At its VeeamON partners kick-off event in San Diego, Veeam outlined the strategy it was providing to partners to help grow their sales.
The annual customer and partners shindig in San Diego this year has heard how the company recently reached the $1.75 billion annual recurring revenue (ARR) milestone, and CEO Anand Eswaran told partners there was a “super clear path” to achieving $2 billion-plus in ARR this year.
He said Veeam Data Cloud, which protects different SaaS and other workloads in the cloud, had seen 300% year-on-year growth, and added the just announced addition of Microsoft Entra ID security data protection would boost this further.
Veeam’s alliance with Microsoft is getting much closer, and it has benefited from hosting its Vault data protection offering on the Azure cloud, and pitching Veeam Data Cloud as the main Microsoft 365 data protection platform on the market.
Eswaran claimed that among 450m active users of Microsoft 365, Veeam protects half of the companies that protect their Microsoft 365 data. But Eswaran drilled down to illustrate the further opportunity for partners. “Of these 450m users globally, less than 15% of them are actually given any data protection by their organisations, which our partners can obviously take advantage of.”
He demanded that partners should try and attach Vault to every new deal, and that Entra ID protection can also be easily included in new deals going forward. The side issue with Vault is that it currently only works with Azure, but Veeam has not discounted from making it work with other major clouds down the line.
“Together, we can double revenue through upgrading our existing installed base,” said Eswaran. “And customer retention is the new growth engine for us.”
Veeam scaled over the years through targeting the SMB market, but enterprise now seems to be the major growth target. The CEO said the firm now had a “huge” enterprise base, with 2,400 customers now generating over $100,000 ARR in spend with Veeam, and that customer numbers spending over $1m in ARR were growing three times faster than anyone else.
We earlier reported that Veeam had launched its Data Resilience Maturity Model (DRMM) framework to help enterprises fill in the data protection holes across their networks. It would be easy to be cynical about such an effort being forgotten news in a couple of months, but Veeam is very serious about it when it comes to the channel.
“DRMM can be used to win much more enterprise business, it’s a conversation starter for most companies,” added the head honcho.
Partners were also told to lead sales pitches with Advanced and Premium licenses, which were expected to make up 70% of license sales in 2025.
Veeam research also shows 56% of companies expect to decrease their use of VMware software, following licensing changes and more expensive software bundles being sold by new owner Broadcom instead. Partners can take advantage, they were told, through offering Veeam data portability solutions.
Additionally, in the new “Turbocharge” initiative revealed, partners can get a 25% discount for all deals registered for Veeam Data Cloud, and a 15% discount for all other Veeam products.
And in a further enhancement to the cybersecurity offer, Veeam announced a new partnership with CrowdStrike, to deliver centralised visibility of critical data and advanced threat detection through integration with the Veeam Data Platform. The integration, with the AI-native CrowdStrike Falcon cybersecurity platform, is designed to create a more secure environment for shared customers, helping identify threats before, during and after an attack, to enable “fast, secure recovery and long-term data resilience”.
There are two new fully supported integrations, namely Veeam App for CrowdStrike Falcon LogScale, and Veeam Data Connector for CrowdStrike Falcon Next-Gen SIEM.
More from the Veeam channel to follow...
