Virtualisation software company, Veeam, is ramping up its efforts in the channel. The company’s A/NZ vice-president, Don Williams, spoke to ARN about a few key focus areas for the business moving forward.
Williams said hyper growth in the mid-market and enterprise spaces are one of its top priorities.
“We’re still going to grow our SMB portfolio but we’re going to see a big shift in our organisation and higher levels of growth in commercial and enterprise. We’re going to see a tighter engagement with our alliance and channel partners, and work with the businesses that want to invest with Veeam and build their plans around us.
“We also want to build on our Veeam Cloud and service provider program. It’s been the fastest YoY growing business of ours and we see a huge opportunity for channel partners and customers that want those capabilities,” he said.
Veeam A/NZ head of channel and alliances, Peter Bender, said one of the main areas of investment is skilling people and enablement.
“So, going into 2016, we are going to become stricter in the partners that we choose to work with. The ones that are investing in us and starting to share opportunities with us, that are the ones that will be getting most of our focus.
“That also bridges into our Veeam Certified Engineering (VMCE) program,” he said.
The VMCE program has just been launched into the A/NZ region and will be accessible for both the company’s end-users and ProPartners from March this year.
It encompasses training sessions, as well as education and certification, and enables the reseller to offer and deliver high quality professional services, further enabling the customer to optimise their investment in Veeam solutions for higher ROIs and improved SLAs (Service Level Agreements).
Williams said virtualisation still has a place in the market with the amount of data that’s being generated by technologies such as the Cloud, IoT, and mobility.
“Data is growing massively and it’s going to be in virtualised environments with modern storage and Cloud and that’s where we have that play. Data is going to continue to grow and there will be demands on IT to make sure that it is all available. Virtualisation isn’t going away.”
Bender added the company is expecting massive growth from the A/NZ region and that the company will continue to be aggressive in its go-to-market strategy.
“There’s a lot of disruption in the marketplace and there is a window of opportunity for us. We are at the right place at the right time with the right solutions and partners to take advantage of this opportunity,” he said.
The company also recently recognised its top performing ProPartners in the A/NZ region for 2015. The awards were handed out at the company’s annual ProPartner conference for the region in Sydney.
“It’s great to see second tier and first tier partners winning awards. It keeps things competitive and it’s reflective of their growth and our success as a company,” Williams added.