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CRN Interview: Veeam Channel Chief Rooney On Partners Fleeing The Competition, And Winning In Multi-Cloud

Kevin Rooney says partners that commit to Veeam's multi-cloud, 'hyper-availability' game plan will realize huge growth in services revenue and deeper relationships with the large and growing network of relationships Veeam has built.

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How do you balance Veeam's partner program with another vendor's when you're on a deal together? Is that done case-by-case, or do you have a system?

We do have a system. In the three formal relationships we have: HPE, Cisco and now NetApp, in every case, we're learning, and when we don’t get something right, we fix it. If Veeam revenue is sold via HPE, we will recognize the revenue for the partner in terms of achievement within our program, but they will recognize the back-end benefits through the vendor they go through, so it would be HPE's benefits, Cisco's benefits, NetApp's benefits. We will recognize the revenue for them to achieve status within our program, but there won't be a double-dip. For a salesperson's standpoint, it's different. We don't care whether the Veeam person gets credit for the business, whether it goes through HPE, or Cisco, or NetApp or Veeam. It's all the same. Partners like that because we're not creating conflict in the field by saying this needs to be my revenue or else.

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