Amaury Dutilleul-Francoeur, Veeam
Amaury Dutilleul-Francoeur is vice president, EMEA partner network and alliances at Veeam. Amaury has a Master's degree in Entrepreneurship from HEC Paris and an engineering diploma from Ecole Polytechnique. His background in engineering and business helps him understand and communicate how technology impacts Veeam's partners and customers, enabling them to propose the best solution for their P&L.
Formerly with Boston Consulting Group, Amaury has been with Veeam for nine years. He began by leading the Australia and New Zealand channel team, moved on to the Asia Pacific and Japan operation team, and then returned to EMEA five years ago to take on channel responsibilities. He was the Director of EMEA Channels for two years and took on the role of Vice President of the EMEA Partner Network in May 2021. The Partner Networks consist of Value-Added Resellers, Service Providers, System Integrators, Distributors and Alliance Partners, and Amaury plays a key role in making sure these partners interact and interconnect together.
Number of years in current role:
3
Number of years in current company:
9
Number of years involved in indirect sales:
7
Reporting to:
Tim Pfaelzer, general manager and SVP of EMEA
What percentage of your sales come through the channel?
100 per cent
Describe your personal channel philosophy.
We need to offer to our partners profitability, protection and predictability. Our partner programs are designed with this in mind and are improved every year based on our partners' feedback. Keeping it simple is the master rule when it comes to my personal channel philosophy.
What were your biggest channel accomplishments over the past year?
We successfully launched our SaaS offering in the market through our Partner Network. We also built the new Partner Program enhancing partner protection through deal registration and incumbency protection, as a result of 15 EMEA partner councils in 2023.
What were your organisation's biggest channel accomplishments over the past year?
We launched our new partner programme enhancement around deal registration and incumbency protection. We have a few thousand cloud service providers in EMEA, which is astonishing! Net promoter score of 75 for our products and partner programs by our partners.
How is your company working to build equity and inclusion in the channel?
Through different programmes, including Women in Green, Women in IT and African Heritage in IT.
How is your organisation's market development strategy (MDF) changing this year?
We will continue to invest massively in terms of MDF with our partners. We are looking at the ROI of events and marketing campaigns to ensure the best usage of the funds. As we grow further in the ENT space, we will allocate more to specific ENT events, which can bring in fewer leads, but far better opportunities.
What are your top channel goals for 2024?
Migrate partners to cloud solutions.
Launch new/revamp existing channel programme.
Increase partners' customer satisfaction ratings.
What were the key partner investments made over the past year?
Launched our competency program. Developed specialised programs focused on container technology, for our DevOps partners. Invested in 15 partner councils, all over EMEA to get feedback from local partners on our solutions and programs. Introduced further protection through the enhancement of our deal registration program and incumbency programme.