Veeam execs on why partners are asking for more comprehensive solutions

John Jester and Gary Mitchell discusses some of their current partner concerns.

Partners nowadays want more than just a piece of software for their customers, they want a comprehensive suite of solutions, this is according to executives at Veeam.

Speaking to CRN Australia at VeeamOn Sydney earlier this year, John Jester, CRO and Gary Mitchell, VP, ANZ at Veeam discussed what is top of mind for partners in 2025.

Jester explained that partners are telling Veeam their customers are under threatand need a data resilience strategy.

“[Partners say] give us something comprehensive and it can’t just be software. It has to be the operating guides, it has to be the assessment,” he said.

“I find customers are looking for confidence, that's the other output of that assessment is you have a degree of competence, your data is protected, your procedures have been verified, you've tested your recovery, you can hit those performance metrics if you need.”

Jester said their partners have pushed Veeam to talk data resilience.

“From a ‘hey Veeam go build this’, that's the push I get from them, of course, they're always asking us to add additional workloads, but I think top line, it's that comprehensive solution is what I get pushed on,” he said.

Mitchell added that partners are looking to widen the ecosystem that they operate within.

"They're not singling themselves out as only a Microsoft partner or only an AWS partner, only of this or only of that. So they're looking at widening that model as it relates to data resilience, particularly. Because they understand there's lots of different facets that make up that model. You're not just only going to be focused on Microsoft , VMware or AWS.”

Message to partners

Mitchell wants his partners to know how Veeam is focused on the enterprise.

"For the last couple of years, that's a high area of growth for us. So Veeam is a very good partner for them to partner with across the entire enterprise, as opposed to just in an area of the enterprise,” he said.

Secondly, that they take customer and partner relationships seriously.

“We're forming customer and partner relationships, not just on the sale and move on, but we're now very focused on the more consultative side of things, in addition to the tool set side,” Mitchell said.

“I think that is going to forge a deeper relationship with the partners, and it's going to forge a deeper relationship with the customers, and particularly the enterprise customers.”

Jester noted that Veeam is super committed to their partners.

“One hundred percent of our business goes to our partners. Yeah, we don't have plans to go direct,” he said.

“It's good to remind because, we have other vendors in the space doing different things.”