cl-nz logo
Story image

Veeam embraces subscription, cloud with new hybrid cloud platform

Veeam is making the move to a more subscription focused business model, announcing a new Availability Platform for the Hybrid Cloud in a move it says dramatically expands its market penetration.

The Veeam Availability Platform for the Hybrid Cloud will provide businesses and enterprises of all sizes with tools to ensure availability for virtual, physical and cloud-based workloads.

The backup and recovery specialist says the platform provides enterprise continuity with recovery service level objectives of less than 15 minutes for all applications and data, and DR orchestration; along with workload mobility and proactive monitoring, repoting, testing and documentation to ensure business and regulatory requirements are met.

Doug Hazelman, vice president of product strategy and chief evangelist, says the new offerings will provide resellers with a more constant revenue stream from Veeam, while allowing them to build better relationships with customers.

“This is a chance for them to check up and make sure they have everything they need on an ongoing basis. You can go back and revisit them every year as the subscription renews,” Hazelman says.

“But also, from a services standpoint, because of the tools we’re providing them to provide additional services – whether they do it themselves or resell it from another cloud provider – it’s an additional revenue stream for partners.”

The Availability Platform includes a new Availability Console, a cloud-enabled platform for service providers and distributed enterprise environments.

Hazelman says the offering will ‘help someone not used to reselling to take a look at selling services’.

“It’s a dashboard, it’s got billing in there, they can manage multiple customers from a single interface.”

Veeam Availability Orchestrator, announced several months ago, also forms part of the platform. The Orchestrator is ‘a sell with’ offering, requiring Veeam Availability Suite.

The subscription, per VM Orchestrator offers resellers the opportunity to go back to customers and upsell.

“Customers may not want to orchestrate their entire environment, but just a proportion of it,” Hazelman says, adding that resellers will now have the ability to upsell the additional offering.

Also included in the platform are the agent technologies Agent for Microsoft Windows and Agent for Linux, available per workload.

“From a cloud perspective if they’re already paying a subscription to run their workload in the cloud they shouldn’t have to pay a perpetual license to protect it,” Hazelman says.

Veeam Availability Suite and Veeam Cloud Connect round out the platform.

Hazelman says the company will be making a slow transition over the next 12 to 18 months to a more subscription-based model.

The company’s flagship Veeam Availability Suite, however, will continue to be available on a per socket, perpetual basis.

“But we will introduce subscription SKUs, if the customer wants to use opex instead of capex.

“With 200,000 customers we can’t force everyone to a whole new licensing model,” he says.

“The core business isn’t changing any time soon in terms of how our resellers or partners are going to position or even sell Veeam.”

Hazelman says it is crucial for partners to prepare for more subscription based selling, not just from Veeam but from other providers, though he acknowledges ANZ is ‘more advanced’ in its acceptance of the change.

“It’s a change for us and it will be a change for them as well,” he says.

“A lot of the new products will be coming in subscription model, rather than perpetual and we need to make sure from the channel perspective that it still works out for them to sell these subscription offerings.

“That’s something we need to get right and we are working very hard to make sure we roll out programs with the new products to make it very channel friendly.”

Peter McKay, Veeam president and COO, says the offering ‘represents an inflection point’ for Veeam.

“Veeam Availability Platform dramatically expands our capabilities and market penetration.

“It marks a new era in how we address enterprise requirements for a comprehensive availability solution for virtual, physical and cloud-based workloads.”

Story image
Google offers Hangouts features for free in midst of COVID-19
As businesses make the move to work entirely remotely as countries go into lockdown during the COVID-19 pandemic, Google is offering free upgrades on their G Suite for business, providing certain enterprise features for free for the next few months.More
Story image
HPE NZ posts net profit in FY19 results, improving on prior year's loss
HPE New Zealand has revealed its financial results for the financial year ending 31 October, seeing a net profit when compared to FY18's net loss.More
Story image
AR and VR shipments slow due to COVID-19 pandemic
Key findings are that it will cause manufacturing delays, reduce the overall demand and at the same time increase enterprise and consumer demand while more businesses and individuals look to invest in telepresence and content.More
Story image
Check your home network: Demand will congest internet during Covid-19 lockdown
New Zealand Telecommunications Forum says demand for data will increase as New Zealanders use their home networks to access internet to continue working, learning and to entertain themselves once the entire country goes into self-isolation. More
Story image
Cyber-worries delaying move to digital, says Deloitte
The report, commissioned by VMware, states that the Asia Pacific is delaying digitalisation due to fear of cyber-attacks.More
Story image
NTT named as a Leader in IDC managed security services report
NTT Ltd has been named as a Leader in IDC’s Marketscape: Asia/Pacific Managed Security Services 2020 Vendor AssessmentMore