Channel Post speaks to Gregg Petersen, Regional Director, Middle East and SAARC, Veeam Software
Tell us about the Veeam ProPartner Program.
At Veeam, we are committed to helping our partners of any size and any business model to address the challenge of Availability for the Always-On Enterprise and build a successful business around our industry leading Availability solutions. Strong collaboration with our channel community and remaining one step ahead of the constant changes in the IT industry have given us the opportunity to revamp our Veeam ProPartner program effective Jan 1, 2017 — a program that has already seen great success, positive feedback and industry recognition. The comprehensive Veeam ProPartner program gives authorized reselling companies the tools they need to become a trusted advisor to customers and gain a long-term competitive advantage in their virtualization practice.
How do you onboard partners to the program?
Veeam ProPartner program is easily accessible for every reseller interested in becoming a Veeam partner. We rely on our authorised distributors in recruiting and onboarding new companies to resell Veeam solutions and grow under Veeam ProPartner program. Regular online and offline events are organized both by distributors and Veeam in every region on quarterly basis.
Are there any criteria partners need to match before joining the program?
Veeam ProPartner program membership is free, but to receive the ProPartner program benefits, reselling company is required to register and accept the ProPartner Agreement’s Terms & Conditions. Participation in Veeam ProPartner program starts with filling in the application form at WWW.VEEAM.COM which makes process easy and open for every company. Veeam appoints Partner as a reseller of Products solely within the Territory and in accordance with the terms of the Program Guide. Partner shall resell only to End Users who are located in their Territory.
What are the benefits of the Veeam ProPartner program?
The Veeam ProPartner program offers exclusive access to numerous benefits.
Fast, seamless sales
Get fast and seamless sales with the following helpful tools found on the Veeam ProPartner portal:
– Ready-to-request NFR keys for evaluations and demonstrations
– Ready-to-download 30-day trial products
– Ready-to-contact leads that pre-qualified by Veeam with the Veeam OppShare tool
– Veeam Deal Registration program designed for opportunity-protection and upfront- and backend benefits, based on reseller’s ProPartner level and each listed opportunity’s content.
Effective marketing
FREE ready-to-use marketing solutions on Veeam Marketing Menu to make the most of reseller’s marketing efforts, including:
•Mail-in-a-Box — Prepared and customized email-templates for immediate sending
•Seminar-in-a-Box — An online platform and on-demand Veeam speaker
•Web-in-a-Box — Veeam content syndication on partner’s website
•Ready-to-reference cheat sheets — To help a reseller to successfully start sales conversations
•Ready-to-offer — Veeam promotions and partner incentives
For Platinum and Gold partners, Veeam opens access to partner marketing development funds. With funding and marketing expertise, Veeam helps resellers to generate more Veeam leads and sales opportunities. With Veeam PMDF program, Veeam co-funds dozens of local activities and programs such as advertising, direct marketing, trade shows, seminars, trainings, promotions and others.
How do you compare your partner program with similar program from competitors?
Here at Veeam we do not compare our program with similar competitors’ offers, we do our everyday work to ensure that existing and new partners benefit of their relations with Veeam as a vendor – and we do it good. Veeam efforts are recognized by partners: based on 2016 partner satisfaction survey, 88% of our partners name Veeam ProPartner program as “Very good” and “Good”, 50% of our partners already work with us for 3-5 years.
To ensure fair and mutually beneficial partnership, Veeam invests a lot to support its partners in every area: starting with easy and free application process, direct contact with Veeam Channel Developers to support partners on their early steps in the program, transparency of program requirements without any hidden agenda and numerous benefits, just to mention a few:
- Veeam ProPartner portal
- Free and easy accessible education
- Regular promotions and incentives
- Sales and Marketing tools
- Dedicated Veeam resources – sales, marketing and technical: for partners of Platinum and Gold levels – based in their territory, for Silvers – remote teams.
Are any training programs part of the channel partner program you run?
Yes, we care about enablement and education of our channel partners.
Veeam University is a quick and easy way to gain in-depth knowledge about all Veeam solutions:
– Ready-to-educate whiteboard trainings
– Ready-to-visit webinars about new releases and product features
– Ready-to-watch featured and recorded webinars
– Competitive analysis
All courses offered via Veeam University are online and free.
In 2014 Veeam has launched Veeam Certified Engineer (VMCE) program and certification exam. This certification gives a partner the necessary expertise to correctly architect, implement and configure Veeam solutions. The VMCE course is a technical deep-dive offering extensive Veeam solution information.
VMCE is a great investment for IT professionals looking to increase productivity, reduce operating costs, personal career advancement and industry recognition. VMCE certification course is updated for each major product release, currently version 9 is available. In 2016 Veeam has developed and launched new certification program – VMCE Advanced: Design and Optimization, 2-days long instructor led training.
How has your partner program evolved over the years? Do you receive any inputs from your channel partners to better the program each year?
As mentioned above, Veeam organizes annual partner satisfaction survey to gather feedback from its resellers and enrich Veeam ProPartner program. Veeam also hosts annual Partner Council gathering resellers from all over EMEA to work and brainstorm together, outcome of such meetings is hard to overestimate: together with most committed partners, Veeam defines channel tactics for upcoming period and program enhancements.
Recent add-ons to Veeam program were:
- Veeam Accredited Service partner (VASP) program which identifies a selected list of partners, system integrators and IT consultants who possess the technical skills to deliver value-added and reliable professional services for Veeam product portfolio implementations.
- Veeam Influencer program – designed specifically for our partners not directly involved in Veeam sales transactions. Our objective is to support System Integrators and other types of partners that provide critical consulting, integration, and outsourcing services to customers.
