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Veeam Co-Founder Ratmir Timashev On Strategic Growth, And Co-CEO Peter McKay's Departure

Veeam co-founder Ratmir Timashev says his company has a 100 percent channel sales strategy and several powerful alliances with top hardware vendors.

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What are your goals for Veeam's channel operation? Do you have plans for any significant partner recruitment?

We are always recruiting new partners, especially ones with our alliances like Lenovo. We recently signed new relationships with Nutanix. When we do that, our channel expands. All of them are VMware, and our channel is largely VMware's channel. A lot of them sell Nutanix and Pure Storage. Once we sign a new strategic partnership relationship with a hardware vendor, our channel expands. Our general focus for 2019 is to do more sales and marketing activities with the top 100 partners globally.

What shape will that take? How do you plan to execute on that?

We have MDF, and this year we spread MDF too thin with our top 1,000 partners. Instead of spreading too thin among 1,000 partners, for 2019 we decided to focus on the top 100 or 150. Those will be dedicated joint marketing activities. It doesn't mean we won't work with other channel partners. We have a unique model where we have extensive inside channel management. We have channel managers that work with larger partners like CDW, WWT, ePlus and Presidio, but we also have inside channel managers that work with smaller ones and whose goal is to cover lots of partners with support on how to issue code, how to issue license keys. The smaller partners need a little hand-holding, so we invested in those partners, as well.

 
 
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