A “new Veeam” is allowing many of its tens of thousands of partners to chase a market worth 4x the value when compared to only three years ago, according to its chief revenue officer.
CRO John Jester (pictured) told partners at last week’s annual VeeamON event in San Diego, California: “Everything we do is through partners, and we have 27,000 VARs and 12,000 managed service providers, as well as 200 distributors globally.
“We have grown our business and are on course for becoming a $2 billion annual recurring revenue company this year. We are still number one in the data resilience market in EMEA, became number two in the US last year, and also number one in Japan.”
He said: “Our go-to-market priorities include our Veeam Data Cloud, enterprise customers, customer success, data protection, and partners. And partners tell us their priorities are predictable margins, financial protection, differentiation, and deal registration - we are addressing all these areas.”
On the addressable market value for partners, Jester explained it was the enterprise market that presented the biggest opportunity for partners. In his presentation he compared the Veeam product offering in 2022 with that now offered in 2025.
Looking at the needs of a large enterprise with 15,000 VMs, 2,000 containers, 2,000 physical servers, and 35,000 customers, he said a partner’s total addressable market for that customer in 2022 using Veeam products was $3.2m.
But with an extended product suite, more data security options, and the vendor’s focus on now selling premium versions of its software, Jester maintained the total addressable market for this example customer now stood at $14m. That’s a 438% increase, and a lot of partners took pictures of Jester’s slides to do their own maths.
Veeam, to first reach the total annual sales mark of $1 billion, concentrated on serving the SMB market through its VARs. The focus on the enterprise market came with a step up in its MSP partner numbers, and the wider recruitment of global system integrators, as part of the move to sell more cloud-based systems.
The provider is keen however to stress that VARs focusing on on-premise data protection will not be left behind though. Tim Pfaelzer, senior vice president and general manager for EMEA, told IT Europa: “The SMB market was previously the growth driver, and now the enterprise market is the key target for growth.
“But there is no Broadcom/VMware moment here, we are not going to take off the top customers for ourselves and leave the smaller partners behind. The company would not be able to make such a move, it would not survive. Our products are fully-scalable, from the smallest on-premise deployments to the largest hybrid implementations.”
