As an industry analyst, I get briefed on many, many new products, most of which are positioned to me as “transformative” and “game-changing.” The majority of the products, though, are frankly pretty lame, and the startup fades away after just a few years. However, every once in a while a vendor comes along with a product that makes me sit up and take notice because it solves a significant problem and creates a whole new market.
This was the case with Riverbed. Way in back in 2002, I remember Riverbed executive Eric Wolford (who recently left) came to see me at Yankee Group with PR person Kim Kapustka to show me a new product that can optimize WAN links. Going into the meeting, I was somewhat skeptical and was expecting something akin to another QoS device, for which there were many already on the market. Instead, Eric walked me through how the company actually accelerated the traffic and gave LAN-like performance to WAN-based applications, such as Windows and email. Riverbed created the WAN optimization market, and the company and market took off like a rocket. Before one of you out there posts a comment that states someone like Actona actually created the market because they were first, which might be true, Riverbed was the biggest, loudest vendor in the space and now stands as the market leader in the WAN optimization market.