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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.

So going forward, Veeam will still remain 100-percent channel focused, right?

As of right now, there’s no change in that strategy. I couldn’t say if we were going to change it or not, because we haven’t gotten that far along in determining how we’re going to do this. But as of right now, we’re 100-percent channel and no change at the moment.

As Veeam does more with the enterprise market, does it have to change its technology to meet that market, or will it be the same technology Veeam brings to its SMB customers?

That question is exactly my challenge as a CMO, because there’s a feeling of, well, if you grew up through SMB, your technology only works for SMB. We have some of the biggest companies in the world running Veeam at scale. We’ve proven we can take our technology into large enterprises. We just have to do a better job of communicating that. We’re always improving our technology. We’ve got some incredible changes in our next major release of Veeam Disaster Recovery 12 that is coming down the pipe. A lot of those changes, a lot of the enhancements in that platform, are designed to help enterprises in particular and help create a much more cost-effective scale-out strategy for backup in the cloud in particular.

 
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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