Veeam launches customer incentive program for partners

Data protection and ransomware recovery vendor Veeam has launched a customer incentive program to help partners win new logos. 

Veeam's VP of channel strategy and management for Asia Pacific and Japan, Macro Zhang, told CRN Australia the program "provides partners with an additional rebate on qualifying deals where they are helping customers begin their journey with us."

The additional rebate comes after Veeam revamped its ProPartner Network Program in January 2024, which saw changes to partner margin and expanded deal registration eligibility, among other updates.

"The ongoing success of our partners is a key focus for us. We are continually listening to feedback and in the first half of 2024, we introduced measures to make margins more predictable, delivered an incumbency protection program, and offered more ways for partners to differentiate themselves through our competency and certification programs," Zhang said. 

"To augment our existing Deal Registration Program, we have now introduced a New Customer Incentive Program to help even more businesses adopt comprehensive data resilience."

"The improvements we've made, as well as this new program, underscore our ongoing commitment to support and strengthen our partner ecosystem. It is only together that we power data resilience to keep every business running."

Veeam's COO Matthew Bishop told CRN Australia the customer incentive program aims to help partners "win a new logo for Veeam and then maintain that customer through life - that will be the way to maximise your revenue that is paid from Veeam to a partner."

"That's really at the core of what we're trying to do with our partner program; help customers have loyal partners that will live with them through life and continue to grow that customer together with us."

Veeam partner perspectives

At the VeeamOn conference in Florida last week, David Small, CTO of Auckland Veeam partner Softsource vBridge, told CRN Australia that he would like to see a "categorisation" of the vendor's partners.

"[Veeam has] a lot of partners now...but if they're only selling [to] two or three customers...versus someone like ourselves that's got hundreds of customers transacting with us using Veeam, we would rather see that there's a little bit more recognition for that sort of size, and that way we can keep growing..." he said.

"...if [Veeam] keep spreading with their partners, it dilutes the product because everyone's just out there selling on price and not adding value..."

Will Hamaker, SVP of sales at US-based Veeam partner Probax, which offers a backup management platform for MSPs, said the firm has had a "positive experience" with the vendor's revamped partner program.

"...we're a global business and were running businesses in the US and Australia and continental Europe, and it got a little confusing with the management, so allowing a global account manager was a game changer for us," he said.

"That's something that we asked for last year that we got this year that [Veeam] did for us."

Note: Velvet-Belle Templeman, who contributed to this article, travelled to Fort Lauderdale, Florida as a guest of Veeam to report on the VeeamON conference.