Hyper-Availability Digest: The Ultimate Guide To A Successful Vendor Partnership

Solution providers need complex and multi-faceted digital capabilities to compete in today’s marketplace. Unfortunately, no single company has all the resources needed to easily develop cost-effective solutions.

You must find the right vendor partner to close that gap.

Solution providers should look for these three things in an effective partnership – solutions that tackle customer challenges, consistency and predictability in vendor programs and engagement and alignment throughout the organization.

Dante Orsini, SVP of business development at iland, says, “If we can actually join hands together, through thick and thin, and deliver a high-value solution to the market, that’s absolutely critical to us, especially when we’re evaluating vendors.”

Solution providers must find a vendor truly invested in the success of its partners, not just themselves.

Matt Chesterton, CEO of OffsiteDataSync, says, “Veeam is truly vested in our success. They make sure that we’re successful and that we have the tools and the ability to execute on our plan, which is to give highly available solutions based on the Veeam platform.”

Veeam updates its products every six months, adding features and benefits that ensure Veeam partners are set up for success. Veeam’s services organization also helps partners educate and guide customers through challenges.

Chesterton says, “Veeam has a vision. They know where the market’s going. They seem to drive the market, but then they can actually execute on that vision.”

Veeam’s partner program presents solution providers with both front-end margin opportunity and back-end rebates. Veeam’s marketing organization also invests heavily in its partner community to understand how they communicate with customers and fund those efforts.

Kevin Rooney, VP of Americas partner sales at Veeam, says, “We over-deploy resources, and we make sure that everything is going to go as well as it possibly can. We work very closely with our partners to make sure that when they’re selling Veeam, they don’t ever run the risk of losing that trusted advisor status.”

Solution providers’ success is often determined by their partnership decisions. If you take the time to figure out what’s best for you and your customers before choosing your vendor, everybody wins.