Veeam Enhanced EMEA ProPartner Program

Veeam Software, Inc. announced enhancements to its ProPartner Program for VARs across EMEA.

By driving increased engagement from active partners across the region, the new competencies will reward and better support partners in serving customers’ evolving needs, help them become specialists in their markets, and demonstrate competitive advantage.

As EMEA businesses continue to move towards digital transformation, partners are broadening their portfolios and becoming strategic digital advisors to their customers. Furthermore, as businesses look to maximize ROI, subscription-based IT models are overtaking CapEx technology investments and partners are adapting their business models to sell subscriptions or resell services that are powered by Cloud Service Providers (CSPs).

To support its partners through this transition, the company has enhanced its ProPartner Program to ensure Platinum, Gold, Silver and registered partners are all appropriately supported and rewarded. Through a points-based system, it will reward partners for progressing through the program’s new competencies. The benefits of this program will evolve, but initially, the current offering converts earned points to incentive rebates, a free seat at the Veeam Certified Engineering (VMCE) partner training course or free attendance at VeeamON 2021.

“Veeam’s go-to-market strategy is 100% channel, and we are empowering all of our partners to thrive in the evolving business landscape and better respond to customer demands,” said Daniel Fried, GM and SVP, EMEA and WW channels. “As businesses continue to pursue digital transformation and embrace cloud data management, we want to help our partners add greater value and build more strategic relationships with our joint customers. Working closely with our partners to achieve a greater understanding of Veeam solutions will help VARs stand out from the crowd, offer new services that drive profitability and growth, and continue to adapt to and support increasingly complex IT environments.“

The Veeam 2020 Data Protection Trends Report found that almost a third (30%) of organizations are in the early stages of implementing or planning digital transformation. However, almost half (47%) of EMEA respondents said lack of IT staff skills or expertise is preventing or has prevented their organization from moving forward with it. As such, there is a dynamic opportunity for VARs to up-skill and become true extensions of their customers’ IT teams.

Enhanced ProPartner Program will help partners increase proficiency in firm’s portfolio, expand their knowledge of Veeam’s integration with Technology Alliance Partners, and develop additional technical skills to deliver value-added professional services.

Key enhancements to the ProPartner Program for VARs include new competencies: 

• Enablement: Partners with increased certification are better equipped to deliver more complex customer deployments, offer more value-added services, adapt to changing business needs, and identify new revenue opportunities to grow their business. This competency rewards partners for increasing their sales and technical expertise and obtaining additional Veeam Certified Engineer (VMCE), Veeam Sales Professional (VMSP), Veeam Technical Sales Professional (VMTSP) and Veeam Certified Architect (VMCA) certifications. For example, Registered and Silver ProPartners with a minimum of just one VMCE trained and certified person, have an average new deal size 27% higher than those without one. For Gold and Platinum ProPartners, those who are trained beyond their program compliance levels have an average new deal size 41% higher than those who are just trained to compliance.
• Recurring sales: Customers are demanding portability, flexibility, and availability when it comes to their cloud data management solutions and Veeam is rewarding partners that are supporting businesses in moving to subscription-based IT services.
• Velocity: Veeam is committed to helping partners grow their business faster by streamlining purchasing processes, reaching untapped customer segments, and enabling greater up-sell and cross-sell opportunities. This is so partners can grow deeper and more trusted relationships with their customers.

“The enhancements to the Veeam ProPartner Program will support and reward their partners in addressing digital transformation customer trends around cloud and flexible consumption. Partners are expanding their offerings to meet these needs, and Veeam’s new competencies are designed to reward partners as they invest in enablement to better meet cloud management needs, and also accelerate subscription-based solutions. This is a great example of rewarding partners for the right behaviour,”  said Steve White, VP WW channels and alliances, IDC Corp.

“Cheops Technology has been working with Veeam solutions for over seven years. Act II of the Veeam ProPartner program will provide us with more marketing support, training for our teams, tools and additional margins recognizing the actions we perform daily with our customers and rewarding our investments in Veeam solutions,” said Didier Delhoste, deputy MD, Cheops Technology France SA.

“As customers embark on their Digital Transformation journeys, they look to us for guidance on the best solutions to future-proof their business, as well as for skills and expertise on how to take a more strategic approach to IT, backup and protection are cornerstones of Digital Transformation, so we are committed to offering customers the best possible strategic counsel and support in these fields. The investment Veeam is making in our partnership enables us to better understand our own customers’ needs, bring more value, and propose industry-leading solutions to propel their business forward,” said Donavan Hutchinson, MD UK and Europe, Paragon Micro UK Ltd.