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In Veeam's universe, everyone's a service provider

In Veeam's universe, everyone's a service provider

Resellers of all shapes and sizes have strategies for making money in the cloud

Veeam says that it isn't talking to any reseller now that doesn't have an integrated go-to-the-cloud strategy.

According to regional director Don Williams and technical director, Charles Clarke, it's just the reality.

Although the vendor's reseller ecosystem is comprised of a range of partners, from those selling licences, to hosters and datacentres, these days, everyone is a service provider.

According to Williams, the traction for the company in New Zealand is in the SMB space.

"Our vertical is virtualisation," Williams said, speaking to Reseller News at the Langham Hotel in Auckland.

Williams and Clarke were in town for the Westcon Imagine event on May 14, joining the publication for a relatively free-wheeling conversation about business continuity, tape and datacentres.

"The core success in New Zealand is driven from the SMBs," Williams says. "It's anyone who is virtualised. Everything we've done from day one is virtual. So we have Essentials Suite, with a maximum sockets we support and when the companies grow out of that they move up to the standard version."

The mix of engagements the vendor made at the event were split evenly between end-users and reseller partners.

"We work with our cloud providers that do storage or service level hosting for backups. In the upcoming release of our product we've finally included support for tape. That's something we've never done before," says Clarke. "It's a response to the demands of those SMBs. Our key message from that is data protection for any sized organisation has to be multi-tiered. You can't have yuor backups and replication in the same place. The cloud unlocks potential in terms of how you maintain that data."

Version 7 has more than 15 tweaks, including the tape backup support, and will roll out later this year, in the third quarter.

"A good thing too is you don't have to invest in the datacentre," says Williams. Meaning that resellers can "leverage the offereings from the partners that have leveraged that investment already."

Clarke says end user customers have been much more cost conscious in terms of how they deal with disaster recovery and data continuity.

"If an IT manager needs to stand up a new server, a new web application, when he goes to the CFO to ask about the service, the CFO is asking how much would that be in the cloud," says Clarke. "IT managers are having to do their sums to look at the parts that make seen in the cloud and on prem."

Williams wondered out loud if this means there is a cloud-first approach to buying new services, as opposed to starting off on premises and moving some services into the cloud. Anecdotal evidence suggests that smaller enterprises in the Auckland area are not so quick to put some data in the cloud as one might expect after years of marketing fluff from vendor world.

Considering that so many companies are already using services like Salesforce.com and other cloud-base services, however, shows the comfort level of using those services has increased. The question may be, how are reseller customers, who all need to ensure their data is protected, trusts the cloud with their mission critical information.

"The responsibility for contniuity for an organisastion rests in the organistion and not in the cloud," says Clarke. "What we're seeing in the marketplace is a lot of smaller organisations leveraging manged service partners that are local that you can go and knock on their door and get your disks back as opposed to a faceless, Azure cloud-type scenarios."

End users have a dilemma. Local datacentres in New Zealand are still pricier than the commodity datacentres overseas where public cloud offerings are hosted. Clarke say it's a simple economic equation.

"I was in Singapore a few weeks ago and you can't move without tripping over a datacentre there," Clarke says. "It's going to be simple supply and demand. So the more supply there is, the competition will drive those costs down in New Zealand."

Williams adds that customers want to work with partners "that understand their business."

"There's a big gap if your'e loading stuff into a black hole. There are still traditional resellers and SI's in our mix, but every partner you talk to is doing something in the services catgegory: the cloud, hosting, managed services provider, they have a strategy to use that technolgy. It's rare for us to talk to a SI and have them not have an answer about what they'er doing in the cloud."

Veeam hopes that Version 7 will give parnters more creativity to drive solutions. The enhancement with tape backup is one of the improvments Veeam is touting. But what is the demand among users for a technology that is heading out the door?

"If you consider that you're at least going to gave to keep the device around until it dies, and given the rise of Flash storage, as the cost of that comes down, I'm wondering where the space is for spinning disk anymore," Clarke says. "Tape will probably survive simply becasuie it's so entrenched."


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