PARTNER SALES KIT - SolarWinds Channel Sales Toolkit.pdf · 4 [email protected] Network...
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PARTNER SALES KIT
Transcript of PARTNER SALES KIT - SolarWinds Channel Sales Toolkit.pdf · 4 [email protected] Network...
PARTNER SALES KIT
Dear SolarWinds Partners:
We have created this quick sales guide for our authorized partners to
help you easily sell SolarWinds. This guide contains information you
need to speak with your customers about SolarWinds.
Thank you for bringing us new business opportunities, thinking
of us when your customers have IT monitoring needs, joining
our monthly partner webcast trainings as well as reaching out
to [email protected] when you need support.
Thank you for being a SolarWinds partner!
-North America Channel Team
Network management software & ToolsEnsure delivery of business critical network services through a unified view of fault, performance, availability, traffic, configurations, and more.
• Automatic Mapping & Discovery • Traffic & Bandwidth Analysis
• Alerting & Reporting • Device Tracking
• Capacity Planning • IP Conflict Resolution
IP Conflict ResolutionManage, monitor, and troubleshoot application performance and availability.
• Application Performance • Storage Capacity & Performance
• Web App User Experience • Virtualization Optimization
• Application Infrastructure • Server Health Dependencies View
Database performance softwareEffortlessly solve complex database issues and optimize application response times.
• Historic Trending • Baselines & Reports
• Proactive Optimization • System Health
• Wait Based Analysis • Multi-Dimensional
Performance Analysis
IT Security software Provide automation, relief, and strong situational awareness without the complexity of competing solutions.
• Centralized Patch Management • Compliance Automation
• Historical Analysis • Real-Time Remediation
• Security Intelligence • Configuration & Change
Management
Channel Sales: North AmericaContact List
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Questions to Ask• What are you using to monitor:
Network – switches, routers, firewalls
Servers & Applications (SQL Server®, IIS™, Exchange™)
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 vs. identifying problems before they occur?
Answer & Next StepSolarWinds delivers powerful, affordable, and vendor agnostic
software; allowing you to effectively and proactively manage any
IT resource in your environment. When is a good time for me to
schedule a quick SolarWinds demo?
Contact your Channel Account ManagerTeam Email: [email protected]
Please contact Jennifer Baker for up-to-date SPIFF information:
512-498-6347
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I HAVE AN OPPORTUNITY
Channel Sales: North AmericaContact List
TEAM TITLE PHONE EMAIL STATES COVEREDJoe Labahn Channel Manager - North America +1 (512) 682-9539 [email protected] AllMario Gomez Channel Sales Engineer - North America +1 (512) 498-6168 [email protected] AllAugustine Torres Senior Channel Account Manager - North America +1 (512) 874-3402 [email protected] AllCooper Herrera Channel Account Manager - Pacific Southwest +1 (512) 682-9864 [email protected] AZ, CA, HI, NM, NVTBD Channel Account Manager - Northern Great Lakes TBD TBD IA, MI, MN, ON, WIDerrick Corso Channel Account Manager - Midwest +1 (512) 498-6761 [email protected] IL, IN, KY, MO, OH, TNShaun Conner Channel Account Manager - Southeast +1 (512) 498-6383 [email protected] AL, FL, GA, MS, NC, SCDebbie Proctor Channel Account Manager - Northeast +1 (512) 498-6202 [email protected] MA, ME, NH, NY, QC, RI, VTMike Gonzalez Channel Account Manager - Mid-Atlantic +1 (512) 498-6533 [email protected] CT, DC, DE MD, NJ, PA, VA, WVJeremy Wheeler Channel Account Manager - TOLA +1 (512) 498-6220 [email protected] AR, LA, OK, TXDiandra Ford Channel Account Manager - Pacific Northwest +1 (512) 682-9565 [email protected] AB, AK, BC, CO, ID, KS, MB, MT, ND, NE,
OR, SD, SK, UT, WA, WY, YKJennifer Baker Channel Business Dev. Manager - North America +1 (512) 498-6347 [email protected] AllElizabeth Burkhead Sr. Channel Marketing Manager - North America +1 (512) 498-6517 [email protected] AllJavier Molina Channel Sales Director +1 (512) 682-9745 [email protected] All
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Channel Sales: North AmericaContact List
TEAM TITLE PHONE EMAIL STATES COVEREDJoe Labahn Channel Manager - North America +1 (512) 682-9539 [email protected] AllMario Gomez Channel Sales Engineer - North America +1 (512) 498-6168 [email protected] AllAugustine Torres Senior Channel Account Manager - North America +1 (512) 874-3402 [email protected] AllCooper Herrera Channel Account Manager - Pacific Southwest +1 (512) 682-9864 [email protected] AZ, CA, HI, NM, NVTBD Channel Account Manager - Northern Great Lakes TBD TBD IA, MI, MN, ON, WIDerrick Corso Channel Account Manager - Midwest +1 (512) 498-6761 [email protected] IL, IN, KY, MO, OH, TNShaun Conner Channel Account Manager - Southeast +1 (512) 498-6383 [email protected] AL, FL, GA, MS, NC, SCDebbie Proctor Channel Account Manager - Northeast +1 (512) 498-6202 [email protected] MA, ME, NH, NY, QC, RI, VTMike Gonzalez Channel Account Manager - Mid-Atlantic +1 (512) 498-6533 [email protected] CT, DC, DE MD, NJ, PA, VA, WVJeremy Wheeler Channel Account Manager - TOLA +1 (512) 498-6220 [email protected] AR, LA, OK, TXDiandra Ford Channel Account Manager - Pacific Northwest +1 (512) 682-9565 [email protected] AB, AK, BC, CO, ID, KS, MB, MT, ND, NE,
OR, SD, SK, UT, WA, WY, YKJennifer Baker Channel Business Dev. Manager - North America +1 (512) 498-6347 [email protected] AllElizabeth Burkhead Sr. Channel Marketing Manager - North America +1 (512) 498-6517 [email protected] AllJavier Molina Channel Sales Director +1 (512) 682-9745 [email protected] All
Gather Account Details • Customer name & address
• End user contact/phone number
• Your phone number
• End user email – to crosscheck/license delivery
• Products of interest
• Roughly how many network devices (switches/routers/servers)?
• Is the customer evaluating any other vendors?
• Is the end user currently budgeted to make a purchase, assuming solution meets their needs?
• Timeframe for potential purchase/next steps
• Distributor for quote: Lifeboat, DLT, Tech Data, or Synnex
Contact UsSee regional contact sheet or: • [email protected]
Toll Free · +1 855-498-4155
Local · +1 512-682-9877
Additional Resources • http://www.solarwinds.com/partner-resources.aspx
• http://partner.demo.solarwinds.com/Orion/SummaryView
• Partner Portal: http://www.solarwinds.com/partners/
• SE Demo: http://demo.solarwinds.com/sedemo/
New OpportunityI Have an Opportunity, What’s Next?
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PRODUCTS, SALES HOOKS, & QUALIFYING QUESTIONS
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NPM Qualifying Questions • How are you currently monitoring your network infrastructure?
• Do you get alerts when problems arise or hardware failure? 3rd party ability for alerts.
• Do you have any kind of historical reporting?
• Do you have a map of your network?
• Do you want one interface for all end to end monitoring?
• Do you receive syslog or trap messages from your device?
• How do you currently monitor your network for 24/7 availability?
Network Performance MonitorQualifying Questions
SO MANY QUESTIONS, SO LITTLE TIME.
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What Does Network Performance Monitor Do?Detect, diagnose, and resolve network performance issues with real-
time views and dashboards that enable you to visually track network
performance at a glance.
NPM Hooks • Network availability and performance monitoring
• Customizable reporting
• Automated device discovery
• Custom network maps
• Intelligent alerting
• Wireless MonitoringLicensing scheme: Licensed by the largest number of elements–nodes, interfaces or volumes (usually interfaces).
This Early-Warning System: Up in One Hour • Simplifies detection, diagnosis, & resolution of network issues before outages occur
• Tracks response time, availability, & uptime of routers, switches, & other SNMP-enabled devices
• Shows performance statistics via dynamic, drillable network maps
• Includes out-of-the-box dashboards, alerts, reports, & expert guidance on what to monitor & how
• Automatically discovers SNMP-enabled network devices & typically deploys in less than an hour
Network Performance MonitorProduct Overview & Sales Hooks
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Server & Application MonitorQualifying Questions
SAM Qualifying Questions • Do you need to monitor your servers and applications?
• What critical applications do you have?
• Do you have any home grown applications?
• How long does it take you to restart your services when they fail?
• Are you alerted when critical applications go down?
• Do you know when your applications are slow?
• Can you distinguish if issues are related to network, application, or hardware?
• Do you need historical reporting for application availability and usage?
• How do you currently monitor your mission critical applications?
I’M FEELING KINDOF SICK TODAY.
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Server & Application MonitorProduct Overview & Sales Hooks
What Does Server & Application Monitor Do?Performance and availability monitoring, alerting, and reporting for
applications and servers.
SAM Hooks • Hardware health monitoring
• Real-time process exploring
• Application discovery script monitoring
• Customizable app monitoring templates
• Trend, capacity, & performance dashboards
• Stand-alone or integratedLicensing scheme: Licensed by the number of component monitors used.
Server & Application Monitoring Made Simple • Application Monitoring for all components – servers, virtual layer, and
150+ applications such as SQL Server®, Exchange, and Active Directory®
• Easily customize alerts, reports, and dashboards for your enterprise-wide needs
• Use baseline to compare application performance and alert when apps start having issues
• Great value for money – monitoring, reporting, alerting, and asset inventory in one product
• Easy server monitoring software for collaborating across server, Web, database, and application teams
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NCM Qualifying Questions • Are you responsible for managing the configurations of your network devices?
• If so, how are you currently doing this? Do you have to do it manually?
• How do you make bulk changes to your network devices? (if you had to change the password on all of your network devices, how would you do it? Or how long would it take you?)
• How many network devices to you need to manage in your environment?
• Do you know who is making changes to your network devices?
• Do you have any kind of compliance reporting or internal audits?
• Do you have the ability to search your configurations?
Network Configuration ManagerQualifying Questions
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I’M NOT BAD I’M JUST CONFIGURED
THAT WAY.
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Network Configuration ManagerProduct Overview & Sales Hooks
What Does Network Configuration Manager Do?Automated network configuration and compliance management.
NCM Hooks • Automates network config backups & compliance reporting
• Bulk configuration changes
• Detects & reports on config policy violations
• Real time change detection
• Multi-vendor support
• Stand-alone or integratedLicensing scheme: Licensed by the number of managed devices.
Automated Network Configuration &Change Management Software • Enables bulk change deployment to thousands of devices
• Performs automatic, scheduled network configuration backups
• Protects against unauthorized & erroneous network changes
• Detects & reports on network compliance policy violations
• Provides real-time network inventory & asset service management
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LEM Qualifying Questions • What (if any) is your current solution for managing logs and events?
• What types of devices do you need to collect logs from? (i.e. Cisco ASA firewall, Windows servers, desktops, workstations)
• Approximately how many devices will you be collecting logs from in total?
• Do you have any specific requirements around correlating logs and events and enabling active responses to these (i.e. disabling networking on a virus infected workstation)
• Are you concerned about meeting any specific compliance standards in relation to event log management? (i.e. PCI, GBLA, etc.)
• Do you have any other general requirements from a log management solution?
Log & Event ManagerQualifying Questions
DO I LOOK INSECURE?
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Log & Event ManagerProduct Overview & Sales Hooks
What Does Log & Event Manager Do?Combining real-time log analysis, event correlation, and ad hoc
search to deliver the visibility, security, and control you need.
LEM Hooks • Powerful SIEM for the resource- constrained secuity pro
• 24x7 Virtual Security Operations Center
• Lower cost of security operations while improving effectiveness
• Meet complicance requirements with out of the box rules and reportsLicensing scheme: Licensed by the number of managed devices.
Powerful SIEM for the Resource-Constrained Security Pro • Gain the power of SIEM without spending a fortune or hiring an army
• Increase security visibility with 24x7 automated monitoring and real-time analysis
• Obtain broader compliance support, stronger security intelligence, and a faster time to-respond duration with embedded file integrity monitoring and active response
• Tackle compliance, security, and insider threats with expert developed, pre-packaged templates and automated log management
• Perform rapid root cause analysis with built in intelligence and strong visualization across networks, systems, applications, and security
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Key Qualifying Questions • What type of databases do you have?
• What are the most important applications those databases interact with?
• What are some common problems you encounter?
• How do you currently resolve those?
• Are you looking to resolve a current problem, or looking to be proactive in improving performance?
• Are you monitoring production databases instances or test/dev? If you are only looking at test/dev I encourage you to monitor a problematic production environment to really see what DPA is capable of.
Database Performance AnalyzerQualifying Questions
YOU COMPLETE ME
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Database Performance AnalyzerProduct Overview & Sales Hooks
What Does Database Performance Analyzer Do?Analyze and optimize server and application performance based on
queries, sessions, servers and storage systems.
DPA Hooks • Database Server performance monitoring SQL, Oracle, DB2, Sybase
• Isolate root causes by performing multi-dimensional analysis
• Improve end-user application performance
• SQL server VMWare
• Eliminate finger pointing across the IT team
• No agents and no load
• Less than 1% load on Database
Resolve SQL Server Performance Problems • Identifies the performance problems most impacting end user response time
• Isolates root cause in just four clicks
• Illustrates historical trends explaining performance over days, months & years
• See a direct correlation between SQL Server response time and VMware® resource metrics
• Agentless architecture, install and see results in minutes!
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Virtualization ManagerQualifying Questions
VM Qualifying Questions • What Hypervisor do you currently have deployed? This is really another way of asking, “Do you have Vmware ESX/ESXi in your environment?” VMWare or Hyper-V?
• What is the % of physical servers that have been virtualized? (<30%, 30%-70%, >70%)
• How many total VMs are you currently running in your environment?
• What Use Cases cause you the biggest pain as it relates to your virtual environment? (Virtual Performance Analysis, Storage Performance Analysis, Alerting, Virtualization Capacity Planning, Storage Capacity Planning, Virtualization Reporting, Storage Reporting, Storage end-to-end mapping and file analysis, Rightsizing Virtualization Resources, Virtualization Configuration Creep)
Remember – we have a better product, priced aggressively, try it/buy it!
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I’M FEELINGROGUE
ME TOO
ME THREE
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Virtualization ManagerProduct Overview & Sales Hooks
What Does Virtualization Manager Do?Virtualization Manager helps you proactively monitor and analyze
virtualization-specific performance problems.
VM Hooks • Monitors CPU, memory and network capitalization of VMs and hosts
• If you have a lot of VM’s and need deeper performance monitoring, tracking of VM Sprawl and Capacity planning then check out our full Virtualization Manager product
Virtualization Management — From VM to Storage • Real-time dashboards identify & troubleshoot performance, capacity, and configuration problems for VMware® & Hyper-V®
• Identifies VM sprawl, helps reclaim & optimize space, and reduces licensing costs
• Integration with SolarWinds® Server and Application Monitor provides visibility of the application stack—from app to VM to datastore
• All the functionality & more of other leading VM tools—at a fraction of the cost
• Easy to download, deploy, and use—start monitoring VMs in less than an hour
Value PropositionAdditional Resources
SolarWinds Value PropositionSolarWinds has over 28 easy to use products for IT Management
so there is great potential in cross-sell, up-sell, as well as account
penetration. SolarWinds resellers can provide cost savings to
their customers. For a current list of products visit:
www.solarwinds.com/products
Network Management: Network Performance Monitor • Network Bandwidth Analyzer Pack • NetFlow Traffic Analyzer • Network Configuration Manager • IP Control Bundle • IP Address Manager • User Device Tracker • VoIP & Network Quality Manager
System Management: Server & Application Monitor • Virtualization Manager • Storage Manager • Web Performance Monitor
Security Information & Event Management: Log & Event Manager
Database Management: Database Performance Analyzer for SQL Server Database Performance Analyzer for Oracle • Database Performance Analyzer for DB2 • Database Performance Analyzer for Sybase
Why do customers choose SolarWinds? Here are a few reasons:
• Multi-Vendor support
• Simple to use web interface
• Installs in less than an hour with a small server and network foot print
• Scales from small office deployments to enterprise level with ease
• Includes monitoring and management of your devices within a single pane of glass
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Call AssessmentAdditional Resources
Partner Call Campaign Assessment: 1. What vendor solutions are you currently using for IT Manangement?
• SolarWinds (go to question 2 and 3)
• Competitor (go to 4 and 5)
2. What SolarWinds products are you currently using?
3. When is your maintenance due? Are your current license levels sufficient?
As your reseller, we offer a discount on maintenance. Also, while
I have you on the phone, SolarWinds offers free License Review.
I would like to set up a 15 minute call with a SolarWinds Channel
Account Manager to discuss your current deployment, product
updates, and how we can round out your solution.
4. Is your current vendor solution giving you everything you
need from a monitoring perspective?
5. Where do you feel your current solution is lacking?
To help, I want to offer you a Free Consultation to assess how
you are managing your network. This will give you an overview
on how you can effectively and efficiently monitor the
performance of your network.
1st Touch: VM Script for Monday & Tuesday
Hi ____ this is ____ with ____, a SolarWinds’ reseller. We work
strategically with all of our Core customers and are currently
scheduling free license review calls. Just wanted to circle up with you
to coordinate that call this week. It is a quick 10 minute call where we
will discuss your current deployment and other ways we can help you
round out your SolarWinds solutions. I still have openings tomorrow &
Wednesday, so wanted to see what works best for you. Give me a call
when you get a second @ ___-_____.
2nd Touches: VM Script (Wednesday – Thursday)
Hi ____ this is ____ with the ____ a SolarWinds’ reseller. Just wanted to
follow up on a few emails & VM’s that I have sent over this week. I have
not received a response for you and just wanted to be sure that you
are aware of the free license review & customer only incentives as
they are for a limited time. So if you wouldn’t mind, take a second to
quickly respond to one of those emails and let me know a good day
and time for us to complete your free license review call. Or, if you
prefer you can also reach me at ___-_____.
3rd Touch: VM Script (Friday)
Hi ____ this is ____ with the ____ a SolarWinds’ reseller. Just wanted to
follow up on a few emails & VM’s that I have sent over this week. I have
tried to connect with you a few times this week, but have not received a
Existing Customers Call CampaignAdditional Resources
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response from you. Just wanted to be sure that you are aware of the free
license review & customer only incentives as they are for a limited time.
The customer only incentives can be used towards any license size
upgrades, snap in modules or any other SolarWinds products.
So if you wouldn’t mind, take a second to quickly respond to one of
those emails and let me know a good day and time for us to complete
your free license review call. Or, if you prefer you can also reach me
at ___-_____.
What To Look For:When calls are answered & voicemails
• What is said – Script?
• Call to action – Setting the meeting
• How is an opportunity converted?
What’s Next?Contact us at
Toll Free
· +1 855-498-4155
Local
· +1 512-682-9877
Existing Customers Call CampaignAdditional Resources
