NAKIVO VP of worldwide sales on European partner growth and onboarding wishlist

Anton Shelepchuk details what kind of channel firms he’d like to work with as the vendor goes from strength-to-strength in Europe

NAKIVO wants to continue its strong European growth with a solid partner base, including resellers, MSPs and distributors.

Founded in 2012, NAKIVO is a backup and disaster recovery vendor with 3,000 global channel partners providing its software to SMB and enterprise customers.

Around 55 to 60 per cent of its global partner firms are European, where NAKIVO has seen strong performance for the business.

Speaking with CRN, Anton Shelepchuk, VP of worldwide sales states he is focused on channel growth in Europe, as well as worldwide.

“This year we have seen 30 per cent growth in our channel business against 2024 in countries like Switzerland and the Netherlands, France, Belgium, and the UK,” he says.

“And we are looking to add more partners and more distributors.

“We recently signed several new distributors in Europe and we want to continue doing this, as well as attracting new partners.

“One of the reasons we signed up new distributors is because this is a great way to spread the word about NAKIVO to new channel partners, MSPs and in turn, their customers.”

The vendor currently works with disties like CMS Distribution, Northamber and Prianto.

While on his hunt for new channel orgs, Shelepchuk notes what kind of partners he’d like to sign up.

“We are looking for partners that are willing to work with NAKIVO proactively by presenting and educating their customers on our software.

“We really enjoy working with partners that are open to different marketing initiatives with us, and we share the cost with partners, we are not asking them to do this all on their own. We provide most of the materials.”

The VP of worldwide sales adds that with current and future partners, he zwould like to see an increased push for mid-market enterprise customers and large enterprises.

“We’ve had success with those types of customers, so putting more money into this and educating partners on how to properly present NAKIVO to enterprise customers is what we're looking to do.”

This education piece, however, is one of the challenges facing NAKIVO to date.

“The biggest challenge is not being educated enough. But this is also an opportunity for us,” Shelepchuk says.

“Partners come to us unsure of how to compare our product with a competitor’s.

“For this we have webinars and other training material available.

“So if the partner has the will to do this, they will be fully educated, and they will know how to utilise their knowledge.”