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Magirus UK & SolarWinds WELCOME

Magirus UK & SolarWinds WELCOME. Agenda. 10:00 – 10:15 – Welcome & Magirus Introduction 10:15 – 10:45 – Introduction to SolarWinds products & services 10:45 – 11:15 – Selling & working with SolarWinds 11:15 – 11:30 – Coffee break 11:30 – 12:15 – Marketing & Support Services

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Magirus UK & SolarWinds WELCOME

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  1. Magirus UK & SolarWinds WELCOME

  2. Agenda 10:00 – 10:15 –Welcome & Magirus Introduction 10:15 – 10:45 – Introduction to SolarWinds products & services 10:45 – 11:15 – Selling & working with SolarWinds 11:15 – 11:30 – Coffee break 11:30 – 12:15 – Marketing & Support Services 12:15 – 13:00 – Product demos

  3. Meet The SolarWinds Team Simon Dollner Manager Distribution & Strategic Resellers John Brennan Pre-Sales Engineer Emmet Florish Channel Development Manager Richard Daly Channel Sales Manager Manjana Strey Channel Sales Rep (* German speaking) Eric Bettinzoli Channel Sales Rep (* French speaking)

  4. Introduction to SolarWindsSimon Dollner

  5. SolarWinds Overview • 1998 – SWI enters the “network tools” market with the Engineer’s Toolset • 2001 – SWI transitions from “tools” provider to “NMS” provider with ORION • Dec 2006 – SWI develops it’s first “module” (NTA) • 2007 – SWI opens global Offices in Singapore and Cork, Ireland • Publicly traded on the NYSE since May 2009 • Jan 2010 – SWI adds Storage & Virtualization Management through Tek-Tools once again transforming from “NMS” vendor to “IT Management” vendor

  6. SolarWinds Overview, continued • Strong and Rapidly Growing IT Management Company • We sell to business of all sizes from SMB to Large Enterprise • Over 95,000 customers in 170 countries • Annual Revenue of $116 M (2009); 25% YoY revenue growth (2009) • More than one million registered end-users have downloaded our free tools • More than 425 of the Fortune 500 are customers

  7. Powerful Products for IT Management • SolarWinds manages • Network Devices • Routers, Switches, Firewalls • Servers • Physical and Virtual • Software Applications • Exchange, SQL • Storage Devices • SAN array, NAS, DAS • SolarWinds products • Periodically check device performance • Alert network administrators of problems • Report on overall performance • Identify and diagnose issues • Resolve network issues Network Storage Apps

  8. The Enterprise NMS Challenge

  9. Powerful Products Enterprise Operations Console Orion Scalability Engines

  10. Datacenter Consolidation & Virtualization has reshaped IT management Internet Internet Datacenter Consolidation & Virtualization Shift Virtual Network Network • Management complexity increases • Dependence on the network • Networked storage growth • Interdependence of network, storage, server ESX Server VM VM VM Server Storage Network VM VM VM Shared Storage

  11. This drives storage concerns… • Even more reliance on shared storage • How much storage do I have? • How much will I need to purchase? • What drive types am I running low on (SATA, FC, etc.)? • Monitoring of all storage network components are critical • How many IOPS are going through that LUN? • Which virtual machine (or application) will be impacted by the hotspot on host server HBA? • Capacity analysis and planning is necessary for budgeting storage • How do I get a single view of the capacity of all my storage?

  12. Profiler Storage & Virtualization Mgmt. • Increase IT efficiency by driving down storage management costs and increasing management of virtualized environments. • Virtual and Server Profiler • Maps applications & logical connections to the physical infrastructure • Real-time performance monitoring • Policy based alerts • Supports server consolidation • Storage Profiler • Affordable SRM software • DAS, NAS, and SAN • Storage Capacity planning • Storage performance reports

  13. Profiler Strength Storage Profiler delivers agent less, multi-vendor storage performance monitoring the SolarWinds way Virtual & Server Profiler gives you a consolidated view into physical server performance, along with VMware® cluster, host, & virtual machine performance. Backup Profiler delivers a consolidated, real-time view of the status of all of the backups in your enterprise.

  14. What should you remember? • Storage & Virtualization Management is a real problem for customers today • SolarWinds Profiler addresses all the key needs for customers • Multi-vendor storage visibility • Virtualization management • Mapping of servers to storage • File Analysis • Capacity Planning • Backup Monitoring • Profiler is easy to use, powerful, and affordable

  15. The Data Center Challenge • What’s different about the Data Center? • Virtualization – servers & switches • Consolidation – servers & storage • Integration – network components • Unified Computing – Cisco UCS • Customer Pain Points • Visibility – unify across network, compute, applications and storage by mapping end-to-end • Solvability – identify issues in complex environments • Reporting – health, performance and capacity • Scalability– small and large environments with equal ease

  16. SolarWinds in the Data Center • End-to-end visibility and control over your physical and virtual infrastructure • Compute Infrastructure • Monitor server, VMware cluster, host and VM performance • Storage • Monitor, report and forecast on your multi-vendor storage array • Data Center Network Infrastructure • Fibre Channel, Ethernet, Proprietary interconnect • Data Center Applications • Application availability and User Experience

  17. Network Monitoring in the Data Center • Recommended Product: Orion Network Performance Monitor v10.1 • Overview • Network availability and performance monitoring that scales with data center network growth and expands with business needs. • Data Center Benefits • Monitor, alert and report on health and performance of physical and virtual servers and infrastructure • Monitor Cisco Unified Computing System • Extends management capabilities to NetFlow traffic analysis, config management, IP address management, IP SLA monitoring

  18. Product Release: Orion NPM v10.1 • Launch Date – November 16, 2010 • Key Message- Monitor your Data Center network with Orion NPM • Data Center Features & Benefits • Dynamic Service Groups – allow users to monitor related systems • Conditional Group Dependencies – Intelligent network alerts based on parent/child dependencies • Virtual Infrastructure Monitor – monitor virtualization from the data center to the VM to the network infrastructure • Cisco UCS Support – Manage Cisco UCS components in a single unified view • VSAN Monitoring – real time, threshold based alerting of VSAN performance • Other Cool Features • Message Center – view alerts, syslog, events, traps in a single pane of glass • Mobile Views – Android, Blackberry, iPhone • Active Directory Integration – leverage existing AD accounts and groups • LUCID Web Interface – Logical, Useable, Customizable, Interactive, and Drill-down

  19. Overcoming the Virtualization Challenge • Recommended Products: • Orion NPM v10.1 • Monitor VMware servers and track performance through vCenter • Virtual Infrastructure Monitor – monitor virtualization from the data center to the VM to the network infrastructure • VSAN Monitoring – real time, threshold based alerting of VSAN performance • Virtual and Server Profiler • Capacity Analysis • Maps Virtual Machines to the physical infrastructure • Real-time performance monitoring • Policy based alerts at all levels of the virtual infrastructure • Supports server consolidation and simulated loads

  20. Managing Storage in the Data Center • Recommended Product: Storage Profiler • Overview • Increase data center efficiency by driving down storage costs & increasing utilization of virtual resources with an affordable, powerful SRM solution. • Data Center Benefits • One view for all arrays • Storage capacity, usage, trending and forecasting • Comprehensive performance monitoring at all levels of the array • Capacity and performance alerting • Identify reclaimable storage

  21. Monitoring Applications in the Data Center • Recommended Product: Orion Application Performance Monitor • Overview • Powerful application and server monitoring, alerting, and reporting. • Data Center Benefits • Monitor, alert and report on health of your data center applications & servers • Track apps availability across physical and virtual infrastructure • Simulate and measure user experience

  22. Selling & Working with SolarWindsSimon Dollner

  23. Why SolarWinds? Products are easy to sell Targeted to the folks you are selling to already Short sales cycles Obvious, out-of-the-box value to customers High volume of transactions Solid technology with a strong customer base

  24. Customer Focus Helps Partner Sales Customers Partners Powerful, affordable, easy-to-use Volume sales with velocity Download, install, discover in under an hour Sales cycles measured in days User, tech buyer, financial buyer often the same person Single decision maker speeds up sales cycle Low-cost entry points, upgradeable solutions Initial sale drives future cycles $ - $$$ Community-driven product improvements Word of mouth groundswell leads to additional sales

  25. SolarWinds Value Proposition Why Customers Love SolarWinds: • Takes less than an hour to install and begin using products • No professional Services required for initial value • Low entry-price points with solutions robust enough to grow with their networks • Intuitive user interfaces, graphical tools and powerful reporting • Active online community - thwack.com (25,000 registered users and growing!) • See above: Customers Love Us • We monitor everything that you sell • Online demo eliminates secondary technical presentation • Full-featured software downloadable from the web site gets product in customer’s hands…and then the products sell themselves • (Unbelievably) High Download-to-Purchase conversion rates • Affordable price points often within discretionary budgets • Quick sales cycles – download to deal in < 1 day not uncommon Why Reseller Partners Love SolarWinds:

  26. When to consider SolarWinds? When should you think SolarWinds? Anytime you hear… Network Management Application Management Config Changes Cisco devices Looking for opportunities? Ask the Network Engineers… Do you manage Cisco or other network gear? Are you unhappy with HP Openview, CiscoWorks, or another solution? Do you also manage Microsoft servers or applications (Exchange, SQL Server, AD, etc.)? If yes, then… Do you want Enterprise-class network management software without the cost, sales cycle or implementation complexity of an enterprise solution? • Configuration Management • Network Tools • Netflow • IPSLA SolarWinds is the answer. Drive the evaluation downloads, and then follow-up with quotes

  27. Licensing the products • Orion/Netflow/VoIP • Elements = Interfaces, Nodes, Volumes • Auto Discovery feature • Application Performance Monitor • # of Monitors (items to be “watched”) • An average of 8-10 monitors per server • Orion Network Configuration Manager • # of devices to be managed • Engineers Toolset • Licensed by IP address • Profiler • Licensed by number of disks

  28. Upsells for More Revenue Orders expand rapidly as customers grow their network and monitoring needs. Wide range of Orion Modules provide opportunities for follow-on revenue in your accounts. Initial customer purchase: Orion SL250 (monitors 250 elements) 2 Engineer’s Toolset Customer adds NetFlow module: NetFlow SL250 (monitors Network Flow Traffic) Customer adds APM module: APM AL250 (monitors Application and Application performance) Network grows: Orion upgrades to Orion SL500 Upgrade for NetFlow to SL500 Upgrade for APM to AL500 Follow-on orders easily reach 2X-5X the initial order within the first 6-12 months

  29. Sales cards have all the info you need

  30. Working with SolarWinds

  31. Profitability Expectations of Partners from SolarWinds Vision / Strategy Collaboration: SWI to Partner Partner to Partner Partner to Customer

  32. SWI Elements of Close Collaboration

  33. Modify This Footer: View -> Header & Footer Channel Sales Governance Adopted Worldwide, Executed by Theatre Key Pillars

  34. Market through the SWI lens • SolarWinds Install base represents a Massive Opportunity • Toolsets continues to be a Trojan Horse into New Accounts • Market contraction = Significant Opportunity • Market expansion = Significant Opportunity • Customer Immediate ROI • Immediate tangible cost savings and optimized infrastructure impact. • Own your Destiny • Improve Product Mix / Services around Optimization

  35. The SolarWinds Order to Invoice Process

  36. Placing an Order Data Collection Check List Reseller Information Required

  37. Placing an OrderInformation required for ALL END USERS • END USER INFORMATION CHECK-LIST

  38. Renewal Quotes

  39. Marketing – The SolarWinds Way

  40. SolarWinds marketing • Strong email and community Marketing: • www.solarwinds.com • www.thwack.com • Geek Speak • Events: • Cisco Developer Conference • Partner Events • Key shows • All drive trial downloads and products evaluations. - Slide 40 -

  41. Partner Tools: What’s available to you right now? Your Partner Portal is Rich in Information SolarWinds Confidential SolarWinds Confidential www.solarwinds.com/partners • Sales and Technical training • Videos • Sales cards • Presentations • Current end-user price list • Demo License (NFR) application • Branding, logos, box shots, screenshots • What’s New section for up-to-date information - Slide 41 -

  42. Make the most of sales cards

  43. Marketing Development Funds • Joint marketing fundsareavailable for selectSolarWinds Partners to drive sales of SolarWinds products by providing co-funding for demand generation activities. • Up to 50% funding from SolarWinds, 50% from Channel Partners • All funds subjected to approval of the marketing plan on a case by case basis. • Contact your distributor to see if you qualify for MDF funded activity

  44. What can we do together? • Co-hosted online training webinars / physical training sessions • Joint Marketing Activities • Co-branded emails, case studies • Brochures, giveaways, Eval CDs • MDF Funds available on cost-sharing basis • Incentives • Any suggestions ?

  45. Support Services

  46. Orion NPM Sales Bootcamp How to contact support • Online • www.solarwinds.com\support\ticket • Phone • 7am –6 pm Austin • 7am –1 am Cork • 7am –4 am Singapore • Online Forum • www.thwack.com

  47. Orion NPM Sales Bootcamp Partners Contacting Support Partners should contact Support with same methods as outlined in previous slide. When Logging a ticket the following should be entered. Customer SW # (DO NOT ENTER RESELLER #) Customer contact Details. Full description of Details of issue including diagnostics and screen shots and any relevant Logs. Any steps you have taken to try and resolve already. Reseller Contact Details In Body of ticket (Only needed if you need to be contacted on the ticket updates). Note*** Including all the above information will greatly assist the Support Engineer in resolving your ticket more efficiently.

  48. Orion NPM Sales Bootcamp What do we support • All SolarWinds products where customer has maintenance that is current and valid • Orion and all modules • Orion NCM • Engineer’s ToolSet • ipMonitor • LANSurveyor • Profiler Products (Cork + USA offices) • See supported product link for current list • http://www.solarwinds.com/support/supported_products.aspx

  49. Orion NPM Sales Bootcamp Who does what Support Customer Service • Support questions on all post sales SolarWinds products • Licensing questions • License resets • Account related questions Sales Engineer • All Pre-sales questions

  50. SolarWinds Certified Professional

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