Peter Bender, Veeam Software A/NZ channel and alliances manager
Key channel plays for 2015
We see strong business opportunities in Cloud. More than ever, businesses need to understand their customer’s business requirements and where Cloud technology (public, private, hybrid) can realistically help.
For their specific areas of expertise and solution offerings, they have to be prepared with a meaningful story around where Cloud fits, which from a Veeam perspective may include: Veeam Cloud Connect offering leveraging the public Cloud or their own infrastructure for a customer’s offsite backups; and deep analysis of a customer’s on-premises virtualised environment to provide insights for planning a Cloud strategy.
Key technology for 2015
Availability will be key as the demand for being an “Always-On” business continues to increase in importance with your customers. Although they aren’t generally widely reported we’re hearing that more and more of our customers are being impacted by crypto-locker and ransomware viruses. In the majority of cases they are back up and running within minutes leveraging Veeam availability solutions.
Key message to the channel for 2015
Don’t assume that Cloud is the answer to everything and be prepared to challenge the thinking of both an organisation and their customer(s) and keep the focus on meeting business requirements. Cloud will play a part in most environments but it’s finding the balance between Cloud and on premises that will keep a business relevant in the eyes of clients…always ask yourself the question, “is Cloud is a great solution looking for a problem”?
Key warning to the channel for 2015
The Cloud isn’t everything but every customer will have a view and a plan to investigate how it can be leveraged. Ensure the company has a message and offerings that address where Cloud fits. This might sound obvious but make absolutely sure customer facing people understand and can articulate the Cloud strategy.
Key to your company’s success in 2015
Veeam continues to be a 100 per cent channel focused vendor invested in building out a local presence across A/NZ. Veeam’s ongoing success in 2015 covers three key areas.
1. Working closely with our ProPartners through joint demand-generation campaigns, leveraging Veeam’s dedicated sales and channel.
2. Maintaining the momentum around our Veeam Cloud Provider (VCP) business to help all our ProPartners include subscription services in their portfolio of offerings.
3. Increase the joint engagement with and leverage the technical integration with our Global Technology Alliance partners, including VMware, Microsoft, HP, Cisco, NetApp and EMC.
