Backup Exec Backs Up Veritas Plan
Published for the Week Of June 14, 2004
eritas Software is looking to take advantage of the footprint its Backup Exec data protection software has in the small-business space to expand sales of its other products through a new solution provider program.
The small-business market is growing fast, and customers need more than just data protection, said Michael Sotnick, vice president of partner sales for Veritas. “We’re going off the trust they have in Backup Exec to get them to work with our other products,” he said.
The new program focuses on the full range of Veritas software, especially for Microsoft platforms. This includes Veritas Backup Exec 9.1 for Windows Servers with Desktop and Laptop Option and Veritas Storage Replicator data protection applications; Veritas Backup Exec 9.1 for Windows Servers with Intelligent Disaster Recovery Option and Veritas Storage Foundation for Windows data recovery applications; and Veritas StorageCentral, Veritas Data LifeCycle Manager and Veritas Storage Foundation for Windows for centralized management.
As part of the program, Veritas is helping Microsoft-certified solution providers offer multiple storage assessments to customers on a monthly basis, which includes access to free sales training, Sotnick said.
Veritas also is holding a nationwide series of seminars, called Beyond Backup, at which customers can learn what solution providers are learning.
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But Veritas’ message has yet to reach the small-business solution provider, some said. Darryl Riddlespurger, president of StoreHouse Technologies, an El Cajon, Calif., storage solution provider, said he has yet to hear from Veritas or its distributors about the initiatives. “It sounds like a great program, but they’re not getting the message out,” he said.
Don McNaughton, sales manager at HorizonTek, a Huntington, N.Y.-based solution provider, also said he has not heard about the initiatives. “We try to sell those applications as a solution,” he said. “But we haven’t heard from Veritas about how to position [the applications together].”