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VEEAMON 2014: Channel is key in enabling “always-on” businesses

VEEAMON 2014: Channel is key in enabling “always-on” businesses

Virtualisation vendor highlights the growing importance of partners and resellers in transforming customers.

Veeam president and CEO, Ratmir Timashev (left), on stage at VeeamOn in Las Vegas

Veeam North American channel chief, Chris Moore (left), on stage at VeeamOn in Las

Veeam president and CEO, Ratmir Timashev (left), on stage at VeeamOn in Las Vegas

Veeam North American channel chief, Chris Moore (left), on stage at VeeamOn in Las

The datacentre market may have evolved exponentially over the last decade, though Veeam expects more for the “always-on” business to be achieved.

President and CEO, Ratmir Timashev, spoke at VeeamOn in Las Vegas about the importance in leveraging current investments to get more IT performance for less.

“Business requirements for IT have changed and IT has become strategic for any business,” he said.

“They have recognised that and started to invest more into the modern datacentre and technologies such as virtualisation, storage and Cloud.”

Some organisations may not know what the next step could be in growing IT efficiency, though Timashev said the channel has kept pace and evolved to meet user demand.

“It is human nature to resist change, and we also believe in the adage of ‘if it ain’t broke don’t fix it,’” he said.

“However, there is company pressure and end user demand to be always-on, so they have to evolve.”

Partners at the forefront

Veeam uses a channel-only model when going to market, and Timashev said the vendor has no plans to change that approach.

“Our vision for the always-on business is aligned with our partners and resellers, as well as customers,” he said.

Timashev said the backup and virtualisation company was founded to be a 100 per cent channel company, as the industry is “completely driven by partners.”

A typical Veeam customer has shown a tendency to go to the channel for advice, with 40 per cent of the company’s user base picking the vendor based on partner recommendation.

“From that perspective, our sales and marketing is not as powerful as our channel,” he said.

Timashev points out the company started with a “handful” of partners in 2006, and it has now grown to a network of 25,000 across the globe.

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