CRN Interview: Veeam Channel Chief Rooney On Partners Fleeing The Competition, And Winning In Multi-Cloud

Mission Critical

With a new mission to push into the enterprise and a who's who of large, powerful vendors in its corner, data availability software firm Veeam is positioned for significant, rapid growth. Americas Channel Chief Kevin Rooney says partners that commit to Veeam's multi-cloud, 'hyper-availability' game plan will realize huge growth in services revenue and deeper relationships with the large and growing network of relationships Veeam has built and maintained with industry power players like Cisco Systems, HPE and NetApp.

Market momentum is clearly with Veeam, Rooney said, and the company has had success displacing data back-up competitors like Commvault, Veritas and others as customers seek out modern, adaptable data availability solutions tailored to hybrid- and multi-cloud environments.

But while VMware and HPE veteran Rooney expects Veeam's growth to accelerate, his focus remains squarely deepening relationships with committed partners, rather than recruiting large numbers of new partners. He's currently working on how the company can make a strong services play through its channel partners with maximum revenue potential for those who deliver those services.

"Customers ask us for stuff all the time: consulting, migration, whatever it might be," Rooney said. "We have put together a small team to formulate what those plays are, then we're certifying our partners on that. They're accredited to deliver those services with revenue to them, not to Veeam. That's coming up."

What follows is an edited excerpt of Rooney's conversation with CRN.