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 SolarWinds Simon 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 6

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
Apps
Storage

8. The Enterprise NMS Challenge
Expensive to Run
Dedicated Staff
Expensive maintenance
Months to Deploy
Complex to Use
Require lots to training for staff to be effective
Data is not organized intuitively
Slow to Evolve
Buy new to address needs your current solution can’t address
Trying New Solutions is Hard
Hard to evaluate beyond the ‘demo’
Expensive to buy & deploy

9. SolarWinds Orion Powerful Products Enterprise Operations Console
Network Performance Monitoring
Network Traffic Analysis
WAN Performance
IP Address Management
Network Configuration Management
Application Performance Monitoring
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
Monitor patient’s health like in a hospital with thousands of patients

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
Measure your network traffic
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
Car Analogy – Oil pressure, tires, fuel, temperature make up an “application” – a comprehensive view of the overall car health

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.
Doctor in a busy hospital
Alive vs. Healthy
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
Car Analogy – Oil pressure, tires, fuel, temperature make up an “application” – a comprehensive view of the overall car health

22. Selling & Working with SolarWinds Simon 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 23

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

32. SWI Elements of Close Collaboration
Industry Relevant / Feature Rich / Quick ROI
Community Validated
Closed-loop Partner Feedback
Solutions
Sales / Technical Training
Sales / Marketing Tools
Industry Expertise
Enablement
Demand Generation / Lead Share
Marketing Development Funds (MDF)
Dedicated SWI Engineering Resources by Product
Engagement
Timeframes are everything
Highest discounts through deal disclosure/discovery
Incentives

33. Channel Sales Governance
Adopted Worldwide, Executed by Theatre
Key Pillars
Consistency
Clarity
Openness
Profitability
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34. Market through the SWI lens
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
SolarWinds Install base represents a Massive Opportunity
Toolsets continues to be a Trojan Horse into New Accounts

35. The SolarWinds Order to Invoice Process
Partner receives order from End Customer(including SW Number if an existing customer)
Partner submits order to SolarWinds with all required end customer details
SolarWinds processes order within hours if all details are correct
SolarWinds fulfills order in up to 3 business days if all details are correct
SolarWinds invoices order within hours if all details are correct
SolarWinds receives payment from partner within 30 days

36. Data Collection Check List Reseller Information Required
Placing an Order
Data Collection Check List
Reseller Information Required
FULL BILL TO ADDRESS of reseller
Partner SolarWinds ID
VAT Number (if within the EU)
Accounts Payable Contact Person (incl. address, phone number)

37. Placing an Order Information required for ALL END USERS
END USER INFORMATION CHECK-LIST
Full Company Name
Full Ship to Address of End User (including Postcode and country as required fields) NO P.O Box numbers
End User SolarWinds Customer ID (if available)
Technical End user Contact Person (incl. address and phone number)
Maintenance Renewal Quote Number for Maintenance Orders

38. Renewal Quotes
When Distributors/Resellers are sending in Purchase Orders for renewals, orders must state the maintenance renewal quote number that was sent on the renewal.
This allows us, SolarWinds to locate the renewal quote and convert it to a maintenance sale, therefore stopping the automated renewal reminder notifications that are sent to the end user

39. Marketing – The SolarWinds Way

40. SolarWinds marketing Strong email and community Marketing: Events:
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
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
SolarWinds Confidential
SolarWinds Confidential
- Slide 41 -

42. Make the most of sales cards

43. Marketing Development Funds
Joint marketing funds are available for select SolarWinds 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
on licensing, products, solutions, technical skills etc

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

45. Support Services

46. How to contact support Online Phone Online Forum
Phone
7am –6 pm Austin
7am –1 am Cork
7am –4 am Singapore
Online Forum
Orion NPM Sales Bootcamp

47. 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.
Orion NPM Sales Bootcamp

48. 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
Orion NPM Sales Bootcamp

49. All Pre-sales questions
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
Orion NPM Sales Bootcamp

50. SolarWinds Certified Professional

51. Overview Benefits Validate Skills in Network Management
Highlight Skills with SolarWinds Products
Improve Marketability as a network professional
Core Objectives
Network Management Fundamentals
Network Management Planning
Network Management Operations
Network Fault and Performance troubleshooting

52. Value of Certification to the Organisation
A certified work force can improve the performance and efficiency of teams
Having certified network engineers on staff creates confidence in the capabilities of the team.
An SCP’s skill set has been formally validated through the certification process, ensuring they have the knowledge required to manage their networks using Orion NPM.
IT certifications have a direct impact on organizational value
Some Gratuitous Statistics to back this up!
Sys Admin teams with high concentrations of certified staff had about 20% more of the corporate servers centrally managed, increasing efficiency and reliability
For each new team member certified, team performance increases every time
A team’s skill level is directly correlated to how an organization performs in several key IT functional areas
66 percent of managers believe that certifications improve the level of service and support offered to IT end users and customers

53. Benefits of Certification to the individual
Credibility
Get credit for the expertise you’ve already gained
Career Advancement
Demonstrate your network management expertise with an industry-recognized certification that helps you stand out from the crowd
Search jobsites for “SCP required” if you need proof!
Recognition and Job Security
Show your employer that you are an expert in your field and indispensable to the IT department …
Increase your Earning Potential
As with all certifications, try to negotiate better compensation with SCP on your CV

54. How Do I get Certified?

55. Resources www.solarwinds.com Thwack.com
Education Videos
Webcasts
Product Downloads
Product Manuals
Thwack.com
User Forums
Content Exchange
Geek Speak blog

56. Orion NPM v10.1

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NPM 10.1 – What’s new
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Cisco UCS Support
What is Cisco Unified Computing System?
Cisco Unified Computing System is a next-generation data center platform that unites computing, network, storage access, and virtualization into a cohesive system designed to reduce total cost of ownership (TCO) and increase business agility.
Where Does Orion NPM fit in?
Dynamically maintain the logical relationships from operating system through virtual guest and host to the Cisco UCS blade  and chassis
View the status of the UCS chassis hardware, such as fans and PSU’s
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59. NPM 10.1 – What’s new continued…
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60. Virtualization – Orion NPM or Profiler?
Both Orion NPM and Virtual and Server Profiler have Virtualization monitoring capabilities – what’s the difference?
Profiler has several advanced features which NPM does not
Capacity Planning – how many more VMs can I add?
Physical to Virtual (P2V) Simulator
End to End mapping
Do you use Storage Area Networks (SANs) in your Virtual Environment?
Yes > Profiler, Profiler, Profiler !!!
No > Profiler is still better but NPM will also do just fine
KISS (Keep it simple stupid) – don’t introduce another product when it’s not needed.
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NPM 10.1 – Important info
New Training view
Links to 30 training videos directly in NPM
Other important info
Gen 2 Licensing – License extensions don’t require a re-install
GA 16/11
SE’s can demo it right now, but only if a new feature is needed to close a deal.
Online demo will be updated prior to GA Date.
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62. Extending SolarWinds Solutions

63. Orion Network Configuration Manager (NCM)
Overview
Easy-to-use network configuration and change management that can be used standalone or integrated with Orion NPM
Top Features
Orion NPM Integration
Configuration Backup Scheduler
Real-Time Change Notifications
Bulk Change Management
Multi-vendor Device Support
Policy Violation Detection
Community Content Library
Global Config Search

64. Orion NetFlow Traffic Analyzer Module
Overview
Visibility into network traffic behavior and trends
Identify which users and applications are consuming the most bandwidth
Top Features
Traffic Analysis Dashboard
Traffic Forensics
Progressive Charting
CBQoS Performance Views
Multi-vendor Device Support

65. Orion IP SLA Manager Module
Overview
Identify site-specific or WAN-related network performance issues from the perspective of each of your remote sites.
Top Features
WAN Performance Dashboard
Automatic IP SLA Setup
Advanced VoIP Monitoring
Broad IP SLA Operation Support
Alerts, Reports, and Events
Enterprise Scalability

66. Orion IP Address Management Module
Overview
Gain detailed visibility into IP address space usage.
Top Features
Scheduled Scanning
Preventative Alerting
DHCP Server Integration
Subnet & Scope Snapshots
Free Unlimited IP Scanning
Subnet Allocation Wizard
Detailed Event Recording

67. Orion Application Performance Monitor Module
Overview
Powerful monitoring, alerting, and reporting capabilities for applications and servers
Top Features
Application Dashboards
Community Content Sync
User-Experience Monitors
Dynamic Templates
Application Discovery Engine
Open Source Script Processor
Performance Warning System
Universal WMI Performance Monitors

68. Orion Enterprise Operations Console (EOC)
Overview
Orion EOC provides a consolidated command center to monitor geographically distributed networks ranging between hundreds of elements to over one million elements using remote Orion servers.
Top Features
Point-and-Click Setup
WAN-Optimized Architecture
Consolidated Orion console
MSP-Friendly Architecture
Global Top 10
Seamless Orion Server Integration

69. Introduction to SolarWinds Profiler

70. Storage Profiler Overview Use cases Benefits
Agentless, multi-vendor storage performance monitoring.
Use cases
Server consolidation
Multi-vendor storage environment
Using spreadsheets to track growth
Benefits
Capacity utilization and forecasting
Supports storage tiers to optimize costs
Data classification / file analysis

71. Virtual and Server Profiler
Overview
End-to-End Visibility & Control Over Your Virtual & Physical Infrastructure
Use cases
Stop VM sprawl
Host and VM utilization at a glance
Storage consumption by server
Benefits
File analysis of vmdk’s and others
Advanced capacity analysis engine
Identify virtualization candidates
Measure your network traffic

72. Profiler provides you Detailed reporting of ALL networked storage
Trend analysis of storage consumption
Monitoring of all storage network components
SAN
NAS
FC Switches
HBA
Capacity planning
Data Classification/File Analysis
End-To-End Visibility

73. What should you remember?
Virtualization drives increased storage
Most environments are multi-vendor storage, current tools are limited to a specific array vendor or array series.
You need the tools to see storage gaps
SolarWinds Profiler provides the best solution in terms of value and scalability.

74. How to Sell SolarWinds Profiler

75. Storage Management – The Opportunity
More Storage from More Vendors + Data center consolidation & virtualization = Exponential Complexity to Manage

76. 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.

77. Profiler Server and Virtual
Tiered Licensing
Profiler Storage
Profiler Server and Virtual
Profiler Backup
Profiler FC Switch

78. Customer Qualification Questions
Storage devices from multiple vendors?
Would you like to be able to monitor storage capacity and utilization across all your multi-vendor storage devices?
Has or is considering virtualization?
Do you have a need to see end-to-end data mapping from server to the array disks?
Do you need a tool to help with your capacity planning initiatives for your entire storage environment?
Interested in performing file analysis or data classification?
See how storage is being used – and by whom?
A yes answer to any of these questions is an upsell opportunity.

79. 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

80. Ask the “EXPERTS”: SWI Q&A