would lean towards prioritizing SaaS integration if adoption is high

• Considering our revenue model, I assume WAN optimization is still a core offering. What percentage of our revenue currently comes from SteelHead's WAN optimization features?

Why it matters: Helps balance innovation with maintaining core revenue streams Expected answer: 60-70% of revenue from WAN optimization Impact on approach: High percentage would suggest careful consideration before shifting focus

• Looking at user behavior, I'm curious about the pain points our enterprise customers are experiencing. What are the top 3 challenges they're reporting related to SaaS application performance?

Why it matters: Identifies specific areas where SaaS integration could add value Expected answer: Latency, security concerns, and inconsistent user experience Impact on approach: Would inform which SaaS integration features to prioritize

• From a technical perspective, I'm wondering about the complexity of deeper SaaS integration. How much of our current SteelHead architecture would need to be modified for enhanced SaaS support?

Why it matters: Assesses the feasibility and resource requirements of SaaS integration Expected answer: Moderate to significant architectural changes required Impact on approach: High complexity might suggest a phased approach to integration

• Regarding our development resources, I'm thinking this could be a substantial undertaking. What's our current team capacity and how would it be split between maintaining WAN optimization and developing new SaaS integration features?

Why it matters: Determines if we have the resources to pursue both paths simultaneously Expected answer: Limited capacity, need to prioritize one direction Impact on approach: Limited resources would necessitate a more focused strategy