Veeam has announced enhancements to its partner programme in Australia and New Zealand.
The ProPartner programme was introduced on February 1 and will give partners across the region access to the greater rewards schemes that Veeam offers in North America and Europe.
There are two main components that are designed to benefit partners and help to expand Veeam's business in the ANZ region - selling to new customers and selling to alliance partners.
Veeam will be supporting partners to find new customers or those who have not transacted with the company for at least two years. Partners that sell products to these customers will receive higher margins on those sales.
“We want to work closely with our partners to look for those new opportunities. It's about co-selling with our partners and working a lot closer with them on those opportunities,' says Veeam channel sales manager Belinda Jurisic.
Partners who register that they are working with Veeam alliance partners will also receive higher margins, encouraging the integration of services to fit the end-user.
Jurisic adds, “For example, VMware is an exceptionally strong partner of ours, so being able to identify opportunities where a partner is looking at VMWare and wants to backup that virtualised environment, you can add Veeam into that story."
Veeam sees a lot of opportunities for resellers and systems integrators outside of the major organisations, eyeing up the large proportion of small to medium businesses in New Zealand in particular.
“There are still a lot of untapped customers in that space that we can work with our partners to identify. We're increasing our headcount in New Zealand because we can absolutely see that there is the opportunity for us to grow our business substantially in NZ,” Jurisic says.
Veeam's focus is not entirely on new business - the alliance programme encourages partners to approach their existing customers and work with them to add the company's availability products to their current capabilities.
“One of the biggest misconceptions for customers who are using Microsoft 365 is that because they are consuming something from the cloud, it's all backed up and saved,” Jurisic says.
“One of the products we've had success with is over the last 6 months is our office 365 backup. That's because what you receive with 365 is the standard 30 days ability to go back and get deleted data, whereas once you explain to them that they're not fully protected, that's one of the areas we are seeing the greatest take-up today.
She adds, “The majority of our partners today don't just sell licences, they sell hardware and consulting and service. We want to ensure that the partners understand how to incorporate Veeam into that full solutions story.”