Veeam's Channel-Centric approach empowering Partners to gain success 

In the ever-evolving world of information technology, Veeam, a leading data management and cloud services company, stands out not only for its cutting-edge technology but also for its unique channel-centric business strategy. In a tête-à-tête, Amarish Karnik, Director – Channel Sales, Alliance - India & SAARC at Veeam Software speaks about the company’s channel policies, channel partners and partner programs. 

Veeam's Channel-Centric Approach 
Veeam's commitment to its partners is unwavering, with the company following a 100% channel-centric model. As Amarish explains, "Not a single transaction is done directly. In every opportunity, there is a partner involved, and then there is a distributor. This approach underscores Veeam's dedication to nurturing its partner ecosystem, ensuring that every partner is an integral part of their success.” 

Empowering Partners 
Veeam's focus on empowering its partners extends beyond words. Amarish points out, “The company does not offer professional services directly, placing the responsibility on its partners to address customer needs effectively. This approach not only builds partner skill competency but also ensures that partners enjoy a 100% bottom line, making their collaboration with Veeam truly lucrative. The channel ecosystem has evolved significantly, with traditional Value Added Resellers (VARs) emerging as strong contributors to Veeam's success. These VARs have adapted to address various customer needs and offer them as services. Veeam's customer base in India has also grown substantially, thanks to its partnerships with cloud service providers, reflecting the company's adaptability and growth.” 

Collaboration with channel partners 
Collaboration with channel partners is a cornerstone of Veeam's strategy. The company has implemented a robust channel perks system within its partner ecosystem. This system not only fosters collaboration but also drives specific behaviors aligned with Veeam's goals. As Amarish explains, "It is about building certification that will bring opportunities and closures, which, with the timeline, becomes very attractive." 

Key Elements of Partner Program 
Veeam's partner programs extend to India and SAARC countries, including Nepal, Bhutan, Bangladesh, Sri Lanka, and the Maldives. Amarish comments, “What sets these programs apart is their focus on building capabilities, both in sales and deployment, and incentivizing partners to excel. Partners are rewarded for their performance, with bonuses for closing deals within a specific timeframe, highlighting Veeam's commitment to mutual success.” In a rapidly changing IT landscape, Veeam's channel-centric strategy not only sets it apart but also ensures that its partners are at the forefront of their success. The company's focus on empowering partners, enhancing collaboration, and providing incentives through its partner program demonstrates its dedication to creating a mutually beneficial ecosystem. As Veeam continues to evolve and adapt, its partners can be confident that they have a strong ally in their corner, driving innovation and growth in the world of data management and cloud services.