Veeam Channel Chief Tells Partners to Sell to Entire Market Stack

Yes, Veeam sells everything through the channel. Just in case you didn’t know, Veeam only sells its product portfolio through its channel partners. It has no direct customers. At all. Veeam makes money when its partners make money. “We don’t have another route to market,” Moore said. “We don’t want another route to market.”

A look at the numbers. Moore said Veeam has more than 111,500 customers worldwide, and it’s adding more than 3,000 customers per month. Veeam has 1,500 around the world, and every single one of them sells, Moore said. He also said Veeam’s solutions are protecting more than 6.5 million virtual machines.

What sets Veeam apart from its competitors. According to Moore, Veeam stands out through its research and development; its solid financial foundation (never having accepted venture capital); its customer growth (Veeam expects to grow 30 percent this year); its commitment to the channel (100 percent focused); and its partnership with technology providers (partnerships, not alliances).

Veeam’s guiding partner principles. Veeam’s guiding partner principles revolves around the following: making things easier for partners by providing simple pricing models and developing simple ways to make money; staying engaged by answering partner feedback and assisting with marketing and sales; being predictable by staying transparent with margins and keeping consistent with communication; and helping the channel drive profit by providing the “most profitable and accretive solution for partners.”

Businesses of all sizes can benefit from Veeam’s software. Moore said Veeam wants its channel partners to focus on customers of all sizes. It wants partners to cover the entire market stack: SMBs; mid-market businesses; and enterprises.

And the benefits to partnering with Veeam. Veeam’s partner program provides the following to partners: sales and marketing benefits include sales training, lead generation and partner portal; technical benefits include pre-sales SE support, certfication programs, technical tools and implementation services; and financial benefits include discounts, marketing funds and marketing promotions.

What’s new? Well, for one thing, Veeam Backup & Replication v8 is coming in Q4 2014. Veeam is offering partners new marketing services such as its marketing toolbox, Moore said. He also noted that the company has rolled out several Getting Started guides for channel partners. Moore said Veeam will also be offering additional promotions throughout the rest of the year