Veeam updates partner programme for consistency and profitability

Veeam has announced updates focusing on improved training, deal registration, and a single global framework

Veeam Software has announced several updates to its Veeam ProPartner Network programme aimed at helping global partners benefit from the growing adoption of Veeam technology.

The programme updates focus on supporting partner profitability more predictably while safeguarding partners' business with Veeam.

"We're introducing these partner programme updates now to bring more consistency and predictability for partners globally," says Larissa Crandall, VP of global channel and alliances at Veeam.

"As Veeam has expanded its product portfolio, we needed to update the programme to align to that and provide training to enable partners to sell the full stack.

"With a partner-first focus, these changes were driven by direct feedback from partners on how we can better support them."

She underlines how Veeam invests significant time listening to partners and exploring how they can work better together, helping them deliver the Veeam Data Platform to secure the best possible outcomes for joint customers.

"Successful channel programmes must give partners a predictable and profitable business."

Deal registration update

Crandall explains the key enhancement made to the programme is around deal registration.

"Now if partners register a deal, it will maintain the original margin even if we have to go to special pricing.

"Before it would drop off, but now there is consistency through the whole deal cycle. This provides improved predictability and profitability for partners."

Crandall describes how deal registration inconsistencies were one of the most common points of feedback.

"Situations where a partner would bring us into a deal but then not maintain margin at renewal.

"We've enhanced incumbency protection to instil trust that we are committed to partners for the long-term relationship.

"Enablement was another key area based on partners wanting to expand their Veeam expertise as we've grown our portfolio."

She adds that training is shifting to be focused on business use cases and challenges vs just product features.

"With tracks like ransomware and cyber resilience, it helps align training to opportunities partners are seeing.

"And we are refreshing competencies and certifications across the portfolio so partners can differentiate themselves and attract new customers.

"The goal is to arm partners to sell Veeam's full solution set."

Crandall says having one global framework also provides consistency and predictability for all partners.

"Partners can trust the programme structure and benefits will be aligned worldwide even if specific incentives/requirements vary by region.

"It reduces complexity that multiple programs create and simplifies how partners work with us. But we maintain regional flexibility within the global framework."

2024 and beyond

Veeam is under a wave of change, recently announcing further layoffs (taking the total up to 300) and vowing to hire 500 in 2024.

But priority number one in 2024 remains to position Veeam as the leader of these cyber resilience solutions, Crandall adds.

"We have some major alliance partnerships coming that will reinforce our leadership here.

"And conveying that Veeam remains 100 per cent committed to the channel - we are a channel-first company and will demonstrate that through this new programme."