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One size does not fit all for Veeam's UK channel boss

The recently appointed channel head at Veeam is looking to tailor its responses to channel partners

Veeam has unveiled its latest UK channel manager giving him the task of making sure it remains a vendor that partners rank highly.

Greg Bailey, head of channel & cloud, UK&I at ‎Veeam Software,  has been at the firm for about four months but now has his feet under the table enough to be able to outline his vision for partners.

He has a strong channel CV that includes spells at Northamber and Ideal Hardware, Basilica and the last three years have been spent on the IT services side at Ricoh.

One of the things he felt his experience helped with was making it easier to put partners first and to make sure Veeam could be one of the vendors that the channel liked working with.

"When you go and speak to a partner about what a good vendor looks like the technology is one part of it. If the technology is great but the programmes aren't that great and the ease of transaction with that vendor isn't straight forward and simple they will generally opt for what is," he said.

"From a UK perspective we do want to be an approachable easy business to work with," he added "we need to make sure we don't treat all the partners the same given their business models are all different."

One of his ambitions is to try to tailor its response to resellers based on their models, size and specialist areas of focus.

"The partners we deem as being most relevant generally have a good solution or service base and are probably a strong Microsoft or VMware player," he said.

"Rather than try to be semi-relevant to lots of people we want to make ourselves more relevant to fewer and where there is an alignment to mid-market and enterprise is where we want to put some focus. But we also want to look after those players who are looking after the SME business," said Bailey.

Another task is to encourage and support the move towards more managed services, which is happening already across the partner base.

"If we can empower our partners to create a great annuity stream we are part of that will help them retain more margin," he added "That transition is absolutely happening today and we are very aware of that."

Bailey is one of a number of recent appointments at Veeam with the firm also welcoming former VMware staffer Mark Adams as regional vice president of UK and Ireland and an enterprise sales director Calum Roberts.

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