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Veeam is talking to partners about enhancements to its channel programme, encouraging them to include the improvements made to its latest flagship product release into their pitches.
The backup and data management specialist is giving more rewards for those that specialise in services and gaining expertise around its technology.
Gold and platinum partners will get opportunities to increase profit margins and the deal registration system will have stronger incentives. The vendor is also making sure that the margins remain high for those that want to offer their customers subscription payment models.
The vendor is also using tools in its Marketing Centre to help partners and is investing in value-added resellers (VARs) and distributors through a management by objectives (MBOs) system that gives rewards based on performance-related metrics.
“The ongoing uncertainty brought on by the pandemic has left the UK’s business leaders with some major decisions around their IT spend this year,” said Alex Walsh, manager of channels and alliances for UK and Ireland at Veeam.
“Now more than ever, businesses require more than implementation of IT solutions; they need strategic advice, high levels of service and expert consultancy from their partners. That’s why we’ve enhanced our ProPartner programme for VARs across EMEA.
“The improvements will reward partners that demonstrate core competencies and service offerings, and will see Veeam strengthen its joint network of VARs, Veeam cloud and service providers [VCSPs], and system integrators along the way,” he added,
At the same time, the firm is encouraging partners to get up to speed on its recently launched V11 of its Veeam Backup and Replication product.
The latest version comes with continuous data protection, increased ransomware protection and backend as a service (BaaS) and disaster recovery as a service (DRaaS).
“Continuous data protection is something that has been talked about from the Veeam perspective for quite a while, and it’s been a requirement for a number of partners to be able to provide that true DRaaS through to their customer base,” said Walsh.
“This is one of those releases that has a lot of things that people were waiting for. It’s really a demand from the customers, so we try to do our best to meet those demands. With version 11, the timing is arguably perfect with regards to what we can do, because disaster recovery is more and more important,” he added.
The vendor will be promoting the enhancements in the release to its partners and generating interest among the customer base to stir up more demand.
“One of the key priorities for the channel team at the moment is to make sure that our partners are up to date with everything that we’re doing. We’ve obviously got version 11 updates, which are key, allowing us to speak to our partners about extending the services that they provide,” said Walsh.
“We continue to make sure that, from a channel team perspective, we’re enabling our partners, helping them to understand the business value to the customer.”