Veeam targets Fortune 500 with new SI program

Veeam is launching a new systems integrator program in an effort to better target large Fortune 500 companies.

Eleanor Dickinson Jul 29th 2019 A-A+

Veeam is launching a new systems integrator program in an effort to better target large Fortune 500 companies.

The back-up and disaster recovery vendor “needs to improve” its presence with global SIs including Capgemini, Accenture, Deloitte, DXC, Fujitsu, global channel chief James Mundle told ARN.

As such it will start rolling out the global systems integrator program this week in an effort to increase the number of Veeam technology integrations with these partners.

The scheme will sit under Veeam’s ProPartner Program and will use a variety of remuneration models, including those for value-added-reseller and others underpinned by points plans.

Mundle was unable to reveal further specifics but said the program would first target SIs with which Veeam has a relationship, such as IBM, Accenture, NetApp and NTT.

“We’ve always been successful in the SMB space,” he explained. “When you want to do business in the large, Fortune 500 companies, you need to work with who they work with, and those tend to be the global SIs. 

“Given a lot of SIs and traditional resellers work together for the end customer, we need to get our technology embedded into the service offerings of the global SIs. By doing this, we will ensure all roads lead back to Veeam.”

Veeam already sells through integrations with HPE, Lenovo, Cisco, NetApp, and recently unveiled further integrations with Nutanix and ExaGrid.

“What we want to do is work with the SIs and take into account a global view,” Mundle added.  “We will continue down that path this coming year.”

Veeam targets Fortune 500 with new SI program

Veeam is launching a new systems integrator program in an effort to better target large Fortune 500 companies.

Eleanor Dickinson

Veeam is launching a new systems integrator program in an effort to better target large Fortune 500 companies.

The back-up and disaster recovery vendor “needs to improve” its presence with global SIs including Capgemini, Accenture, Deloitte, DXC, Fujitsu, global channel chief James Mundle told ARN.

As such it will start rolling out the global systems integrator program this week in an effort to increase the number of Veeam technology integrations with these partners.

The scheme will sit under Veeam’s ProPartner Program and will use a variety of remuneration models, including those for value-added-reseller and others underpinned by points plans.

Mundle was unable to reveal further specifics but said the program would first target SIs with which Veeam has a relationship, such as IBM, Accenture, NetApp and NTT.

“We’ve always been successful in the SMB space,” he explained. “When you want to do business in the large, Fortune 500 companies, you need to work with who they work with, and those tend to be the global SIs. 

“Given a lot of SIs and traditional resellers work together for the end customer, we need to get our technology embedded into the service offerings of the global SIs. By doing this, we will ensure all roads lead back to Veeam.”

Veeam already sells through integrations with HPE, Lenovo, Cisco, NetApp, and recently unveiled further integrations with Nutanix and ExaGrid.

“What we want to do is work with the SIs and take into account a global view,” Mundle added.  “We will continue down that path this coming year.”