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New Veeam CMO: ‘We Are A Strong Enterprise Player’

Joseph F. Kovar

‘Veeam built itself initially around SMBs and small to midsize enterprises. Our competitors would have you believe that Veeam’s an SMB company. Yes, we are incredibly strong there. But we’ve got well over 300,000 active customers, of which a significant amount are Fortune 500 or Global 2000 companies. … We want to have a strong enterprise selling motion, really building out strategies with our large customers [with] strategic backup and recovery frameworks,’ says Veeam CMO Rick Jackson.

You said there’s work to be done. What are some of the things you want to do?

Veeam built itself initially around SMBs and small to midsize enterprises. Our competitors would have you believe that Veeam’s an SMB company. Yes, we are incredibly strong there. But we’ve got well over 300,000 active customers, of which a significant amount are Fortune 500 or Global 2000 companies. So we’ve done very well all up and down the chain. Our selling motion has been more transactional, which is what you’d expect coming out of the SMB business. It’s exactly what I experienced going into VMware. We want to have a strong enterprise selling motion, really building out strategies with our large customers and building out strategic backup and recovery frameworks with those customers. And so elevating our position as more of a strategic partner, partnering with the enterprise, growing the footprint in the enterprise, etc.

Veeam has an incredible transactional engine, one of the best I’ve ever seen. But we need to layer in and add more of that enterprise focus and that enterprise sales motion, and market that way. That’s something that our new CRO John Jester and myself are really going to team up on, and we have a lot of good ideas we’re starting to work through. But I think we are a strong enterprise player. We just haven’t positioned the company that way. We’re not selling that way. We just got to make some changes there. And it’s the same thing I saw at VMware. VMware was a major enterprise company that didn’t sell and act like an enterprise company. We changed that, and we’ll change it here.

Is that push to the enterprise still channel-focused for Veeam? Or is there a direct focus as well?

Veeam was built on channel partners, and will continue to embrace the channel. I think it means expanding the channel a bit. So we’re looking at how to do it. We are working more with GSIs [global system integrators], for example, that have incredible influence in the enterprise. That has always been a focus of the company. Certainly, with some of the technology alliances, we’re having some good conversations with them.

So no, we won’t disintermediate the channel. The channel is still there. But even in a channel model, your sellers are on their side. Whether we’re co-selling with the channel, or referring our partners to certain opportunities, we also have to build more of a relationship with the enterprise and get involved while expanding the type of channel that we’re relying on for the enterprise segment.

 
Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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