Veeam PartnerPerks Program designed to build trusting and long-lasting relationships

Amarish Karnik, Director – Channel Sales, Alliance (India & SAARC), Veeam

“We at Veeam are committed to enabling our partners with the right set of tools, resources, and opportunities to ensure business continuity for our customers. As a reflection of the commitment, we launched Veeam PartnerPerks Program earlier this year. The entire program is designed to build trusting and long-lasting relationships that result in meeting the demands of our customers, repeat transactions, encourage focused products and solutions adoption. At the same time, also rewarding our partners for their focused approach towards boosting sales and ensuring Veeam solutions reach the market faster. Veeam also launched the enhanced Veeam Accredited Services Partner (VASP) programme in 2019 to strengthen its partners’ capabilities to sell, deploy and support Veeam solutions, and ensure customer satisfaction.

We are a 100% channel centric company and for the year 2020-21, we will continue to help partners at every sales stage. Right from the opportunity generation, to doing proof of concept and to deal closures, we help partners build extensive profitable portfolio by enabling competencies at partner place. In addition to that, we help partners talk industry/vertical specific language which enables us to achieve better business acceleration and velocity. With the programs like PartnerPerks, we will continue our efforts in enabling our customers across industries to have uninterrupted access to data, at all times, with the right set of Veeam Backup and Recovery solutions.

We are expecting unique challenges and opportunities for our channel partners as there is likely to be change in revenue models at the customers end. There will be a robust requirement to develop different sales models to stay relevant to our customers. Below are the top three opportunities that the channel community should prepare for in the coming time:

a) Need for data mobility and portability will fuel Cloud Data Management adoption: Businesses are going through a monumental change at the moment and are looking for new methods of making data more portable within their organization and it can only be achieved through a robust CDM strategy. This change is leading them to look at cloud data management (CDM) to ensure the availability of data across all storage environments, including private, public and hybrid cloud. The channel community must leverage the demand for CDM as an opportunity to go to the market with scalable solutions.

b) Pay-as-you-go model over CapEx purchases: The current business environment is shifting the IT spending to a pay-as-you-go model over CapEx purchases. Business are opting for cloud-friendly consumption models, where they only pay for what they use, when they use it.

c) Organisations will replace, not refresh, backup solutions: The trend towards replacement of backup technologies over augmentation will gather pace. Businesses will prioritise simplicity, flexibility and reliability of their business continuity solutions as the need to accelerate technology deployments becomes even more critical. The channel community must be agile to respond to this trend in 2020.”