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Veeam aims for 30% turnover growth in 2015

7th October 2014

By: Schalk Burger

Creamer Media Senior Deputy Editor

  

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Backup, recovery and availability specialist Veeam aims to grow its turnover by 30% in 2015 through its proven channel partner network of 25 000 partners in pursuit of its goal of becoming a $1-billion-a-year company by 2018.

Veeam CEO Ratmir Timashev notes that the company has more than 111 500 users but, as it does not conduct direct sales, the 111 500 customers are also its channel partners' clients.

Veeam, which identified the virtualisation trend among businesses in 2005, released the first version of its product in 2008 and has realised uninterrupted growth every year since.

"Business has changed dramatically over the past decade, with new investments in data centres, virtualisation technology and new data storage technology. The one component missing from this was availability to enable always-on business. Veeam fulfils this function to enable businesses to recover data or applications within seconds," he says.

The pressure on businesses to change and the demand of end-users has triggered the demand for always-on systems and Veeam believes its always-on capabilities align strongly with the strategies of its channel partners and the demands from their clients.

The company, owing to its strong channel partner strategy gains about 3 000 new customers a month, says Veeam North America channel chief Chris Moore.

"Veeam has only 1 500 employees, but the technical capabilities of our channel partners, who know their customers and their needs best, enable us to go to market rapidly and in a mutually beneficial manner."

The company provides all the functionality of its solutions in a single package, unlike its competitors that require customers to buy multiple licences to access various capabilities. This has enabled it to gain steady market share and makes it easy for its channel partners and their clients to justify buying Veeam for their data centres.

"Veeam has managed to disrupt the backup and recovery market and the new version 8 will continue this trend. The company already has 470 of the Fortune 500 companies as its clients," says Moore.

Further, the company has strong partnerships with the original-equipment manufacturers, such as Cisco, Microsoft, NetApp, HP and VMware.

"We will not move from this niche that we have created and our channel partner strategy is a very good model, which is profitable for us and our partners."

Veeam, owing to the virtualisation expertise of VMware, is offering its channel partners access to 50% of the margins realised when they sell twinned Veeam and VMware solutions to users.

"This is one of the richest channel partner reward programmes in the industry and we believe this mutually beneficial model will enable us to continue to grow rapidly and gain more channel partners.

“We are continuously investing in our channel partners to be able to take our solutions to market and they are well placed, as trusted advisers to their clients, to resell Veeam as a strategic part of their solutions to meet customer needs."

Moore notes that new channel partners can easily register to take Veeam products to their clients and partners determine what reward they get, in the form of profit and marketing funds, by becoming certified in Veeam deployments.

"The business information technology industry is driven by partnerships and feedback from our customers indicates that 40% of them deployed Veeam owing to recommendations from their partners," says Timashev.

Veeam, which initially served the virtual machine ecosystem as its core customer segment, is also increasing the scalability and integration functionality of its solution for enterprise customers and version 8 will provide many of the functionalities that its partners have been asking for, including to make enterprise cloud services robust, concludes Timashev.

Schalk Burger is a guest of Veeam at its inaugural Veeam-On conference in Las Vegas, in the US.

Edited by Chanel de Bruyn
Creamer Media Senior Deputy Editor Online

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