Veritas has unveiled a new managed services partner program (MSPP) for its integration channel as it looks to make its mark in the hosted solutions space.
Regional director of channels and alliances, Archie Wilson, said the vendor had spent six months revising its licensing models and building up a support base for its nominated MSP partners.
"It is a difficult business with different metrics, which is driven by service level agreements," he said. "We have had to move away from the traditional integrator mode.
"A lot of companies are looking to provide more transaction-based pricing, rather than earn payment for services for the year. This could be based on backup, or the amount of data stored. We had to adapt to the way MSPs do this."
As well as rearchitecting new licensing options across its software range, Wilson said the vendor would work with partners to design proof of concepts around hosted Veritas solutions. These included infrastructure stacks for business continuity, compliance and email optimisation.
"We will also do a lot of sales and marketing engagements," he said.
MSPP participants will also be given access to Veritas' named and key channel accounts, including its top 250 local customers.
Locally, Veritas has recruited Kaz and NEC for the program.
Wilson said it was also negotiating with a couple of additional players.
"We'd prefer to have a smaller number of deep relationships - say six to eight companies," he said. "Half of these we currently do business with. We want to make sure we get the model right and are able to engage with them."
For existing Elite partners - such as Volante, Dimension Data and Unisys - the new MSPP offering would provide a new way of selling Veritas products, Wilson said.
It also allowed the vendor to target its product set at partners that already had a managed services business.
Veritas has appointed its new strategic alliances manager for A/NZ, Richard Dufty, to drive the MSPP offering. Dufty was formerly channel and alliances manager for FrontRange Solutions.