Veeam Software has announced new enhancements to its ProPartner Programme for Value-Added Resellers, 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 maximise Return on Investment, 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.
To support its partners through this transition, Veeam has enhanced its ProPartner Programme to ensure Platinum, Gold, Silver and registered partners are all appropriately supported and rewarded, creating a truly partner-friendly programme. Through a points-based system, Veeam will reward partners for successfully progressing through the programme’s new competencies. The benefits of this programme will evolve, but initially, the current offering converts earned points to incentive rebates, a free seat at the Veeam Certified Engineering partner training course or free attendance at VeeamON 2021.
The Veeam 2020 Data Protection Trends Report found that 30% of global organisations are currently in the early stages of implementing or planning Digital Transformation. However, 47% of EMEA respondents said lack of IT staff skills or expertise is preventing or has prevented their organisation 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. Veeam’s enhanced ProPartner Programme will help partners increase proficiency in Veeam’s industry-leading 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 Veeam ProPartner Programme for VARs include the introduction of several 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, Veeam Sales Professional, Veeam Technical Sales Professional and Veeam Certified Architect 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 programme 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 upsell and cross-sell opportunities. This is so partners can grow deeper and more trusted relationships with their customers.
“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 Worldwide Channels, Veeam. “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.”