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Veeam CTO Danny Allan: We’re All-In On Cloud

The VeeamON conference this week is highlighting how far Veeam is moving to embrace the cloud, Kubernetes, and other leading-edge technologies to better protect and manage data, with demonstrations of upcoming technologies around AWS, Azure, Google, Red Hat, and its recently acquired Kasten Kubernetes storage management platform.

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 CRN: Talk about the growth in the partner community over the last year and some things that you‘re looking to do for them this year?

Allan: As you know, we‘re 100 percent channel in our model. What we’re doing with the channel community is, we’re growing the business. There’s two things happening simultaneously in the channel. One is changing the unit of measure away from sockets to instances. Why is that valuable for the partner community? We call this the Veeam Universal License. That is important for the channel community, because as customers move their workloads to the cloud, there are no sockets. It’s all instance-based. And this allows them to be relevant in a cloud world where their customers are moving to cloud-based services so they can help them in that cloud journey.
The second part is not just changing the unit of measure, but also changing the go-to market. So while historically we‘ve been perpetual, we’ve been pushing more subscription. That’s not a requirement, by the way. They can still do perpetual even with full universal licensing. But it enables them to have a recurring revenue model and an on-going relationship with their customers that drives value to them. So as our customers go through this transformation, partners can keep the dialogue open and be very relevant in the cloud adoption model.

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