Following 88% growth in its first year in SA, virtualisation provider Veeam plans to double its presence in the country.
Virtualisation demand in SA is growing, says territory manager Warren Olivier. "The more local companies virtualise their IT environments, the more they need proven backup and management tools designed specifically for those environments. Legacy tools just don't do the job, and Veeam is meeting a very real need."
According to Olivier, having a full-time office in SA has been vital in sending a signal to partners and customers that Veeam is committed to the local market. "Every market has its own dynamic, and you need someone with local contacts, who understands local habits and preferences.
"We know when strike season is coming up and deals may be delayed, for example. We also understand local laws, regulations and compliance needs."
The local presence has been particularly important for channel partners, adds Olivier. "Our partner base is our sales force, and we're seeing a big return on the investment we have made there."
Being in-country has allowed Veeam to provide greater levels of support to its partners in every way, from training and branding materials, to reward systems, the company says.
Quintus Moolman, sales manager at Dimension Data Eastern Cape, a long-term Veeam partner, agrees that introducing a local presence has made a difference in the perception of Veeam as a competitive option. "For several years, we were the only reseller in the country, so we have a group of very skilled consultants as a differentiator. But being able to bring a Veeam representative to client discussions and engagements has been very helpful."
He adds: "It's also raised Veeam's profile, and the marketing and problem-solving support has been valuable."
Veeam's growth over the last year has seen an increase of over 150% in the company's local partnership and customer base, growing to more than 200 local partners and 60 000 customers, according to Olivier. "The pipeline has exploded," he says. This success has set the stage for further expansion.
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