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CRN Interview: Veeam CEO McKay On Displacing Legacy BackUp Rivals And Doubling Down On Channel Relationships

Veeam CEO Peter McKay says his company is positioned to move from the "boring backup market" of yesterday and into the considerably hotter data availability market focused on hybrid and multi-cloud environments.

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Are you making inroads with Dell EMC? Do you envision them being in that group of Veeam alliance partners with HPE and Cisco?

We work in the channel together really well. On the storage and compute side, it's actually worked really well. When you get into the traditional EMC sales teams, a little piece of Avamar tends to slow us down. Everybody's afraid of stepping on anybody's toes, so we're not getting what we'd like to get. We're having conversations, we're having discussions, but it's more meet-in-the-channel. It's the same with IBM. IBM storage and compute are great relationships with good channel interaction, but you've got these competitive solutions. Yes, they're declining, but they're not investing in it. They're not putting any dollars into it, so it's all profit. It's a depreciating asset on both their books. They have to protect it. In the Dell case, it's funding the debt. If I'm getting 90 percent margins on Avamar, it's paying bills.

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