1. Why Solarwinds ? Selling Server & Application Monitor (SAM)
FEBRUARY, 2016
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

2. Use Skype® work directly with your SWI rep!
If You Take Away One Thing …
Engage us early and maximize your Revenue
Use Skype® work directly with your SWI rep!
© 2016 SOLARWINDS WORLDWIDE, LLC.  ALL RIGHTS RESERVED.

3. © 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.
Who Are SolarWinds?
Monitoring for any IT resource, anywhere in the infrastructure
Provide IT management software that is powerful, easy-to-use and affordable.
Company background
History
1999 Founded in Tulsa, OK
2005 Professional Investment
2006 Hired Management Team
2009 IPO (NYSE:SWI)
Headquarters
Austin, Texas; 1300 employees worldwide
Customers
425 of US Fortune 500!
Over 200,000 – from SMB to Fortune 500
Company Background
Timeline
1999 Founded in Tulsa, OK
2005 Professional Investment
2006 Hired Management Team
2009 IPO (NYSE:SWI)
Headquarters
Austin, Texas; 1800 Employees Worldwide
Customers
Over 150K – SMB to Fortune 100
425 of US Fortune 500®!
© 2016 SOLARWINDS WORLDWIDE, LLC.  ALL RIGHTS RESERVED.

4. © 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.
Channel Engagement & Support
premier vendor for IT Monitoring and Management
Value to Existing Accounts and Prospects
Single source for all monitoring and management needs
Any size, vertical, or environment
Product – Simple to Use, Vendor Agnostic, Amazing Out-of-the-Box Functionality
Add on to existing opportunities
Large Customer Base
Easy penetration and cross-selling
Brand recognition
© 2016 SOLARWINDS WORLDWIDE, LLC.  ALL RIGHTS RESERVED.

5. © 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.
What We Offer Today
BUILDING TOWARD OUR VISION
Network Management
Fault, availability, and performance monitoring for networks of all sizes.
Comprehensive bandwidth analysis.
System Management
Total application visibility across application and infrastructure layers.
Database Management
Deep visibility into database performance and expert advice for optimization and tuning.
Focus on response time, make changes end users will notice.
IT Security
Real-time security intelligence and compliance automation.
Centralized configuration, change, and patch management.
© 2016 SOLARWINDS WORLDWIDE, LLC.  ALL RIGHTS RESERVED.

6. © 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.
Cross-sell and Upsell Opportunities
You Will not have to look very far…
When You Hear …
Network Management/Monitoring
Server/Application Monitoring
Security & Compliance
Qualifying Questions to Ask …
What are you using to monitor:
Network – switches, routers, firewalls
Servers & applications
Database performance (SQL Server®, Oracle®, DB2®, Sybase®)
Virtual environment
Backend storage
Is your current vendor solution giving you everything you need?
Are you using multiple vendor products to monitor your IT environment?
Is your IT team reactive v. identifying problems before they occur?
Database Performance
Virtual Infrastructure
Storage Resource Monitoring
© 2016 SOLARWINDS WORLDWIDE, LLC.  ALL RIGHTS RESERVED.

7. Server & Application Monitor(SAM)
Topic
Identifying Customer Needs & Pitching SAM
What Makes SAM Unique? Key Differentiators
How is SAM Licensed?
ROI Value of SAM
Handling Objections and Competition
Attaching & Cross-Selling SAM
Using SAM to Sell Other Orion Products
What’s Next in SAM?
Resources & Assets
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

8. Who Will Buy SAM?
Target audience
Applications and servers are part of all IT networks.
Applications are the back bone for running the business
Most companies use applications such as Windows, Linux, Exchange, AD, SQL Server, Oracle, Java, etc.
We can sell SAM to all types of companies (small, medium, large) :
Microsoft-centric (90% of them are)
Rest of the companies that use non-Microsoft apps too
Ideal Customers:
Enterprises: Systems administrator, systems engineer, systems analyst, IT administrator, database administrator, virtual administrator, and application-specific roles in large companies like Microsoft admin, VMware admin, Windows admin, Exchange admin, WebOps, etc.
For SMBs: Typically an IT generalist or IT administrator would wear multiple hats and would also be responsible for systems management. Systems administrator can also be a dedicated role in SMBs.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

9. What Do Your Customers Use Today?
INCUMBENT SOLUTION FOR APPLICATION MONITORING
Home-grown tools and custom scripts (especially SMBs) to monitor apps and servers.
Open source tools like Nagios and Zenoss that take a lot of time and effort to configure, customize and use, and offer limited value.
One of the Big 4 where they spend millions in maintenance and customization with an archaic monolithic system.
Inexpensive tool like WhatsUp Gold or ManageEngine that offer limited value, but may cover all the urgent needs.
A combination of tools for each part of the stack: VMware for virtualization, SCOM for apps, etc.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

10. What Does SAM Do?
Elevator pitch
Powerful application and server monitoring and performance alerting for faster problem detection and troubleshooting.
One easy-to-use and affordable tool to monitor multi-vendor IT infrastructure.
What SAM Monitors
What SAM Delivers
Applications
Databases
Physical Servers
Services
Processes
Event Logs
Disk Volumes
Hypervisors
Virtual Machines
Availability Monitoring
Performance Monitoring
Intelligent Alerts
Environment Dependency Mapping
Root Cause Analysis
Capacity Planning
Troubleshooting Tools
Custom Script Execution
Automated Reports
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

11. Supported Vendors & Technologies
Single tool to monitor multi-vendor infrastructure
Operating Systems
Databases
Web Servers
Application Servers
Servers
Virtualization
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

12. Identifying Customer Needs
Discovering Pain Points
Do you frequently encounter slow applications and servers in your IT environment?
Which business-critical applications often face downtime/outages in your environment?
Are you able to pinpoint where the application issue originated—in the application, database, operating system, physical server, virtual environment, storage, or the network?
Do you spend too much time and manual effort diagnosing and determining the cause of issues, instead of troubleshooting and fixing them?
Are you using multiple tools and custom scripts to manage your multi-vendor systems environment?
Slow Apps?
Downtime,
Outage?
What is the
Root Cause?
Too Much Time?
Manual Diagnosis?
Multiple Tools?
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

13. Why Should Your Customers Get SAM?
Benefits to IT Teams
Be the first to know: Get alerted on issues before they become large problems and impact business and end-users.
Respond faster: Find the root cause of application problems, and fix them quickly.
Minimize downtime, optimize IT infrastructure, and reduce management overhead.
Eliminate finger-pointing between systems, network, and virtualization teams.
One stop shop: No need for multiple tools and custom scripts. Monitor multi-vendor applications and servers from a single console.
Everything works out-of-the-box: Use prepackaged monitoring templates, alerts, and reports to begin monitoring immediately. No need for professional services for deployment and customization.
Capacity planning: Track server resource usage, and be mindful of future resource needs.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

14. What Makes SAM Unique? KEY DIFFERENTIATORS
Single tool: Monitor hundreds of commercial applications & servers from a central console. Power of customization: Easily extend monitoring to any custom/home-grown application. Agentless software. Optional agent installation extends monitoring to the cloud. AppInsight™: Detailed monitoring of Exchange, SQL Server, and IIS. AppStack™: Contextual visibility of relationships and dependencies between applications and physical and virtual servers. Part of SolarWinds Orion® platform: Easy to add other SolarWinds modules for network monitoring, virtualization monitoring, storage monitoring, and more.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

15. How is SAM Licensed? EXAMPLE
TRANSPARENT & SIMPLE
Typically licensed by the number of component monitors for monitoring applications.
For each license tier, you also get to monitor the same number of server nodes and disk volumes at no extra cost.
EXAMPLE
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

16. Faster Troubleshooting
ROI Value of SAM
For the economic buyer – CIO/CFO/CTO
Faster Troubleshooting
Reduced Downtime
Cost Savings
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

17. Handling Objections & Competition
Competitive Positioning
Objection
Response
We already have XYZ (another vendor, existing bias)
Open source (such as Nagios®, Zenoss®): Does not go deep in identifying problems across various infrastructure layers. Usually involves too much management and customization complexity. Product support is not very reliable.
Mid-level (such as WhatsUp Gold, ManageEngine®): Get deeper performance insight out of the box with SAM. No need to spend money on add-ons and plug-ins to extend monitoring coverage. SAM's customization capabilities extend monitoring to virtually any commercial or custom application. Along with application monitoring, get built-in server monitoring and virtualization monitoring at no extra cost.
Enterprise solution (such as Microsoft® SCOM, HP®, IBM®): Get much needed performance monitoring, alerting, and troubleshooting features at a fraction of the price. You can purchase SAM for about the yearly renewal cost of ‘enterprise’ products. Typically, customers see an important reduction in overall TCO.
Deployment is complex
Do-it-yourself deployment. Agentless monitoring. Typically, install, discover, and start monitoring in about an hour.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

18. Handling Objections & Competition
Pricing & Licensing
Objection
Response
Pricing is expensive
Product used or evaluated is cheaper: It’s a price vs. functionality trade-off. Get broad and deep monitoring coverage with rich out-of-the-box capabilities and customization options.
Not within IT budget: A recent survey shows that every hour of downtime can cost companies anywhere between $40K-$50K. Using SAM, our customers were able to significantly reduce downtime and realize ROI in just a few months. Reduce TCO over many years with one-time purchase and perpetual license.
Licensing is complex and looks restrictive
Licensed generally by number of component monitors used to monitor applications. You have the flexibility to pick and choose what metric to monitor for any application. For the same count of component monitors purchased, licensing also includes monitoring physical and virtual servers, and storage volumes.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

19. Attaching & Cross-Selling SAM
Adding SAM to NPM, VMAn, SRM
Network Performance Monitor – Customer already monitors the network using NPM. There is seamless integration with SAM to answer the common question in IT:
Is it the network or the application?
Is it the network team or the systems team?
Don’t get blamed for the wrong reason.
Learn more »
Virtualization Manager & Storage Resource Monitor – Customer already monitors virtual and storage infrastructures. By looking at application and server performance data, they will be able to optimize virtual and storage load and resources more efficiently.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

20. Attaching & Cross-Selling SAM
ADDING SAM TO DPA, WPM
Database Performance Analyzer – Customers will have some business-critical applications, running on their databases, that need monitoring. Every database server needs to be managed too. SAM gives them capacity planning and hardware monitoring to do this.
Learn more »
Web Performance Monitor – Customer already monitors website transactions using WPM. They will be having web applications and web servers. SAM is needed to monitor them for performance issues. If WPM finds something is wrong in website front end, SAM will tell customers where to fix it.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

21. Easy to Add Other SolarWinds Modules
SAM is Part of ORION PLATFORM
SAM is part of the Orion platform which makes it easily integrable with other IT management software available on Orion (NPM, VMan, SRM, WPM etc.).
Modular, extensible, scalable.
When combined with VMan, SRM and WPM, the AppStack™ dashboard in SAM speeds up detection of root cause of application issues across various layers such as apps, servers, virtualization and storage.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

22. How to Deliver a Live Product Demonstration
SINGLE ONLINE DEMO TO SHOW ALL PRODUCTS
Go to:
Click on ‘TRY INTERACTIVE DEMO’
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

23. Summary Every IT department needs SAM.
Key takeaways
Every IT department needs SAM.
SAM helps IT make sure the mission critical apps for the business run well: Windows, Linux, AD, DNS, Exchange, and so on.
SAM works out of the box, is powerful, easy to use and saves people time and money.
SAM provides a foundation to sell other products like VMan and SRM.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

24. Resources & Assets Free online demo
For further reference
Supported Applications »
Research Brief (by Gleanster) »
Licensing Guide »
Onboarding Guide »
ROI Infographic »
Case Studies »
More Marketing Assets »
SAM Training Videos »
More Product Documentation »
Orion Training Videos »
Free online demo
Free, fully-functional 30-day trial for your customers
Contact us:
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.

25. Thank you!
The SOLARWINDS and SOLARWINDS & Design marks are the exclusive property of SolarWinds Worldwide, LLC and its affiliates, are registered with the U.S. Patent and Trademark Office, and may be registered or pending registration in other countries.  All other SolarWinds trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States or in other countries.  All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.
© 2016 SOLARWINDS WORLDWIDE, LLC. ALL RIGHTS RESERVED.