Selling SolarWinds to Sysadmins 11/14/2013 © 2013 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

The SolarWinds Advantage »Why customers love it  Easy to install, deploy and maintain – deploy in under an hour  Cost/Feature ratio  Monitoring/Management is broad and deep »A full portfolio  Solutions touch all areas of the IT Infrastructure  Modular, tiered, upgradable »Brand recognition and marketing  100,000 customers and growing – 500K free tools users  Small Business to Fortune 500 © 2013 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED. “I can finally retire Altiris and let SolarWinds do the CMDB work with asset inventories and warranty reports! One less service management tool I need to worry about...” – LinkedIn Customer Review application-monitor/reviews.aspx

Report on system and application performance Ensure systems are working and maintained – servers, web, apps, storage, virt environments, network (the what depends on size of org) Troubleshoot performance issues Perform backups, ensure security (antivirus, patching) Operate and configure infrastructure hardware to include servers, switches, firewalls Manage and administer Active Directory, Exchange, SharePoint, SQL server, and other apps. Manage and administer systems management software Manage assets to include inventory & control, purchase of servers, laptops, etc. Provide infrastructure designs and recommendations as needed Etc. On call as needed The typical sysadmin, what do they do?

1) Tell me about your company – how do you make money, who are your customers, how many locations are you in, etc.? The Intel – how important is it if apps, servers, etc. goes down, how important is bandwidth, etc? Some industries have strong compliance requirements – healthcare (HIPPA), etc. 2) Tell me about your role – what are you responsible for managing? How do you relate to network, application, server, database, helpdesk, webops teams? The Intel – This will tell you every product this person will care about 3) Tell me about your environment – how many servers, are they virtual, which hypervisor? What do you use for backend storage, network? What applications do you run – Microsoft, industry specific apps? Web apps? What databases? How are all these elements managed? Manual, another vendor? How’s that vendor working for you/happy with those products? The Intel - This will help you narrow down what features and products to demo and work in competitive advantages into the pitch. 3 Questions and 5 Minutes

If you hear……..Lead with thisand then this IT Operations, IT infrastructure/NOC Server & Application Monitor Single pane of glass to monitor servers and apps Network Performance Monitor Network device monitoring – uptime and performance Server hardware/apps/databases Server & Application Monitor Monitoring for over 150 apps and multi- vendor hardware health, AppInsight for SQL Virtualization Manager, Storage Manager See performance from the app to the LUN Websites, web applications/SaaS – apps in the cloud Web Performance Monitor End user experience monitoring from multiple locations Server & Application Monitor Web servers, web apps like SharePoint, etc. Log filesLog & Event Manager Collects, normalizes and analyzes log data, event correlation Network Configuration Manager, Server & Application Monitor Nework configuration changes Application/server performance data VMware/Hyper V/VDIVirtualization Manager Identify VM sprawl, capacity planning, VDI dashboard Server & Application Monitor, Storage Manager App to LUN view (integrated UI) Security & Compliance (HIPPA, SOX, etc) Log & Event Manager Predefined templates for PCI, HIPPA, SOX, etc. Patch Manager, Firewall Security Manager Automate patching of Microsoft & 3 rd party apps Automates security audits using over 120 out-of the-box checks StorageStorage Manager Monitor performance across multi-vendor SAN fabric Virtualization Manager, Server & Application Monitor Get visibility from the App to the LUN Datacenter Consolidation, Asset Inventory Server & Application Monitor Asset inventory and server monitoring features in SAM Network Performance Monitor, Network Configuration Manager Report on network devices that are out of support and monitor network performance

Leverage your SolarWinds resources »Fully functional 30 day evaluations »SolarWinds experts at your fingertips  We will schedule and run demos  We will provide all technical assistance and follow ups  We will help determine licensing and provide SKUs/cost through distribution © 2013 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

How do I make MONEY? »Special Pricing, Margin and Discounts  Additional margin for net new deals  Special pricing for in flight deals »The install base  SW customers budget and buy additional modules regularly  SW portfolio is expanding creating new revenue streams »Don’t leave money on the table  We are vendor neutral – if you are discussing Microsoft® servers, Exchange®, VMware®, etc., you should ask THE QUESTION, “How are you monitoring for performance and availability?” © 2013 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

I have an opportunity, now what? »  Provide Account Name, City/State, End User  Product interest  Potential timeframe  Channel Account Manager will research CRM and determine deal status © 2013 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.