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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.

In your role as chief marketing officer, what are some of the things you need to focus on from the marketing perspective in order to help your channel partners.

We’re looking at how we do our messaging and positioning. We want to be the standard for backup and recovery. What I’m seeing in some cases is, our channel is focused on very specific types of backup and recovery and very specific types of workloads. A lot of our channel partners are very focused on virtualization and virtual workloads. But the reality is, the whole point of backup and recovery is recovery. And if it’s about recovery, then you really want a more holistic, unified approach to how you can recover, especially from a disaster or a cyber threat or ransomware or what have you. That you can act quickly and efficiently and reliably across your entire business.

This market is peppered with multiple solutions. On average, every business has 3.5 backup vendors. That’s got to change. That’s not conducive to a strong recovery strategy. It may work for optimizing backup strategies for everything. But when it comes time to recover, you don’t want to be in four different environments and try to figure out who’s doing what. You really need an orchestrated plan for how to recover across everything. We’ve got to get the channel to better understand that and help them communicate that message.

 
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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