2017 Cloud Partner Programs Guide Details

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Veeam Cloud & Service Provider (VCSP) program

U.S. Headquarters8800 Lyra Dr
Columbus, OH 43240
U.S. HQ phone number678 353 2140
Worldwide HeadquartersLinden Park, Lindenstr. 16, CH-6340 Baar, Switzerland
Year Company Founded2006
CEOWilliam H. Largent
Worldwide Channel ChiefDaniel Fried
TitleSVP Worldwide Sales & Field Marketing
Date Began Serving In This Role1/1/08
North American Channel ChiefKevin Rooney
TitleVP, North American Channel Sales
Date Began Serving In This Role1/1/16
North American Cloud Channel Program ManagerMatt Kalmenson
TitleVP, Cloud and Service Providers Sales, North America
Email Addressmatt.kalmenson@veeam.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2010
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Veeam offers its award-winning software to hosting, cloud (CSPs) and managed service providers (MSPs) through the Veeam Cloud & Service Provider (VCSP) program. The VCSP program features flexible licensing and includes more than 14,300 VMware VSPP (now vCloud Air Network), Microsoft SPLA and other service providers worldwide. The program includes four levels: Registered (primary business includes hosting, cloud or managed services, and acceptance of partner enrollment agreement), Silver (protect or manage customer workloads using Veeam), Gold (protect or manage a significant number of customer workloads using Veeam and have Veeam-accredited staff) and Platinum (protect or manage a large number of customer workloads using Veeam, have more Veeam-accredited staff, and actively market provider's use of Veeam technology).
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.• No competition from Veeam - We don't offer our own cloud or our own cloud and managed services. Instead we enable (and even rely on) our VCSP partners to provide our customers and resellers with availability services in and for the cloud. • Veeam Cloud Connect technology that makes it simple to set up and manage backup to the cloud, backup as a service (BaaS) and disaster recovery as a service (DRaaS); this technology is integrated directly into the product so it's easy for customers to consume the service provider's service. • Flexible licensing, including monthly rental by the device.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?14300
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Do not offer a Public Cloud Service
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Sales playbooks or prospecting guides for cloud solutions
Marketing Support
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Technology specialization
Valid website
Enrollment Agreement
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