The company is also extending those trainings to cloud and Kubernetes technologies as well, she said. The other major change to Veeam’s channel program is the addition of new technical and sales training around the company’s increasing focus on cyber resilience, including helping partners learn how to talk with customers about how Veeam fits into their security conversations, Crandall said. Some companies tend to be better than others in terms of protecting incumbency. “Veeam is now making it easier to keep a customer once we have a relationship, and not letting others swoop in and grab them. “Acquiring a customer takes time and resources,” Panos told CRN. However, we’re adding a global framework give more rigor and a better, more consistent framework.”Įxpanding incumbency and deal registration is a key move for Veeam, said Bob Panos, vice president of sales and services at American Digital, an Elk Grove Village, Ill.-based solution provider which has partnered with Veeam for over 10 years. We're still paying attention to regional differences. We've had three different partner programs. “So we’re providing protection both on the front end and the back end. “They bring us into an opportunity and close it, and when it comes up for renewal, we have improved incumbency,” she said. Veeam is also changing its incumbency program so that when a contract comes up for renewal, the original partner can maintain the relationship, Crandall said. “We're investing in the front end and changing some things on the back end structure across the entire portfolio. “It's an increase to be more competitive,” she said. Crandall (pictured above) said the deal registration is increasing, but declined to say by how much. “The evolution of the market and all the changes going on in the partner ecosystem requires a new approach and refresh on our side,” she said.įirst, Crandall said, Veeam is improving the front-end margin partners get via deal registration. The company is also offering expanded training and enablement programs, along with new competencies and certifications, to go with its expanded emphasis around cyber resilience, she said. This includes offering a more predictable program around profitability and with a global framework and construct that includes improvements around deal registration and incumbency, Crandal told CRN. The changes to the program align with what Veeam’s channel partners are telling the company, said Larissa Crandall, who just last year joined Veeam as the Columbus, Ohio-based company’s vice president of global channel and alliances. However, we’re adding a global framework give more rigor and a better, more consistent framework,’ says Larissa Crandall, Veeam’s vice president of global channel and alliances.ĭata protection and management software developer Veeam this week expanded its channel partner program with improvements to how partners earn and continue earning over time via sales of its technology, as well as improvements in training and certificates. ‘We’re providing protection both on the front end and the back end. Veeam Expands Partner Program With Focus On Incumbency, Training
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