Magirus UK & SolarWinds

WELCOME

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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

Meet The SolarWinds Team

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Simon Dollner Manager

Distribution & Strategic Resellers

John Brennan Pre-Sales Engineer

Emmet FlorishChannel Development Manager

Richard Daly Channel Sales Manager

Manjana Strey Channel Sales Rep (* German speaking)

Eric Bettinzoli Channel Sales Rep (* French speaking)

Introduction to SolarWindsSimon Dollner

» 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

SolarWinds Overview

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

Powerful Products for IT Management

Network Apps Storage

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

The Enterprise NMS Challenge

• Buy new to address needs your current solution can’t address

• Hard to evaluate beyond the ‘demo’

• Expensive to buy & deploy

• Require lots to training for staff to be effective

• Data is not organized intuitively

• Dedicated Staff• Expensive

maintenance• Months to Deploy

Expensive to Run

Complex to Use

Slow to EvolveTrying New

Solutions is Hard

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Powerful Products

SolarWinds Orion

Network Performance Monitoring

Network Traffic

Analysis

WAN Performance

IP Address Management

Network Configuration Management

Application Performance Monitoring

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Enterprise Operations Console

Orion Scalability Engines

Datacenter Consolidation & Virtualization has reshaped IT management

Server

Internet

Shared Storage

Datacenter Consolidation &

Virtualization Shift

• Management complexity increases

• Dependence on the network

• Networked storage growth

• Interdependence of network, storage,

server

ESX Server

VM VM VM

Virtual Network

Internet

Storage Network

VM VMVM

Network

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?

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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

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.

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

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

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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

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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

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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

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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

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

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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

Selling & Working with SolarWindsSimon Dollner

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

Customer Focus Helps Partner Sales

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$ - $$$$ - $$$

CustomersCustomers PartnersPartners

Powerful, affordable, easy-to-use

Download, install, discover in under an hour

User, tech buyer, financial buyer often the same person

Low-cost entry points, upgradeable solutions

Community-driven product improvements

Volume sales with velocity

Sales cycles measured in days

Single decision maker speeds up sales cycle

Initial sale drives future cycles

Word of mouth groundswell leads to additional sales

SolarWinds Value Proposition

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 Customers Love SolarWinds:

Why Reseller Partners Love SolarWinds:

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?

SolarWinds is the answer. Drive the evaluation downloads, and then follow-up with

quotes

SolarWinds is the answer. Drive the evaluation downloads, and then follow-up with

quotes

» Configuration Management» Network Tools

» Netflow » IPSLA

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

Upsells for More Revenue

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

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.

Follow-on orders easily reach 2X-5X the initial order within the first 6-12 months

Sales cards have all the info you need

Working with SolarWinds

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Expectations of Partners from SolarWinds

Vision / Strategy

Profitability

Collaboration:SWI to Partner

Partner to PartnerPartner to Customer

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SWI Elements of Close Collaboration

• Industry Relevant / Feature Rich / Quick ROI• Community Validated• Closed-loop Partner FeedbackSolutions

• Sales / Technical Training • Sales / Marketing Tools• Industry ExpertiseEnablement

• Demand Generation / Lead Share• Marketing Development Funds (MDF)• Dedicated SWI Engineering Resources by ProductEngagement

• Timeframes are everything• Highest discounts through deal disclosure/discovery Incentives

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Channel Sales Governance

Consistency Clarity

Openness Profitability

Adopted Worldwide, Executed by TheatreKey Pillars

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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

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 24-48 hours if all details are correct

SolarWinds fulfills order in up to 3 business days if all details are correct

SolarWinds invoices order within 24-48 hours if all details are correct

SolarWinds receives payment from partner within 30 days

Placing an Order

FULL BILL TO ADDRESS of reseller

Partner SolarWinds ID

VAT Number (if within the EU)

Accounts Payable Contact Person (incl. e-mail address, phone number)

Data Collection Check ListReseller Information Required

Placing an Order

Information required for ALL END USERS

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. email address and phone number)

Maintenance Renewal Quote Number for Maintenance Orders

END USER INFORMATION CHECK-LIST

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

Marketing – The SolarWinds Way

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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.

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SolarWinds Confidential - Slide 41 -

Partner Tools: What’s available to you right now?

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

SolarWinds Confidential - Slide 41 -

Your Partner Portal is Rich in Information

Make the most of sales cards

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

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 ?

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Support Services

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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

Orion NPM Sales Bootcamp - Slide 46 -

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 - Slide 47 -

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

Orion NPM Sales Bootcamp - Slide 48 -

Who does what

Orion NPM Sales Bootcamp - Slide 49 -

Support

Support questions on all post sales SolarWinds products

Customer Service

Licensing questions License resets Account related questions

Sales Engineer• All Pre-sales questions

SolarWinds Certified Professional

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

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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

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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

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How Do I get Certified?

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Resources

  www.solarwinds.com

» Education Videos» Webcasts» Product Downloads» Product Manuals

Thwack.com» User Forums» Content Exchange» Geek Speak blog

www.solarwinds.com/certification

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Orion NPM v10.1

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

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NPM 10.1 – What’s new continued…

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Virtualization – Orion NPM or Profiler?

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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.

NPM 10.1 – Important info

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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.

Extending SolarWinds Solutions

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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

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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

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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

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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

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

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

Introduction to SolarWinds Profiler

Storage Profiler Overview

» 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

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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

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

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.

How to Sell SolarWinds Profiler

Storage Management – The Opportunity

More Storage from More Vendors

+

Data center consolidation & virtualization

=

Exponential Complexity to Manage

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.

Tiered LicensingProfiler Storage

Profiler Server and Virtual

Profiler Backup

Profiler FC Switch

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?

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

Ask the “EXPERTS”: SWI Q&A