"Your success is our mission" The Foundation of Veeam’s Channel Programs

In a chat with VARINDIA, Amarish Karnik, Director – Channel Sales, Alliance (India & SAARC), Veeam discusses about the importance of a partner program for the company, the foundational pillars while designing a partner program and how innovative partner programs bring revenue growth 

Why the Partner Programme is important for every organization to drive the business?

A strategic partner program is the key to a business’ success and can help drive critical business benefits such as revenue increase, brand awareness, and customer retention. A strategic partner program not only generates new opportunities for businesses but also accelerates expansion into newer markets and helps attain growth. To drive revenue growth, companies must wisely choose their partners based on desired business results and target audience. The ever evolving technology landscape demands continued innovation and robust go-to-market strategy from vendors as well as partners to meet complex customer demands. Vendors and partners must increasingly focus on developing knowledge-based partnership through sustained engagements. 

We at Veeam believe in “disruption” by bringing innovation to our product portfolio. Similarly we need to bring continuous innovation in our partner programs to stay relevant. We have seen a change in the market dynamics and hence our partner programs are always innovative and relevant. Partner programs allow us to scale our business across markets (Tier 1, Tier 2 and Tier 3) and various verticals such as BFSI, Service Providers etc. Over the years Veeam has built an extensive partner network to constitute a strong channel ecosystem across markets. 

When you design the Partner Programme what are the key features you take into consideration?

While designing a partner program we follow a customer and partner centric approach. Veeam’s partner programs are simple, flexible and reliable, just like Veeam solutions. We also keep in mind how our programs can help partners in engaging with customers better. Right from the opportunity generation, to doing proof of concept and deal closures, our partner programs help partners build extensive profitable portfolio by enabling competencies at partner place. 

“Your success is our mission” is the foundation of our channel programs and our promise to our partners. As a leader in Cloud Data Management, we understand the challenges faced by customers and as a 100% channel-driven company, we are always there to help our partners. Our commitment to innovation and market leadership has made Veeam the preferred solution for 83% of the Fortune 500. Trusted technology and unrivaled deal protection, coupled with world-class training, sales support and resources that are designed for simplicity and effectiveness, enables partners to reach their goals and grow like a pro.

Veeam’sProPartner Network value pillars are – You Profit. We Protect. Our Promise:
•    Profit - Accelerate your growth, tap more markets and expand your sales and revenues
•    Protect - Collaboration without Competition, we provide protection for your business and customers
•    Promise - Commitment to innovation, market leadership, world-class training and deal protection
Veeam’s partner programs are designed to provide protection, drive profitability and enable partner’s business to grow.

Does the company have to invest every year in bringing innovative partner programmes?

Veeam is a 100% channel-driven company, and this model firmly puts Veeam’s partners at the center of the ecosystem.  We rely on the commitment and knowledge of our partner networks to scale the delivery of Veeam’s services, and attain mutual business profitability.  

It is a need of very business to invest in innovative partner programs every year. Innovative partner programs bring about true incremental revenue growth. To ensure more measurable success for all stakeholders, Veeam introduces innovative partner programs every year. Our partner programs are committed to driving predictable profit through multiple routes to market based on our partners’ business models. Early this year Veeam announced the PartnerPerks program to increase partner engagement, reward them and encourage focused solutions adoption. The loyalty reward program has been formalized to streamline incentives, boost sales and enable partners with extensive tools, resources and the opportunity to enjoy a wide range of added benefits.  Also, this year marks 10-year anniversary of our Veeam Cloud & Service Provider (VCSP) program. To celebrate the success, in April 2020 Veeam released program discounts and updates, and also announced the launch of NEW Veeam Service Provider Console v4. V4 includes new capabilities that make it easier for service providers to remotely manage and monitor their customers’ Veeam environments and is offered free to VCSP partners. Additionally, this year Veeam launched the enhanced Veeam Accredited Services Partner (VASP) program to strengthen partners’ capabilities to sell, deploy and support Veeam solutions, and ensure customer satisfaction.