FUTURE TECHNOLOGY
a partner would want to associate with a
brand like Veeam. Firstly, is it a reputable
brand in the marketplace? Is it something
where if I put my logo next to, I’d be proud? I
think we can tick that box because Veeam is
Cloud is not something
you buy, cloud is
something you do.
INTELLIGENT TECH CHANNELS
INTELLIGENT
TECH CHANNELS
Issue 27
very well known and well liked. The second
thing to question is what’s in it for them.
At the end of the day, people want to know
whether they can make money. The third
thing is trust. We question whether the
customer has our back, whether we have
theirs, and whether we can trust each other
in a transaction. Those are the three things
we look at in terms of how Veeam must
remain relevant in front of our partners for
them to generate revenue, for them to be
proud to represent our brand. Everything is
based around nurturing that channel to grow
and develop, we help them sell and to get
that exposure.
Do you work differently with
partners in Africa compared to
the Middle East?
The approach and culture are completely
different. The programmes are the same but
it’s just the way we do business that differs.
How do your partners deliver your
solutions to end-users?
We help them sell from a credibility
perspective. Once they place orders, they are
skilled up enough to implement and install
the product – Veeam is very simple to install
and the tech’s very quick. Partners like to
put in the services and capability and that’s
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