Ashok Acharya, Regional Director, India and SAARC, Veeam Software, talks to ITVARnews on the trends in availability solutions, and the company’s channel approach.
How has the demand for availability services changed in the last few years?
We have seen a lot of changes over the last three to five years. People are using software more and more these days, now with handheld devices. Availability of these software is becoming a key criteria for business to grow and develop. Businesses are looking to protect all applications, be it physical or virtualized.
What is Veeam’s approach to availability solutions?
Today, there are a lot of backup vendors and the RTO done by traditional backup vendors is hours to days. The current requirement is availability within minutes. Veeam provides an RTO of less than 15 minutes.
We don’t require our customers to change their existing infrastructure -we ride on top of it. We let the customers use their existing backup solution, and we do the resilient and backup on the availability front.
Veeam is a specialist in backing up virtualized applications worldwide. We ensure that the virtualized backup is resilient, there’s instant backup, and there’s availability of data all the time.
Veeam has a lot of cloud partners in India, and they offer Veeam solutions as managed service to their customers.
How are the availability needs of SMBs different from that of enterprises?
The SMB market is a huge one and customers here are price sensitive. Veeam Availability Solution for SMB is one of the best and fastest selling products worldwide, and we are seeing customers taking to these solutions.
RoI is different for different types of customers. For an SMB customer, backup requirement may not be as critical (as an enterprise). In such cases, we have smaller solutions where we sell point black solutions to do basic backup. When we go to large enterprise customers, availability of applications is very critical. That’s where we make sure the backup windows is less than 15 minutes, and the backup itself is resilient and consistent all the time. That’s where we show RoI to the customer.
What are the drivers for availability services today?
We have been in India for the last five years and have seen the technological shift that’s happened here. With Internet and handheld devices becoming cheaper, Indians today have access to multiple applications, from banking applications to travel applications. Availability of these services is becoming very critical. We are seeing customers losing a lot of revenue when there is a downtime.
Globally, companies are moving from a physical infrastructure to virtual. In India, a typical large enterprise, 85 to 90 percent of their infrastructure is virtualized. Veeam is a specialist when it comes to virtualized backup. In India, we have 750 customers across all verticals – banking, manufacturing, retail, public sector – and we are seeing a growth of 50 percent year-on-year.
What is the role of channel partners for Veeam?
Channels are very important in a large country like India. For Veeam, channel partners are of utmost importance. We have three types of partners in India – tier 1, tier 2 and ISV partners. Tier 1 constitutes partners like Wipro, Dimension Data, HCL, etc., reselling Veeam solutions to their customers, either as a subscription with their cloud services, or as a software. For coverage, we have tier 2 partners in tier 2 and tier 3 cities where we have larger channel ecosystem. This channel ecosystem is supported by two distributors – Redington and Avnet. We have dedicated personnel managing the tier 2 and tier 3 partners in India and SAARC region.
Channel is important for us to get a bigger market share, for better reach, and most importantly, support. It would not be possible to directly support all customers. For SLAs, we are dependent on our partners, and we ensure that they frontend all customer deals. As a policy, Veeam does not take direct orders from customers. We have a two-tier order processing system. The partner places the order with the distributor, and the distributer then places the purchase order on Veeam.