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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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You're growing like crazy, and you've got a sizeable base of channel partners. What's your message to those partners as you push the 'hyper-availability' strategy into the enterprise?

We made a push a couple of years ago to go deeper with fewer [partners]. It's about picking where we want to invest more, and we've picked people who want to get aggressive with us. We're investing in them. The ones that do Commvault, or do a little bit of this and a little bit of that, we'll replicate. If you do a little, we'll do a little. The ones that say Veeam is my solution and I'm not going to do any of that stuff, I'm going to go aggressive with you and I'm going to put my eggs in your basket, those are the ones we're investing in. The deeper you go with us, the deeper I'm going to go with you. I'm going to put dollars around that to make sure this is an incredibly profitable business for you. We need your services capability. Migration services off of legacy onto Veeam, or onto the cloud are becoming more critical. We don't have that. We need these partners to pick that up. We're investing $5 million to enable our channel to be able to deliver our service, to deliver the messaging, to position this for our customers. We can only do that with the ones that actually want to invest with us. It's a critical part of how we're going to be successful.

 
 
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