Storage

Veeam 100% behind channel ecosystem

Read time 1min 50sec

Veeam Software will continue to utilise channel partners for reselling and distribution of its backup solutions.

This is according to Ken Ringdahl, VP for global alliances architecture at Veeam, highlighting it is a fundamental decision for his company to stick with its partner ecosystem.

"While they [channel partners] take some percentage of your deal, what you get back is the power of that channel and that is the payback for us. There is no hesitation in saying we are going to continue that approach."

He added: "Veeam is a 100% channel and doesn't do anything direct. From this perspective, Veeam partners - the national resellers and distributors - love Veeam because we run everything through the channel.

"It's just a very open approach and they work with a lot of our partners as well and even some of the resell deals we run through Cisco, NetApp, HP and Lenovo are ultimately under the channel as well, which is a core strategic approach we as a company have taken."

At this year's VeeamON conference, in Miami, Florida, company executives have used their keynotes to stress the importance of choosing the right partner to journey with. In addition, it announced new partner-centric offerings and programmes to drive greater partner services revenue and engagement.

Dubbed "with Veeam", the initiative enables partnerships with premier enterprise storage and hyper-converged infrastructure vendors to provide customers with comprehensive secondary storage solutions.

From a channel and alliance partner perspective, Ringdahl said Veeam's approach is to have an open platform and be non-overlapping and non-conflicting with partners.

The company's approach is to be vendor-led. Will it take longer? Yes, he answered. Do we have less control over it? The answer is still yes, he said.

However, the approach opens up and enables Veeam's partner ecosystem. "What I think really resonates with our partners is that we are very complementary to what they do, as opposed to our competitors."

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