Partner is in our DNA: Veeam

The partner channel is vital for Veeam’s existence, according to its product strategy specialist, Rick Vanover. Vanover was recently in Sydney for the company’s VeeamON tour and told ARN everything from the channel to alliance partners, Cloud and service providers as well as distributors are essential to Veeam’s growth.

“Partner is in our DNA and they need enablement from both the product side, partner side – specifically our pro-partner program, the business-to-business arrangement, and the product features so they, and consequently we, can go into the year successfully,” Vanover said.

He claimed partners will be those enabling upward success by selling the likes of upgrades and services. “So the upcoming VeeamON event in Las Vegas enables users and partners to do just that. As a partner or as an end user or anything in between, the lines of conversation between them is very important.”

Vanover indicated Australian partners that attend VeeamON will be at an added advantage as the event will offer the company’s Veeam Certified Engineer (VMCE) certification, which has not yet been made available to Australia. As such, these Australian partners will be the first in the country to have it.

“They don’t have it yet in A/NZ, so local partners that attend it will be the first in the country to be VMCE trained. We’re hoping to launch it by the end of this year or early next year here in Australia. It’s also a new revenue model for distribution as they’ll become the training centres of this program,” he mentioned.

According to Vanover, VeeamON will also be the platform to launch the company’s Backup and Replication version nine technology. This will see Cloud Connect replication be offered as disaster recovery as a service, sold and delivered exclusively from partners and powered by Veeam technology.

“The channel is at a crossroads where it needs to do more than just sell items. There’s one piece of opportunity in version nine that is one of the showcase elements and that’s our Cloud connect application technology.

“It includes disaster recovery as a service powered by service providers and for service providers, that’s a whole realm of persona. It’s not the hyper-public Clouds that we all know, it’s people that the channel has a business relationship with,” he said.

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Vanover also said the technologies are made for the channel to have easy sale so partners can lend themselves the opportunity to sell services around it.

“Users and partners want the same category of things. They’ve come to expect a lot of new features that solves their needs. We want to do good things for them.

“We want to give them options – for the traditional sale, for the services option, through the training certification program, through the Cloud and service provider offerings, and through joint bundles for technical alliance partners with the joint engineering,” he added.

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Vanover also said the channel can expect the company to have greater play in the storage space, back-up space and partner enrichment, in addition to the launch of VMCE certification in A/NZ in the coming months.

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By Hafizah Osman

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