This presentation contains forward-looking statements regarding

future product plans and development efforts. SolarWinds considers

various features and functionality prior to any final generally available
release. Information in this presentation regarding future features and
functionality is not and should not be interpreted as a commitment
from SolarWinds that it will deliver any specific feature or functionality
in the future or, if it delivers such feature or functionality, any time
frame when that feature or functionality will be delivered. All
information is based upon current product interests, and product
plans and priorities can change at any time. SolarWinds undertakes
no obligation to update any forward-looking statements regarding
future product plans and development efforts if product plans or
priorities change.

1
SolarWinds Sales Expert (SSE)
Foundations v4.0
SolarWinds Accreditation Training

February 2024
Sascha Giese
Global Tech Evangelist, Observability

3
Accreditation Badge

4
Learning Objectives
SSE badge earners completing this course will be able to…

Recognize “One SolarWinds” and readily explain the unified SolarWinds solution as our
1
offerings evolve to serve expanding customer needs.

2 Advocate What and Why SolarWinds

Elevate the buying team’s knowledge of why SolarWinds is uniquely

3 positioned to address their customer challenges better.

Effectively position our offerings through a better grasp of an evolving

4 market, our solutions, and the skills SolarWinds sellers should refine to
initiate, qualify, and close new business.

Know where to go for resources and engagement to grow, accelerate, and

5
win more deals.

5
Agenda: SolarWinds Sales Expert Foundation v4.0

Module 1 • Market Opportunities

Module 2 • Why SolarWinds

Module 3 • How Do We Meet Customers’ Needs

Module 4 • Monitoring and Observability by SolarWinds (Including Security)

• Self-hosted software – Hybrid Cloud Observability

• SaaS – SolarWinds Observability

• Security Observability

Module 5 • Database Overview

Module 6 • ITSM Overview

Module 7 • Resources

6
Engagement

01 02 03
QUESTIONS QUIZ ACCREDITATION
Please use the Q&A Use your PDF copy Once you successfully
chat to send us any of this presentation complete the exam,
questions you think to complete the 20- you’ll receive an
of during the event. question exam. accreditation badge
All learners must and certificate from
achieve 80% or Credly (3rd party)
better to earn their within 7-10 days of
accreditation. Take passing the exam.
exam as often as
needed to pass.

7
Market Opportunities
Module 1

8
 The Addressable Market Is Substantial

Our evolution will enable us to

$60B
accelerate penetration into the
faster-growing segments of our
addressable market across
Observability, Security, Database,
Forecast Total Addressable Market by 20251
and Service Management.

1. Source: IDC Semiannual Software Tracker, May 2021. Includes the IT Operations Management, Network Management,
IT Service Management, Security Analytics, Intelligence, Response and Orchestration, and Database Administration and
Development Tools markets.
2. Source: IDC Worldwide Intelligent CloudOps Software Forecast, July 2021

9
Increasingly Complex Distributed Technology Landscape

CLOUD SERVICES INFRASTRUCTURE NODES APPLICATIONS DATABASES

100s 1,000s 100s 100s

Free Cloud Tool Hybrid and multi-cloud

Cloud Open-Source Tool
and cloud-native
Network Vendor Tool
Network Vendor Tool
Infrastructure as a
service (IaaS), SD-WAN,
SaaS
Network Vendor Tool

secure access service

User Vendor Tool
edge (SASE)
Network Vendor Tool
Customers,
Partners, and
Network Vendor Tool Employees Modernization of
App Vendor Tool apps and databases

App Vendor Tool

DevOps, CloudOps,
and AIOps teams
Hardware Vendor Tool Hardware Vendor Tool

Data Center 1 Data Center 2 Branch Office

Information silos Manual root cause Low Poor service High risk
and tool sprawl analysis productivity delivery and cost

Note: Example of a single environment for an upper-mid-market customer. 10

Complexity Results In Fragmented Oversight

LIMITED ON-PREM AND LACK OF A COMMON

MULTI-CLOUD VISIBILITY STANDARD
What to observe?
Lengthening process in responding to
How should it be analyzed and
incidents and outages.
interpreted?

SECURITY UNPREDICTABLE SERVICES

VULNERABILITIES DEGRADATION
Direct impact on SLAs, revenues
Distinguishing between common and reputation.
activities and potential threats

11
Customers Can’t Manage What They Can’t Observe
Hybrid Cloud Initiatives Increase Complexity

CHALLENGES DRIVER AND OPPORTUNITY

42 State observability blind Enterprise will use

Organizations
58% spots in today’s modern utilize a hybrid the cloud to
networks present cloud architecture³ 72% 50% accelerate business
initiatives by 20275
extreme challenges.1

Enterprise and mid- 82% 87%

24 Organizations
Cite ongoing cloud sized organizations are
embrace a multi-
operational augmenting on-prem
cloud strategy³
76% management as a
infrastructure with
public clouds4
critical challenge.2

1. SolarWinds IT Trends Report 2023

2. ESG 2023 Technology Spending Intentions Survey
3. Flexera 2023 State of the Cloud Report
4. Cisco Global Hybrid Cloud Trends Report
5. Boardroom Stats From Google Cloud
12
Market Has Lacked an Elegant Solution for
Observing Everything
There is a tool for everything – But NO Single solution for breadth and depth across
Hybrid-Cloud.

Cloud Monitoring
solution
On-Prem Network
Monitoring solution
Azure Monitor
On-Prem
Infrastructure AWS Cloud
Monitoring solution Watch

OBSERVABILITY GAP
On-prem
infrastructure Cloud
infrastructure
Network, Servers,
Hypervisor env, Compute, Network, Storage,
Applications/DB, Storage DB, and other PaaS
services.

13
SolarWinds®
A unified solution for managing your customers’ entire IT environments

Simple. Powerful. Secure These AI-powered

capabilities increase
Service customer productivity
Observability Database Security Management by reducing:

• Time to value
• Time to detect
SOLARWINDS • Time to remediate

Offering across self-hosted software or SaaS for Hybrid IT environments

14
Why SolarWinds
Module 2

15
 Our Approach
Simple. Powerful. Secure

INPUTS VALUE SOLARWINDS

ENTITIES SOLARWINDS OUTPUTS
AND SIGNALS PROPOSITION CUSTOMERS

Applications Accelerate detection DevOps

Visualizations
Logs
Accelerate remediation CIO/CXO/VP
Databases Traces Intelligent alerts
Increase uptime and
Metrics Reduced noise
SolarWinds operational resiliency
Platform
Networks
Behaviors Connected insights engineering
Streamline support
Events management
Smart incident response
Infrastructure
Enable preemptive IT Ops
✓ SaaS, hybrid-, and multi- maintenance
cloud observability
Users Automation
✓ Database performance
SecOps
management
Things ✓ Service management Increase productivity

✓ Security and tools Database

Reduce costs admins
SECURE BY DESIGN

Note: Represents SolarWinds goals for product development for 2024 and beyond. Product development goals represent forward-looking statements.

16
Our Evolution

Monitoring for Data Observability and Autonomous

Centers or Cloud Service Management Distributed Cloud
for Hybrid IT Management
Configure, visualize, Self-discovery, self-
Configure and visualize observe, predict, act, and management, self-healing,
remediate distributed cloud cockpit,
and business-driven

17
 Trusted by Users and Digital Leaders
Simplicity drives powerful results.

Network Monitoring Infrastructure Application Performance Monitoring Security Database

Service Management
Network Automation Monitoring Cloud Infrastructure Monitoring Information and Monitoring
Configuration Management Server Monitoring Event Management

A WORLDWIDE LEADER
in Observability1, Network Management Software,
and2 IT Operations Management3

300,000+ 96% of
Customers Fortune 500®

Sources: 1. SolarWinds Recognized in GigaOm Radar Reports as a Leader in Network and Cloud Observability, SolarWinds. August 23, 2022. 2. IDC® defined Network Management Software functional market, IDC’s Worldwide Semiannual Software Tracker,
October 15, 2021. 3. Gartner, Market Share Analysis: ITOM Performance Analysis Software, Worldwide, 2020. June 11, 2021. (AIOps/ITIM/Other Monitoring Tools Software Market). SolarWinds term, Systems Management, refers to the AIOps/ITIM/Other
Monitoring Tools Software Market Taxonomy referenced in the Gartner report. All statements in this report attributable to Gartner represent SolarWinds interpretation of data, research opinion, or viewpoints published as part of a syndicated subscription service by
Gartner, Inc., and have not been reviewed by Gartner. Each Gartner publication speaks as of its original publication date (and not as of the date of this presentation). The opinions expressed in Gartner publications are not representations of fact and are subject to
change without notice. single organization, each of which may be assigned a unique customer identification number and deemed a separate customer. 4. SolarWinds Solutions, Innovations, and Leadership Earn International Industry Accolades, January 17, 2023.

18
How We Meet Customers’
Needs
Introduction to SolarWinds Unified Solution
Module 3

19
Our Customers

Practitioners Business Decision Makers

Roles Roles
• IT Ops (Network & Infrastructure Management) • CxO (Chief Information Officer, Chief Technology Officer,
• Dev Ops (Application Performance) Chief Information Security Officer, etc.)
• Database Performance Management • VP / Director (IT Ops, Database Administration, DevOps,
• ITSM (Service Management) Network/Systems Engineering, WebDev, etc.)
• Sec Ops
Main Concerns
Main Concerns

Modernize
Performance Availability ROI & Budget
Infrastructure

Capacity IT Security &

Security
Planning Productivity Compliance

See Partner Sales Playbook for Additional Details

20
What’s Holding Your Customers Back
Lack of visibility across the technology stack

Tool sprawl requires Multiple information Business services Too many alerts can Missed SLAs and
staff to develop and sources add complexity distributed across hybrid risk fatigue or be SLOs can result in
maintain skills in and time to issue cloud environments ignored— additional costs
different operating resolution, leading to present unique putting customer and through fines.
environments. operational challenges for end-user experience at
inefficiencies. troubleshooting and risk
optimization.

21
Visibility and Control Across the Enterprise
Integration with your customers’ existing IT ecosystem

The SolarWinds solution is designed to deliver unified visibility

and control across on-premises,
hosted, and public cloud IT environments

22
Competitive Landscape
Key Competitors Across SolarWinds

Monitoring & Observability Database ITSM

DIRECT: DIRECT:

INDIRECT:
Open Source/In-house
OEM

INDIRECT:

23
Roadmap Themes
Cement Observability by SolarWinds as the ideal choice for hybrid IT environments

AIOps

Devices and Cloud Services

CSPs, GSI

Secure
Service Desk
Security Observability
by Automation
Design
Database Observability
Hybrid Experience

APIs and Ecosystem

Expansion
24
Land and Expand Your Share of the Customer Wallet

2024 Focus
Add
More
Products
Hybrid Cloud Hybrid Cloud
Observability Observability Sell:
Conversions New • Service Management
• Security
Legacy • SolarWinds Observability
Customers

Currently Own: Database

• Orion® Modules Expansion
• SaaS point products
• Database

Sell:
• More Nodes
• More Applications
Journey to SolarWinds Observability (SaaS) • Etc.

25
Built to Power Business-Critical Outcomes

ACCELERATE
issue resolution

RAPID REDUCE
time to value alert fatigue and
risk

ENSURE GAIN
service levels productivity and
agility

26
Monitoring and Observability by
SolarWinds (Including Security)
Module 4

27
Monitor and Observe Everything from Anywhere
Powerful observability for your entire IT ecosystem

MONITOR and OBSERVE

MONITOR and OBSERVE AUTOMATE
YOUR HYBRID IT YOUR WAY: and
SELF-HOSTED or SaaS OPTIMIZE

28
Monitor and Observe Everything from Anywhere
Powerful observability for your entire IT ecosystem

MONITOR and OBSERVE

YOUR HYBRID IT
Manage your on-prem, hybrid, or
cloud-native ecosystem with end-
to-end full-stack visibility over
networks, infrastructure,
databases, applications, user
experience, and security, all with a
unified, integrated solution.

29
Monitor and Observe Everything from Anywhere
Powerful observability for your entire IT ecosystem

Self-hosted Self-hosted and SaaS SaaS

MONITOR and OBSERVE

MONITOR and OBSERVE
YOUR HYBRID IT YOUR WAY:
SELF-HOSTED or SaaS
Gain visibility from one pane of
glass over your hybrid IT
environment from where it makes
sense for you, today and
tomorrow, with a self-hosted
software solution from inside your
own firewall or a born-in-the-cloud
SaaS solution.

30
Monitor and Observe Everything from Anywhere
Powerful observability for your entire IT ecosystem

Self-hosted Self-hosted and SaaS SaaS

MONITOR and OBSERVE

MONITOR and OBSERVE AUTOMATE
YOUR HYBRID IT YOUR WAY: and
SELF-HOSTED or SaaS OPTIMIZE
Accelerate performance,
optimize costs, and deliver
superior customer experience
with AIOps, enhanced with
machine learning, that detects
anomalies and accelerates
troubleshooting and remediation.

31
Monitor and Observe Everything from Anywhere
Powerful observability for your entire IT ecosystem

Self-hosted Self-hosted and SaaS SaaS

MONITOR and OBSERVE

MONITOR and OBSERVE AUTOMATE
YOUR HYBRID IT YOUR WAY: and
SELF-HOSTED or SaaS OPTIMIZE
Gain visibility from one pane of
Manage your on-prem, hybrid, or Accelerate performance,
glass over your hybrid IT
cloud-native ecosystem with end- optimize costs, and deliver
environment from where it makes
to-end full-stack visibility over superior customer experience
sense for you, today and
networks, infrastructure, with AIOps, enhanced with
tomorrow, with a self-hosted
databases, applications, user machine learning, that detects
software solution from inside your
experience, and security, all with a anomalies and accelerates
own firewall or a born-in-the-cloud
unified, integrated solution. troubleshooting and remediation.
SaaS solution.

32
Monitor and Observe Everything from Anywhere

Self-hosted Self-hosted and SaaS SaaS

MONITOR and OBSERVE

MONITOR and OBSERVE AUTOMATE
YOUR HYBRID IT YOUR WAY: and
SELF-HOSTED or SaaS OPTIMIZE
A Unified Solution
with AIOps and Security at its Core

33
Reduce Alert Noise and Improve Productivity With AIOps

Reduce alert noise

by classifying anomalies and operational

trends while excluding known outliers

Acceleration identification

of potential performance issues before

they impact users.

Improve productivity
Speed problem resolution
and enable informed actions across hybrid environments

34
Meet Your Customers Where They Are
No matter where they are on their transformation journey

Data Center Cloud-Enabled Cloud-Modernized Cloud-Native

• Run infrastructure and apps • Have a cloud modernization • Have a cloud modernization • Have cloud-only strategy
on-premises strategy in early stages of strategy and are fast • Cloud-native with
• May leverage limited cloud execution executing it distributed
in the future • Run applications on- • Run hybrid IT with multi- services/resources,
• Traditional three-tier apps premises with some cloud workloads (private or containers, microservices
workloads in the cloud public cloud) with • No private cloud strategy
• Little to no automation
• Need solutions to help with distributed services
• Tech teams work on • Need cloud-only
cloud modernization • Need automation for observability
managing their own specific
journey and provide robust managing increased
areas
hybrid cloud observability complexity
• Need monitoring solutions
• Need hybrid and
with robust capabilities
multi-cloud observability
with AIOps
35
Monitor and Observe Everything from Anywhere
Powerful observability for your entire IT ecosystem

Deploy on-premises or in private or public cloud SaaS for modern, cloud-native environments
Purpose-built for IT pros and IT leaders DevOps teams, developers, and cloud architects

MONITORING AND OBSERVABILITY

Self-hosted Observability SaaS-hosted Observability

powered by Hybrid Cloud Observability powered by SolarWinds Observability

Network Network
Infrastructure Infrastructure
Unified
Applications Visibility Applications
Database Database
Security User Experience

36
Ensure a Smooth Journey to a Modern Environment
With Full-Stack Observability from SolarWinds

Be cloud-ready at
their own pace
with flexible
deployment options
that let you evolve
as your business
Proactively resolve needs dictate.
problems
before they arise
Gain a consolidated with AI that reduces Iterate and refine
view of your entire alert fatigue and their AIOps
hybrid environment helps meet SLAs. to remove manual
Eliminate with a single tasks, reduce human
monitoring tool solution that error, and allow
sprawl across supports present focus on business
On-prem, Cloud, and future needs. value.
Database, and
Applications.

37
 Monitoring and Observability from SolarWinds
Simplify and extend

Eliminate Tool Sprawl

Secure by Design Reduce Alert Fatigue and Risk

Unified Visibility
With SolarWinds

For your Hybrid Ecosystem Gain Deployment Flexibility

* Additional purchase required.

38
BetaNXT – Global Wealth Management Company >$500K
Implementation of Comprehensive Observability from SolarWinds (SaaS and Self-Hosted)

The Challenge
• Tool Sprawl: Multiple teams using multiple tools; leadership seeking to standardize
• New third-party managed services like AWS and Oracle Cloud
• Accelerated company growth through acquisitions
• Needed enterprise-level system controls for both on-prem and cloud applications

The Solution Datadog Competitive Takeout

• One vendor for monitoring – SolarWinds
• Self-Hosted and SaaS Observability from SolarWinds (Hybrid Cloud Observability and • One offering, one vendor– Full-stack on-prem
SolarWinds Observability) and SaaS observability
• Converted Orion® modules to Hybrid Cloud Observability (1.33 ARR) and added 2500 nodes • Partnership – Evolved from a vendor
• Converted AppOptics (1.89 ARR) to full-stack SolarWinds Observability and displaced Datadog relationship to a partnership.
• Customer Focus– The account team, Product
Team, and Engineering team are committed to
Key Takeaways BetaNXT’s success
• SolarWinds unlocked visibility into the entire BetaNXT environment; connecting • Price – Not a primary driver, but still priced
components to show when and where an issue could impact customer experience lower than Datadog
• SolarWinds simplified but comprehensive offering supports BetaNXT's aggressive growth • Tip of the Iceberg – Customer has requested
• True partnership approach with pre- and post-sale support from the account team, an additional 2x quote to support rapid growth

39
Module 4A
Self-hosted software – Hybrid Cloud
Observability

40
Hybrid Cloud Observability
Full breadth of SolarWinds in a single, integrated solution

Hybrid Cloud Observability Advanced

• Everything in Essentials
+ Anomaly Based Alerts
+ Vulnerability Dashboard
+ Integration with Security Event Manager
and Access Rights Manager
Hybrid Cloud
Hybrid Cloud Observability Essentials Observability
• Node Based Licensing
Licensing Power-ups*
• Flexible
Flexible Licensing
Licensing
• Free Status
Status Only
Only Nodes
Nodes

VoIP &
Network Server & Network NetFlow Server Storage Web
Log IP Address User Device Network Virtualization
Performance Application Configuration Traffic Configuration Resource Performance
Analyzer Manager Tracking Quality Manager
Monitor Monitor Manager Analyzer Monitor Monitor Monitor
Manager

HYBRID CLOUD OBSERVABILITY

Self-hosted software, instant evaluation

*Power-ups require additional purchase

ON-PREM CLOUD **Integrations require additional purchase and installation
INFRASTRUCTURE INFRASTRUCTURE

41
Additional Integrations for Full-stack Observability
Full breadth of SolarWinds in a single, integrated solution

Hybrid Cloud Observability Advanced

Advanced
• Everything
Everything in
inEssentials
Essentials
•+ Anomaly
Anomaly Based
BasedAlerts
Alerts
•+ Vulnerability
VulnerabilityDashboard
Dashboard
Dashboard
•+ Integration
Integrationwith
withSecurity
SecurityEvent
EventManager
Event Manager
Manager
and
and Access
AccessRights
RightsManager
Manager
Hybrid Cloud Hybrid Cloud
Hybrid Cloud Observability Essentials Observability DATABASE
Observability
SECURITY SERVICE
SERVICE
DATABASE SECURITY
• Node Based Licensing
Licensing Power-ups* OBSERVABILITY Power-ups*
OBSERVABILITY DESK
DESK

• Flexible
Flexible Licensing
Licensing
• Free Status
Status Only
Only Nodes
Nodes

VoIP &
Network Server & NetworkStorage NetFlow Web Server Storage Web
Log IP Address User Device Network Virtualization
Performance Application Configuration
Resource TrafficPerformance Configuration Resource Performance
Analyzer Manager Tracking Quality Manager
Monitor Monitor ManagerMonitorAnalyzer Monitor Monitor Monitor Monitor
Manager

HYBRID CLOUD OB OBSERVABILITY INTEGRATIONS

INTEGRATIONS
Self-hosted software, instant evaluation

*Power-ups require additional purchase

ON-PREM CLOUD **Integrations require additional purchase and installation
INFRASTRUCTURE INFRASTRUCTURE

42
Hybrid Cloud Observability Packages and Entitlements

Essentials Advanced
Comprehensive health and status of everything on your network,
Everything in Essentials, plus: Deep analysis of your network
including lightweight management of the devices on your
and systems, including flows, configuration, and insight into
network.
virtual infrastructure.
Features include:
• Flexible, node-based licensing with free status-only nodes Features Include:
• Network, server, and application monitoring • Configuration tracking and management
• Log analysis for network devices, servers, and applications
• Manage IP addresses • NetFlow analysis
• Real-time tracking of users and devices on your network • Virtualization monitoring and management
• Track the quality of VoIP calls • Anomaly-Based Alerting
• More scalable main polling engine (48K elements) • Vulnerability and Risk Scorecard.

Integrates with Database Performance Analyzer, Patch Manager, and Engineer’s Toolset. Also integrates with the Security Event Manager and Access Rights Manager.

Storage Resource Monitor and Web Performance Monitor can be added to any Hybrid Cloud Observability package.

Enterprise Scale

Add polling engines, web servers, and high availability, plus a lab license and advanced support
Available for Essentials and Advanced 500 nodes and above; required over 1000 nodes.

43
Hybrid Cloud Observability Designed for Their Needs

Built-in intelligence with the following:

Anomaly detection  Event correlation  Remediation  Auto-instrumented recommendations  Automation

Meet SLAs with end-to- Ensure a faster network Stay compliant with
end visibility to pinpoint with deeper understanding automated configuration
performance issues of paths across the entire and change management
delivery chain and IP address management

Improve application Understand your connected Automatically detect

performance by better landscape faster with and track devices and
understanding the application powerful out-of-the-box and manage switch ports
and its underlying layers custom visualizations

44
Module 4B
SaaS – SolarWinds Observability

45
SolarWinds Observability
Enhanced Network and Infrastructure Monitoring and Observability

Simplify management of on-premises, cloud, and hybrid applications and infrastructure.

Optimize innovation and operations for IT Ops, Cloud Ops, and DevOps.

Gain further efficiencies and reduce

ON-PREMISES costs with a unified offering, regardless
NETWORK CLOUD APPLICATION DIGITAL of IT implementation (On-premises,
EXPERIENCE DATABASE
and INFRASTRUCTURE PERFORMANCE Cloud, Hybrid)
INFRASTRUCTURE OBSERVABILITY MANAGEMENT OBSERVABILITY
MANAGEMENT
OBSERVABILITY

Get a unified single source of truth auto-

instrumented correlation and enhance
team collaboration across Hybrid-Cloud
SolarWinds Observability
One SaaS Offering for Full-Stack Observability
Enables you to reduce:
• Mean time to Value (MTTV),
• Mean time to Detect (MTTD)
• Mean time to Resolve (MTTR)

On-prem Cloud

46
SolarWinds Observability – SaaS-Delivered
Full-stack observability purpose-built for ITOps, DevOps, and Cloud Ops teams

Network Infrastructure Database Application Digital Experience Logs

Health and Health and Diagnostic and root Application health Synthetic and real Multi-source log
performance performance of on- cause analysis and and performance user monitoring management with
monitoring across prem & cloud-based remediation for insights. (RUM) with real-time tailing and
multi-vendor, on- resources such as database Troubleshoot availability and intuitive search for
premises networks servers, virtualization performance performance issues performance insights faster
for quick insight into environments, VMs, concerns in multi- with distributed code- to drive impactful troubleshooting and
complex storage, hosts, vendor environments level traces that service-level resolution
environments. containers, and follow the path of objectives
serverless functions individual
transactions

47
SolarWinds Observability Use Cases – DevOps Focused

Troubleshoot
Identify Intelligent
failed Manage cloud
application alerting and
application resources
latency issues notification
services
Customer Quickly
Live and
Perspective – identify root
historical log
Availability & cause for
event search
Performance application
Cloud Gain visibility
Code level ML driven
Services into Database
diagnostics Health Scores
Monitoring performances

48
SolarWinds Observability Use Cases – Hybrid
Observability Focused

SaaS – On- SaaS – SaaS –

prem Server Hypervisor Hybrid IT
Monitoring Monitoring Monitoring
Identify Troubleshoot
Intelligent
application failed Manage cloud
alerting and
latency application resources
notification
issues. services
Customer Quickly
Live and
Perspective – identify root
historical log
Availability & cause for
event search
Performance application
Cloud Gain visibility
Code level ML driven
Services into Database
diagnostics Health Scores
Monitoring performances
SaaS-based
SaaS-based Flexibility –
Network
Network Self-Hosted
Bandwidth
Performance (HCO) &
and Flows
Monitoring SaaS (SWO)

49
Module 4 C
Security Observability

50
Security Is Everyone’s Responsibility
Security Observability is built to reduce the attack surface, manage access, and improve compliance

Identify Detect Respond

Systems. Assets. Data. Timely Discovery Intelligent Actions

• Physical • Firmware vulnerabilities • Evidence-based assessments and

• Virtual • Policy violations reporting
• Network • Security events (SolarWinds • Security dashboard
• Software Security Event Manager (SEM)) • Risk metrics (ARM)
• Active Directory® stats (SolarWinds • Address future risks
Access Rights Manager (ARM))

Proactive Security Observability provides real-time visibility to detect and

remediate security issues.
• Helps ensure integrity across your infrastructure
• Helps reduce security risks and business disruptions
51
Built-in Intelligence

Problem: Customers with no security teams rely on IT administrators (and different tools) to identify security incidents in their
infrastructure, network, applications, and data.

Approach
Access Rights Manager
• Manage and audit access rights across your IT
infrastructure

Security Event Manager

Integration • Improve your security posture and quickly
demonstrate compliance.

Patch Manager
• Patch management software designed to address
software vulnerabilities quickly.

Solution: A single-pane-of-glass solution providing IT admins comprehensive visibility into their environment to help them
reduce the mean time needed to detect, alert on, and remediate security incidents
52
Security Observability = Hybrid Cloud Observability +
Security Integration
Protecting increasingly distributed and complex IT infrastructures by providing a secure
SolarWinds Security integration with Hybrid Cloud Observability

Hybrid Cloud Observability Security Observability

Gain visibility across your environments to reduce the time needed to detect, alert, and remediate security
incidents.

53
Access Rights Manager (ARM)
Manage and audit user access rights across your IT infrastructure

Migrate insider
threats

Enhance
productivity

Demonstrate
compliance

Unexpected
simplicity

Easily manage user

permission

54
Security Event Manager (SEM)
Improve security and compliance with an easy-to-use, affordable SIEM tool

Detects threats with Achieve compliance

less manual effort readiness

Respond to threats Use features like FIM

faster and USB detection

55
Vulnerability and Risk Dashboard
It helps you identify risks and vulnerabilities within your infrastructure

The vulnerability and risk

dashboard in Security
Observability enables
customers to identify
environmental risks based on
vulnerabilities. The
vulnerability information is
available for Cisco®, Juniper®,
Vmware® (EXSi & vCenter),
Windows®, and Linux®
devices.

56
Benefits of Security Observability

This integration combines security-related events, metrics, and activities with the other data in
Hybrid Cloud Observability. Key benefits include:

Gain insights into the Understand the security Remove internal silos Reduce the time it takes
entire internal state of a posture of the and have complete to identify security issues
complex distributed environment control
environment

57
Database Overview
Module 5

58
Database Performance Solutions from SolarWinds
Side-by-side comparison

Database Performance Analyzer Database Observability SQL Sentry

• Self-managed hybrid solution (with
• SaaS-based product inside • Microsoft Data Platform focused,
perpetual/subscription licensing)
SolarWinds Observability most powerful in the industry
• Machine learning anomaly detection • Ideal for SaaS-based organizations • Ideal for business-critical SQL Server
• Wait-based analysis with tuning and NoSQL platforms databases
advisors • Time comparison to assist with
code deployment • Provides deep database monitoring
• Ideal for dev-oriented organizations, • Query samples for physical, virtual, and cloud
and non-DBA personas • Monitor and report on all queries environments
• SolarWinds® AppStack™ and and system performance • Comprehensive monitoring,
PerfStack™ integration • Sensitive Data Vault for on-premises optimization, alerting, and automation
• Best-in-class, integrated data retention
• Easy correlation of metrics and
virtualization option events across the entire stack

59
Why Choose SolarWinds Database Monitoring?
End user benefits of complete database monitoring

Reduce performance related

incidents Lower infrastructure costs Manage risk of downtime

• Free your team to focus • Maximize infrastructure • Downtime costs your

on optimizing overall investments by ensuring business heavily in lost
data platform applications achieve the productivity and places
performance and best possible the data platform team
supporting other lines of performance within into a harmful reactive
business rather than service and hardware posture.
constantly fighting fires. boundaries.

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Database Performance Management
Common user challenges

CHALLENGES SOLUTIONS

Query and table-tuning advisors help highlight

Database troubleshooting can be time- inefficiencies and where you can acquire the
consuming with many manual tasks most performance gains
complex coding
High-level dashboards with easy drill-down
provide detailed metrics to help identify the
Diagnosing performance issues root cause of performance problems
are often complex and requires
specialized skills.
A single solution designed for multiple
database types with built-in database-specific
Integrating multiple platforms and expert recommendations
database types take time and often fall
outside a DBA’s core skills.

61
Eliminate Database Performance Problems

Finding the root cause of performance problems is

difficult
Intuitive dashboards and relevant SQL Server metrics make it easy to find and fix
problems

Troubleshooting problems with OS and virtual

environment is time-consuming and frustrating
Actionable information about Windows and virtual environment (VMWare/Windows
Hyper-V) help break through performance barriers

Keeping database systems running smoothly is a

constant headache
Automated management tools keep data systems running at peak performance with
fewer resources

SQL query tuning can be tedious

Integrated Plan Explorer execution diagram allows for a full understanding of costly
operators. Query-level wait stats provide the insight needed to identify resource heavy
queries to focus tuning efforts

62
 Database User Personas

Database Administrator (DBA) Site Reliability Engineer (SRE) or Database Reliability Engineer (DRE)
System Administrator or IT Admin

ROLES AND RESPONSIBILITY

• Troubleshoot database service outages as • Manages application and infrastructure • Ensures the reliability of all data
infrastructure
they occur reliability, availability, and performance​
• Develops systems and software to • DREs are a blend of database
• Install and configure new database servers engineering, administrators, and
• Find effective ways to increase automate the deployment process software development.
performance • Identifies resource constraints and • Advises on data modeling
• Document database environment bottlenecks
• Ensure the database is ready to scale
• Help lower hosting costs by performance • Tunes and optimizes application when the time comes.

tuning, consolidating, and re-sizing infrastructure

• Ensure all database servers are backed up • Respond to critical service alerts
• Documents run books and troubleshooting
guides
63
CareerBuilder
Observability solution enables tool consolidation and more rapid business decisions

Displaced ManageEngine®, Datadog®, and New Relic®

$768K WIN
• CareerBuilder® was using several monitoring tools; they had zero visibility from team to team, and their
leadership had no idea who was using/doing what internally. The goal was to have end-to-end visibility across
the organization, and we accomplished this.
• Customer was spending over $1.5M a year in tool sprawl, and we halved their expenses to $0.8M and helped Client Profile
them achieve their budgetary goals. Environment details:

CareerBuilder • AWS®/Azure®
• Microsoft® SQL Server®,
Upgrades and expands with SolarWinds® Hybrid Cloud Observability solution, add AppMan
Amazon® RDS, Redis
products and DPA.
• CareerBuilder purchased Hybrid Cloud Observability Enterprise Edition; AppOptics™, Pingdom®, Loggly®, and • System Center
Database Performance Analyzer (DPA); Enterprise Support; and SmartStart for Hybrid Cloud Observability
Configuration Manager
• Cisco®
Key Benefits
• Arista® /Aruba®
• FireEye®
Observability Monitoring Tool Consolidation Timely Business Decisions
Solution delivered end-to-end SolarWinds Hybrid Cloud Observability Better automated and more timely reporting on
visibility across the organization. solution along with AppMan tools and DPA, their environment enabled CareerBuilder to
allowed us to displace three competitors reach quicker decisions on how to develop their
environment further.

64
30+ Cloud and On-Premises Database Platforms

30+ CLOUD AND ON-PREMISES DATABASE DATABASE 30+ CLOUD AND ON-PREMISES DATABASE DATABASE
DATABASE DATABASE
PLATFORMS SQL SENTRY® PERFORMANCE PLATFORMS SQL SENTRY® PERFORMANCE
OBSERVABILITY OBSERVABILITY
ANALYZER (DPA) ANALYZER (DPA)

SQL Server √ √ √ MariaDB √ √

Azure SQL Database √ √ √ Amazon RDS-MariaDB √ √
Azure SQL Managed Instance √ √ Azure Database for MariaDB √
SQL Server Analysis Services √ Percona √ √
Amazon Relational database service (RDS)-SQL
√ √ PostgreSQL √ √
Server

Google Cloud SQL for SQL Server √ EnterpriseDB Postgres √ √

Oracle √ √ Amazon Aurora-PostgreSQL √ √

Oracle Automatic Storage Management (ASM) √ Amazon RDS-PostgreSQL √ √

Oracle Real Application Clusters (RAC) √ Azure Database for PostgreSQL √ √

Oracle Exadata √ Google Cloud SQL for PostgreSQL √ √

Oracle E-Business Suite √ SAP Adaptive Server Enterprise (ASE; Sybase) √ √

Amazon RDS-Oracle √ IBM Db2 √

Azure Database for Oracle √ MongoDB √

MySQL √ √ MongoDB Atlas √

Amazon Aurora-MySQL √ √
Amazon RDS-MySQL √ √
Azure Database for MySQL √ √
Google Cloud SQL for MySQL √ √

65
Want to sell Database Performance? Do this SSE next…
Drive better customer experiences and win more share of wallet

Database Insights Venn Diagram

Click HERE to register for this
accreditation in Partner Academy now.

Continue your learning journey with the

SolarWinds Sales Expert Database Specialization
• Learn top-use cases

• Customer pain points and triggers

• Success Stories to share with customers

• Solution Decision Tree for Sellers

• Migration Phases

• Positioning and Differentiation

• “Better Together” Integrations and more

PARTNER NOTE: * Click on any Partner Academy link in the Partner Portal to access via single sign-on if
you still need to set up access to Partner Academy on-demand training. Email
SWIAcademyAdmin@solarwinds.com with any issues.
66
ITSM Overview
Module 6

67
ITSM Potential
Incredible opportunity for selling ITSM

ITSM 2024
Vendor Revenue

$10.1B

ITOM ITOM 2024

Vendor Revenue

$20.3B
$31.4B

SOURCE: IDC SOFTWARE FORECAST – ALL NUMBERS IN CONSTANT USD 68

ITSM Market Opportunity
How much revenue is available in the ITSM space

2024 ITSM Revenue – All Vendors

NA
EMEA

$5.3B
$3.3B
APJ

$1.2B

LATAM

$295M

SOURCE: IDC SOFTWARE FORECAST – ALL NUMBERS IN CONSTANT USD 69

ITSM – Part of the SolarWinds Portfolio

These AI-powered
Simple. Powerful. Secure capabilities increase
customer productivity
by reducing:
Service
Service
Observability Database Security Management
Management • Time to value
• Time to detect
• Time to remediate
SOLARWINDS

Offering across self-hosted software or SaaS for Hybrid IT environments

70
What Is ITSM?
IT Service Management

IT Service Management is the collection of people, services, processes, and

technologies that enable an IT organization to effectively and efficiently serve the
various needs of the business with things like:

Some Example Areas

• Troubleshooting problems with existing systems
• Onboarding employees with new devices, software licenses, and system access
• Identify recurring troublesome problems within systems and start a process to
manage the problem to resolution properly
• Manage a centralized inventory of all assets related to IT: end-user devices, hardware,
software, servers, etc.
• Map out the hierarchy and dependencies between different assets for root cause &
change impact analysis
• Identify gaps in effective IT service delivery and provide a better end-user experience

71
What is SolarWinds Service Desk
Sometimes referred to as a help desk or ticketing system

A cloud-based solution that allows IT teams to make their services

available to the rest of the business from allowing employees to report
problems with devices to requesting access to new systems and so
much more. SolarWinds Service Desk (SWSD)
Distinctive Competencies
• Incident management consolidates, manages, and prioritizes
incoming tickets.
• Service catalog standardizes service request and fulfillment
processes.
• Fully integrated IT asset management compiles hardware, software,
POs, and more.
• Knowledge Management centralizes IT-based knowledge into a
searchable repository
• AI assistance gets end-users to answers faster

72
SolarWinds Service Desk at a Glance
The features and functionality you’ve come to expect

Employee Engagement Service Portal Mobile Chat Email

SERVICE MANAGEMENT IT ASSET MANAGEMENT

Incident Service Problem Change Lifecycle Purchase Order

Process Automation Management Catalog Management Management Management Management

Contract Vendor
Knowledge Service Level CMDB Release
Management Management
Management Management Management

Natural Language
Smart AI Engine Machine Learning Sentiment
Processing (NLP)

Common Services
Dashboards & Workflow & Discovery Tasks Integration REST API
Reporting Automation

73
ITSM Buyer Personas
Roles and Responsibility

Service Desk/IT Manager Service Desk Technician/Agent IT Executive Leader C-Suite/VP

Champion - is the main point of User – Works in the tool daily; the Decision Maker– Hold the budget
contact during the purchase job depends on a good solution. authorization and contract
process. signing.

• Drive a better employee & IT interaction • Respond efficiently to incoming incidents • Ensure the IT department is efficiently
experience
and service requests staffed and budgeted
• Ensure the company is supported
sufficiently by the IT department • Collaborate with other agents effectively to • Maintain integrity of systems, data,
• Implementing ITSM best practices and respond to user requests software, and services
ensure smooth Service Management
• Properly prioritize their work to do each day • Reduce IT’s sunk-cost footprint and
• Effectively troubleshoot new issues become a better business-driving partner.

74
Common Challenges
Customers join SolarWinds to solve these challenges and more

As the needs of the business become increasingly complex, IT organizations must do more with less

Overwhelmed Agents Low User Adoption Lengthy Remediation

Agents have too much work and End users of your current IT service Everything already takes too long
not enough help to support an ever- desk are unhappy with the to detect and fix… and it’s getting
growing business experience worse

Lack of Visibility Too Reactive Unstructured ITSM Processes

You have very little insight into You’re always playing catchup to a Processes are ad hoc and
what’s working, assets you have, constant influx of requests… and don't work well for yours or other
and your effectiveness as a team feel like you can’t get ahead departments

75
The value you’re looking for
What you can look forward to when working with us

Full Visibility Improved agent efficiency

Network Asset Discovery AI powered Virtual Agent and Smart Suggestions
Service Level Agreements Live agent collaboration

03 04
A Service Desk loved by employees Proactive service management
Drag & Drop Service Portal customization Asset & incident correlation

02 05
Web, Mobile, Teams, and Slack Ticket deflection

Structured ITSM Processes

Built by ITSM & ITIL Experts
01 06 Faster MTTD and MTTR
2-way integration with Observability solutions
Designed from the start for ITSM
Prebuilt Runbooks.

SolarWinds Service Desk

Moving from Reactive to Proactive ITSM

76
What Sets Us Apart in the Market
We’re not quite like the rest of them

Purpose-built by ITSM experts and Secure by Design

Service Desk is a purpose-built, ITIL-Aligned, SaaS ITSM-focused solution. Our Service Desk team follows
the SolarWinds Secure by Design principle.

Full loop observability & service management

Easily connect your Service Desk instance to our Observability solutions, for automatic ticket creation on
critical alerts, two-way status updates, and auto dependency mapping

Service Desk
Customer partnership strength
We work closely with our customers through their ITSM journeys from basic ticketing to large-scale
automation and AI-powered service delivery

No-Code, Drag and Drop Configuration, and Administration

We pride ourselves on simplicity and time to value with a multi-tenant cloud solution that’s easy to implement,
manage, and scale.

77
.
Want to Sell IT Service Management? Do this SSE next…
Modernizing IT with SolarWinds Service Desk

Click HERE to register for this

accreditation in Partner Academy now.

Complete
Modern
ITSM
Service Desk
Platform
Continue your learning journey with the SolarWinds Sales
1 2 Expert IT Service Management Specialization
• Learn top-use cases

• Customer pain points and triggers by persona

• Success Stories and outcomes to share with customers
3 4
Better • 3rd Party and “Better Together” Integrations
Employee Time
Engagement to Value • Positioning and Differentiation

• Comprehensive functions with accompanying

capabilities
PARTNER NOTE: * Click on any Partner Academy link in the Partner Portal to access via single sign-on if you have not already set
up access to Partner Academy on-demand training. Email SWIAcademyAdmin@solarwinds.com with any issues.

78
Resources
Module 7

79
SolarWinds at a Glance

2,100+ 300K+ Leading the way to new

secure software
Customers in
Solarians development
190 countries
worldwide standards with
Secure by Design

1,600+ +67 $737M

Partners Customer Support Total Revenue
globally NPS LTM Q2'23

17 190K+ 96%
Registered
Locations of the
members of
around the world Fortune® 500
THWACK®
are customers

94% 44% Strong Performer in

Forrester Wave™:
TTM Q2'23 Q2'23 YoY
Maintenance Process-Centric AI For
Subscription IT Operations (AIOps),
Renewal Rate Growth Q2 2023

80
 A Few of Our Customers
Over 300,000 customers worldwide, including 96% of the Fortune 500®

NOTE: Customer information, including names and logos, is provided for reference only and is not for external use without prior SolarWinds approval.

81
Introducing the Partner Sales Playbook
Ideal for self-service, supplement to onsite visits, and quick reference citations

• Sales motion for Big3 based on top seller practices

• Prescriptive training for Big3 based on top customer assets

and sales resources

• Overview Big3 Solutions, including triggers, qualifying and

discovery questions bank (validated by top sellers), and
lessons learned
• Shadow SolarWinds processes across customer journey with
buyer thoughts and actions, SolarWinds sales actions, and
aligned partner seller opportunities

• Reference/appendix including detailed personas

• One of your top 2024 Enablement Assets.

Download at Partner Sales Playbook on Partner Portal.

82
 Leverage Proven Sales Motions of Our Top Performers
Talent always finds a way. No need to reinvent the wheel or walk past the sale

What we learned from our top-seller interviews:

• Getting the qualification and discovery conversation right paves the way for a high-value buying
team/customer experience; sellers stand out by ensuring clarity first.
• Effective Hybrid Cloud Observability messaging is all about simplicity and personalization to the
buyer environment – start by confirming pain points and use cases before creating an existing and
future business case. Leverage the easy-to-understand Hybrid Cloud Observability Tiers matrix. Do
not share 25 slides. Do not discuss license count details too early or do anything that walks past
the sale – stay with the buyer.
• Hybrid Cloud Observability conversion and net new velocity are similar – after the value is
established, provide a compelling quote. In the case of new, the HCO quote should be
demonstratively better value than module(s).
• Introduce key advantages aligning to customer environment and future in-demand capabilities –
Enterprise scale, tools consolidation, Single SKU, Node-based licensing – affirm and support
business case requirements, validate timelines, and demo if needed.
• SE Demo allows immediate custom tie-in between customer needs and new Hybrid Cloud
Observability capabilities/features like AI alerting, increased visibility, and more. Tech validation
acts as additional clarification and finalization of the business case and timeline.
• If the offering is clear and compelling, customers may rally a buying team and escalate the
PARTNER NOTE: * Click on any Partner Academy link in the Partner Portal
to access via single sign-on if you have not already set up access to purchase as a priority with the right velocity levers and triggers aligned to business requirements.
Partner Academy on-demand training. Email
SWIAcademyAdmin@solarwinds.com with any issues. provide a compelling quote after the value is established

83
Fast Track Readiness by SolarWinds Pillar – Get Results!
Prescriptive concise pillar training plans to get knowledge you need to identify and transact more

1 Onboarding Plan on Partner Portal

• Short video snippets for getting started with our
teams and departments
• How-to videos for technical enablement, engaging
sales and solution architects, services, and more
• Additional basics for all learners, including details
on how to access Partner Academy

2 Relevant Sales Accreditations

• SolarWinds Sales Expert Foundations v4 (new) and
SolarWinds Licensing Accredited for all
• Observability Role Based Training includes new ‘SSE
Observability’
• Database Role Based Training includes ‘SSE
Database’ version 2
• ITSM Role Based Training includes ‘SSE ITSM’
version 2

Top Customer Assets and Sales Motion Training by Pillar

3
• Only those proven to advance the sale through customer clarity and vision
• Validated and utilized by our Top Sales Performers
84
Your SolarWinds Licensing Accreditation in just 30 minutes!
Want to know what Hybrid Cloud Observability triggers resonate for Conversions and New?

Purpose Built Accreditation Designed Exclusively for Partner You will complete
Sellers -- Very Highly Rated by Your Peers! your course in only
30 minutes and
immediately
• Recognize advantages of SolarWinds Observability access EXPAND
solutions over monitoring / a la carte pillar product(s) with a learning aid to
access all the
deeper understanding of offerings and licensing detail, integrate, convert,
resulting in an Observability first approach aligned to the and cross sell detail
best interest of customer buying teams. you need to win.

Share newly earned

• Effectively highlight and position the advantages of digital badge from
Credly with your
Enterprise Scale edition pricing and packaging to new and peers and
existing modern distributed buying teams straddling on- customers.
prem and cloud environment requirements. Access
training here.
• Clarify new, renewal, and conversion pricing, processes, and
PARTNER NOTE: * Click on any Partner Academy link in the Partner Portal to access via single sign-
integration with channel discounting to align behaviors, on if you have not already set up access to Partner Academy on-demand training. Email
SWIAcademyAdmin@solarwinds.com with any issues.
engagement, and expectations.

85
Introducing Pillar Sales Cards – Expand, Convert, Win
Improve customer conversations and position solutions by aligning capabilities to needs

• Available for Hybrid Cloud

Observability, Database
Performance, IT Service
FRONT

Management and SolarWinds

Observability.

• Elevate your sales conversation

and deal sizes by positioning
solutions first.
BACK

• Quickly link to and download

appropriate capabilities sales
cards or features by pillar.

86
2024 Certification Path
Technical certifications

Hybrid Cloud Observability Certifications

Network Monitoring HCO FUND Infrastructure Monitoring
• Network Performance
• NetFlow • Applications
• Log Analysis
Network Infrastructure
Observability Observability
Network Management Infrastructure Management
• Configuration • Virtualization
• IP Addresses Hybrid Cloud Observability • Server Configuration
• Device Tracking Fundamentals
• VoIP & Network Quality
• Hybrid Cloud Observability
Deployment
• Requirements
• SolarWinds Architecture Diagnostics and
Architecture and Design
Design Observability • Components
Troubleshooting Troubleshooting
Observability
• Functions and Features

Specialist

IT Service Security Database

Management Management Management
SSE Foundations Resource Guide
Created exclusive for SolarWinds Sales Experts

Available to you now as a must-have electronic

document, providing you one place for key materials,
including:

• Quick Access to Top Use Cases for Hybrid Cloud

Observability, ITSM and Database Performance
Portfolio
• Links to our Brand-New Master Sales Cards
• Persona Details
• Additional links to the SolarWinds Partner Playbook
• Role Based Training plans including links
• Top Seller Validated Sales Motions for Hybrid
Cloud Observability, ITSM and Database
Performance Portfolio
• Customer Journey and How to Engage Your
SolarWinds Resources
• Everything you need as a seller within 3 clicks

88
 EXAM
Successfully complete your SolarWinds Exam to Earn your Digital Badge.

89
THANK
YOU
90
 The SolarWinds, SolarWinds & Design, Orion, and THWACK
trademarks are the exclusive property of SolarWinds Worldwide, LLC
or 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 or are registered or pending
registration. All other trademarks mentioned herein are used for
identification purposes only and are trademarks of (and may be
registered trademarks) of their respective companies.

91