ProPartner Sales Guide 2018

Transcription

1 ProPartner Sales Guide 2018

2 282,000 satisfied Veeam Customers 16.3 million VMs protected 4,000 average New Customers each month +73 NPS Score, 2.5x the industry average

3 Veeam Availability Platform Any app Any data Any cloud APP Cloud-Native Apps Physical File VM Container Managed Cloud SaaS Private cloud On-Premises Public Cloud

4 The Data Protection Rule When backing up VMware or Hyper-V environments with Veeam, this rule becomes the backup rule where 0 means 0 errors during the automatic recoverability verification of every backup with Veeam s SureBackup. 3Different copies of data 2Different media 1of which is off site Have at least three copies of data: Set up backup jobs to create several backups for each of your Vmware or Hyper-V VMs. Store the copies on two different media: Veeam is storage-agnostic, meaning it supports tapes, disks, the cloud and more. You can store your backups to any of the listed media. Keep one backup copy offsite: Setup Backup Copy Jobs to transfer your backup offsite faster with built-in WAN acceleration, or use Veeam Backup Cloud Edition to store your backups to one of 15 public clouds, including Windows Azure, Amazon Glacier, Google Cloud Storage and more.

5 Bridging the Availability Gap Veeam bridges this gap by delivering Availability for the Always-On Enterprise The Availability Gap and the Always-On Enterprise : As Availability requirements increase, businesses are trying to adopt an Always-On approach. However, many are still settling for legacy backup solutions where there is a startling amount of unreliably recoverable data present within their organizations. According to recent findings: 82% Of enterprises face a gap between user demand and what IT can deliver This gap results in unplanned downtime costs averaging $21.8 million per year 66% Of enterprises admit that digital transformation initiatives are being held back by unplanned downtime This Availability Gap exists between the requirements of the Always-On Enterprise and IT s ability to effectively deliver the Availability that end users demand.

6 NEW Veeam Availability Suite 9.5 Update 3 #1 Availability for Any app, Any data on Any cloud! Solution Pitch Veeam Availability Suite is Veeam s flagship product, delivering Availability for ALL workloads virtual, physical and cloud from a single management console. It combines the backup, restore and replication capabilities of Veeam Backup & Replication with the advanced monitoring, reporting and capacity planning functionality of Veeam ONE to deliver Availability for the Always-On Enterprise Target Audience IT professional Important features: Backup (disk, tape, cloud) Instant VM Recovery Veeam Explorer Final decision criteria Cost Reliability Top pain points Loss of data Scalability Too much down time Lack of visibility IT decision maker Important features: Enhanced tape integration Instant VM recovery Flexible recovery Final decision criteria Reliability Scalability Features Cost Top Pain points Loss of data Backup/recovery is too slow Implementation Key Differentiators Low RTOs: Veeam customers experience 96% of recoveries within their RTO SLAs, compared to just 78% for legacy solutions. Built for virtualization: Unlike legacy solutions retrofitted for virtualization, Veeam Availability Suite was built specifically for virtualization. Granular recovery: Recover individual s, records or objects from any virtualized application or file system and securely delegate file and VM restores to help desk personnel. Instant VM Recovery: Eliminate the need to extract the backup and copy it to production storage. Simply start the VM from the backup. Veeam ONE: Complete visibility through proactive monitoring and alerting of issues before operational impact. Manage and protect ALL workloads virtual, physical and cloud New strategic partnership and storage integrations with IBM Spectrum Virtualize and Lenovo Storage V Series New data management, analytics and compliance reporting for physical and cloudbased workloads Useful Resources Call Script Cheat Sheet

7 NEW Veeam Backup & Replication Update 3 #1 VM Backup for VMware vsphere and Microsoft Hyper-V Solution Pitch Veeam Backup & Replication delivers Availability for ALL workloads virtual, physical and cloud from a single management console. It works with Veeam ONE, Veeam s advanced monitoring, reporting and capacity planning solution, to make Veeam Availability Suite, delivering Availability for the Always-On Enterprise. Target Audience IT professional Important features: Backup (disk, tape, cloud) Instant VM Recovery Veeam Explorer Final decision criteria Cost Reliability Top pain points Loss of data Scalability Too much down time Lack of visibility IT decision maker Important features: Enhanced tape integration Instant VM recovery Flexible recovery Final decision criteria Reliability Scalability Features Cost Top Pain points Loss of data Backup/recovery is too slow Implementation takes too long Scalability Key Differentiators RTOs of < 15 minutes: Veeam customers experience 96% of recoveries within their RTO SLAs, compared to just 78% for legacy solutions #1 VM Backup : Unlike legacy solutions retrofitted for virtualization, Veeam Backup & Replication was built specifically for virtualization vpower: The breakthrough, patented technology in Veeam Backup & Replication that runs a VM directly from a compressed and duplicated backup file on regular backup storage Granular recovery: Recover individual s, records or objects from any virtualized application or file system. Securely delegate file and VM restores to help desk personnel Instant VM Recovery: Eliminates the need to extract the backup and copy it to production storage you can simply start the VM from the backup Useful Resources Call Script Cheat Sheet

8 NEW Veeam ONE Update 3 Complete visibility for backup and virtual environments Solution Pitch Veeam ONE 9.5 Update 3 introduces new reports and functionalities to assist with the management of physical agents and workloads, supported by Veeam Backup & Replication 9.5 Update 3 and provides even more robust reporting options to better assist customers with the management of growing international data compliance standards. Target Audience The IT decision maker is the key target because this person is in charge of the company s technical infrastructure, including network, storage and computing resources. The IT professional is a key influencer and will be critical in the evaluation and proof-of-concept phase Key Differentiators VMware Ready: Veeam ONE 9.5 Update 3 is verified by VMware as VMware Ready Easy-to-use: Simple deployment, intuitive interfaces, backup state with total number of successes, warnings and failures and provides a reason why agents are unprotected. Integration with Veeam Backup & Replication: New reports and functionalities to assist with the management of physical agents and workloads. One powerful and easy-to-use solution: A single, powerful and physical servers and machines management. Affordable: Comprehensive monitoring and reporting solution offered at competitive per-socket pricing. Automation: 24/7 Unattended real-time monitoring and flexible options for automating report generation and delivery. Built-in intelligence: Delivers complete visibility, saving users time and reducing complexity. Business perspective: Technical and business-oriented views of the virtual Useful Resources Call Script Cheat Sheet

9 NEW Veeam Backup Essentials Update 3 #1 Availability for virtual, physical, cloud for small business environments Solution Pitch Veeam Backup Essentials is a powerful, easy-to-use and affordable backup and Availability solution for small businesses. Designed for SMBs with less than 250 employees and virtual environments with up to six CPU sockets, Veeam Backup Essentials delivers the exact same functionality as Veeam Availability Suite with a savings of up to 60% or more. Target Audience Small businesses that need to protect and optimize their virtual environment consisting of six sockets or fewer Any IT professional with a specialty in virtualization (VMware vsphere and Microsoft Hyper-V) Key Differentiators RTO of < 15 minutes: Veeam customers experience 96% of recoveries within their recovery time objective (RTO) service level agreements (SLAs), compared to just 78% for legacy solutions. All-in-one solution: No additional costs for features such as multi-hypervisor support, cloud connectivity, replication, deduplication, Built-in WAN acceleration, application-item recovery, monitoring or reporting. Built for virtualization: Unlike legacy solutions retrofitted for virtualization, Veeam Backup Essentials was built specifically for virtualization. Granular recovery: Recover individual s, records or objects from any virtualized application or file system. Securely delegate file and VM restores to help desk personnel. Instant VM Recovery: Eliminate the need to extract the backup and copy it to production storage. Simply start the VM from the backup. Veeam ONE: Provides complete visibility through proactive monitoring and alerting of issues before operational impact. Useful Resources Call Script Cheat Sheet

10 Veeam Management Pack for System Center v8 Update 5 Complete app-to-metal visibility to help drive better IT decision making Solution Pitch Veeam Management Pack (MP) for System Center delivers Availability for the Always-On Enterprise with app-to-metal visibility of VMware vsphere, Microsoft Hyper-V and Veeam Backup & Replication environments. It is the most comprehensive, intuitive and intelligent extension for app-to-metal management for both your physical and virtual infrastructures. Veeam MP enables single-pane-of-glass integration with Microsoft System Center Operation Manager and Microsoft Operation Management Suite, delivering powerful visualizations and driving better IT decision making with relevant and timely data in monitoring dashboards and customizable reporting. And, with Veeam MP s built-in knowledge base, you ll identify and fix problems fast to meet and exceed SLAs. Target Audience IT decision maker, IT professional, Virtualization professional Key challenges System Center & Operations Management Suite ROI: Require a unified view in both System Center and Operations Management Suite, to monitor on-premises vsphere, Hyper-V and Veeam Backup environments Missed SLAs: Unable to quickly identify problems and root causes Budget: Must forecast and plan to stay within IT budgets Data center inefficiencies: Need to streamline monitoring processes and optimize resource utilization Key Differentiators Unleash the power of System Center for VMware vsphere and Microsoft Hyper-V: Complete visibility: Find and fix problems before they have an impact with app-tometal visibility of vsphere, Hyper-V and Veeam Backup & Replication environments Leverage data: View live data with in-context dashboards that feature at-a-glance visualization of multiple metrics and drilldown capabilities Hyper-V performance monitoring: See host and VM metrics in real time with Veeam Task Manager for Hyper-V Capacity planning: Forecast, model and plan for growth in on-premises vsphere, Hyper-V, and Veeam Backup repositories as well as hybrid cloud environments with forecasting reports for Microsoft Azure and VMware vcloud Air Advanced reporting: Know that your data center is running efficiently with uptime and Availability, right-sizing, optimization and analysis reports Useful Resources Call Script Cheat Sheet

11 NEW Veeam Availability Orchestrator Ensure business continuity and disaster recovery compliance Solution Pitch NEW Veeam Availability Orchestrator reduces the time, cost and effort associated with planning for and recovering from a disaster. Ensure business continuity and prove disaster recovery compliance with industry regulations and audits through the automatic creation, documentation and testing of DR plans, fully prepared for C-level executive and stakeholder signoff. Target Audience C-Suite, Executives and IT decision makers of large commercial and enterprise accounts with either Veeam Backup & Replication or Veeam Availability Suite Enterprise Plus. Although the product is intended for large commercial and enterprise accounts, it can also be used by smaller businesses, too. Key Components Required: Veeam Backup & Replication Enterprise Plus or Veeam Availability Suite Enterprise Plus Benefits Satisfy compliance requirements with template-based dynamic documentation that automatically builds and updates DR plans as the virtual environment changes Prove recoverability at any time through both automated and manual plan testing and readiness checks that have zero impact on the production environment Ensure IT service continuity through the reliable execution of multi-site DR failover and failback, including service and application verification Useful Resources Call Script Cheat Sheet Product Overview

12 Veeam Backup for Microsoft Office Mitigates the risk of losing access to data and ensures Availability for users Solution Pitch NEW Veeam Backup for Microsoft Office mitigates the risk of losing access to and ensures Availability to users. Veeam Backup for Microsoft Office 365 allows end users to: Securely back up Office 365 data to a chosen environment, quickly recover individual mailbox items with best-of-breed granularity and efficiently perform ediscovery of archives Target Audience 1. Businesses of all sizes using Office Born-in-the-cloud companies starting directly with Office 365 and small existing companies (< 100 employees) 3. Large companies and most enterprises running hybrid deployments a combination of users on Office 365 and users serviced through on-premises Exchange infrastructure 4. Traditional IT environments using Office 365, as well as service providers looking to offer Office 365 backup services to their customers 5. Target audience inside an organization includes IT professionals (adminlevel) as well as IT decision makers (IT managers and director-level) Key Differentiators Veeam Backup for Microsoft Office 365 This component retrieves mailbox items from a cloud-based instance of Microsoft Office 365 and backs up those items into an archive database based on Extensible Storage Engine (ESE), also known as Jet Blue database (the same databases as used by Microsoft Exchange itself) making it fully compatible with Veeam Explorer for Microsoft Exchange. Veeam Explorer for Microsoft Exchange This feature, available in all editions of Veeam Backup & Replication, allows for quick search, ediscovery and recovery of individual mailbox items from both the archived Microsoft Office 365 content as well as on-premises Exchange backups. Mailbox item recovery can be done directly back to an Office 365 mailbox or to an on-premises Exchange mailbox. Alternatively, recovered items can be saved as a file or ed as an attachment. Veeam Backup & Replication integration Veeam Backup & Replication supports application-aware processing of Veeam Backup for Microsoft Office 365 servers, allowing you to create consistent backups of your Office 365 archives and streamline mailbox item-level restores from such backups. Useful Resources Product Overview Cheat Sheet

13 NEW Veeam Agent for Microsoft Windows 2.1 and Linux v2 #1 Availability for any app, any data on any cloud Solution Pitch Veeam Agents for Microsoft Windows and for Linux are designed to ensure the Availability of your Windows and Linux workloads, whether they reside in the public cloud or on premises. Both Workstation and Server licenses are available for Veeam Agents for Microsoft Windows and Linux, as well as multiple licensing options, to give you the functionality and flexibility your business needs. Target Audience 1. End users of any sizes small business to enterprise for ALL workloads virtual, physical and cloud. 2. Any organization that has deployed Microsoft Windows systems in their environment and is hosted by Windows-based servers and workstations, either on premises or running in the public cloud. 3. Customers who are looking to manage virtual, physical and cloud-based workloads from a single console. Key Components Your customers will get the following benefits with Veeam Agent for Microsoft Windows 2.1 and for Linux 2: Centralized agent deployment and management: Ensure your Linux computers are always available with centralized management and deployment of Veeam Agent for Linux workloads through automated discovery-based protection groups. Single pane of glass for virtual and agent-based workloads: Maintain complete control and visibility of all VMware, Hyper-V and Linux based workloads natively through the Veeam Backup & Replication console. Easily manage your virtual and agent-based backup and restore tasks regardless of where they reside in the environment through a single console. Improve efficiency: Improve efficiency through full integration with Veeam Backup & Replication, including centralized management of Veeam Agents and failover cluster support. Optimize backup performance: Optimize backup performance for server workloads with optional changed block tracking for faster incremental backups of Windows Servers. Reduce risk of data loss: Reduce risk and get backups off site with support for Microsoft OneDrive as a backup target for Windows-based workloads Useful Resources Call Script Cheat Sheet

14 NEW Veeam Availability Console #1 Cloud Backup & DRaaS for Service Providers For the Enterprise Solution Pitch NEW Veeam Availability Console for the Enterprise is a cloud-enabled platform for distributed, hybrid-cloud multitenant enterprise environments. By leveraging the Veeam Cloud Connect framework, this management console will: Deliver inter-site connectivity to provision, manage and monitor the entire Veeam backup infrastructure from a centralized location, without the need for VPN Enable complete visibility into all your Veeam-powered Availability services, whether they re protecting virtual or physical, on-premises, remote or cloud workloads Easily deploy, manage and monitor workstation, server and cloud-based Veeam Agent for Microsoft Windows installations regardless of their physical location Target Audience Large commercial and enterprise accounts with decentralized IT, extensive remote office/ branch office (ROBO) and/or remote employee network that possess a valid VMware Enterprise License Agreement (ELA) or Microsoft Enterprise Agreement (EA) number. Key Components Required Veeam Availability Console for the Enterprise Veeam Cloud Connect (FREE license to enable cloud gateways for remote monitoring and management only) Optional Veeam Backup & Replication Veeam Agent for Microsoft Windows Veeam Cloud Connect (paid license to enable backup and/or replication to a Veeam Cloud Connect repository/host) Useful Resources Cheat Sheet

15 NEW Veeam Availability Console #1 Cloud Backup & DRaaS for Service Providers For Service Providers Solution Pitch NEW! Veeam Availability Console for Service Providers is a cloud-enabled platform for service providers and resellers. By leveraging the Veeam Cloud Connect framework, this management console will: Increase revenue and add value by provisioning and managing your customers virtual, physical and cloud-based Veeam Availability services Maximize productivity and efficiency through centralized management and monitoring of customers backups and replicas in a multitenant, web-based portal Stay on top of your business with out-of-the-box billing and invoicing of managed services and cloud repository and/or cloud host consumption Target Audience 1. Existing Veeam Cloud & Service Provider (VCSP) partners 2. Existing Veeam resellers 3. Net-new VCSP prospects Key Components Required Veeam Availability Console for Service Providers Veeam Cloud Connect (FREE license to enable cloud gateways for remote monitoring and management, as well as backup to a cloud connect repository for rental Veeam products1 ) Optional Veeam Backup & Replication Veeam Agent for Microsoft Windows Veeam Cloud Connect (paid license to enable replication to a Veeam Cloud Connect host) Useful Resources Cheat Sheet

16 NEW Veeam Cloud Connect 9.5 Extending Availability to the Cloud Solution Pitch Ensure the Availability of your mission-critical applications without the cost and complexity of building and maintaining a disaster recovery (DR) site. Veeam Cloud Connect now with VM replication provides fully integrated, fast and secure cloud-based DR through a service provider Target Audience Organizations that are deciding how and where to use cloud technology, looking to get their data off site or looking for a best-of-breed DRaaS solution. Current Veeam Availability Suite, Veeam Backup & Replication and Veeam Backup Essentials users looking to get their backups or replicas off site to a service provider, can leverage Veeam Cloud Connect. Key Differentiators Built-in technology: Veeam Cloud Connect is built into Veeam s Availability solutions for all end users at no additional charge and with no additional licensing required. Single infrastructure: Avoid the need to maintain a secondary site and incur capital expenses in order to build and support additional infrastructure for off-site backup or DR. Simple networking: Built-in network extension appliances to simplify networking complexity and preserve communication with and between running VMs, regardless of the physical location. Pay as you go: Get backups and replicas off site with a pricing model that allows you to pay only for what you need. Useful Resources Call Script Cheat Sheet

17 Veeam licensing Veeam licenses software in a variety of ways depending on the specific product and/or use case you are interested in. This includes licensing by the number of CPU sockets on a managed server (or host), as well as by the number of VMs, physical servers, workstations, cloud instances and/or users being managed. Veeam licensing terms Perpetual license Software licenses and use of the products do not expire. One year of basic support and maintenance is included with any new perpetual license purchased. Stay current on maintenance to get: Product updates and new major versions Access to technical support Access to license keys management portal Subscription license Subscription licensing allows customers to lower upfront costs while licensing over a defined period of time. Software licenses and use of the products expire at the end of the subscription term and include production 24/7 support. One to five-year subscription licenses are available and customers can choose to purchase the entire subscription up front, or pay annually. At the end of the license period, both the use of the product as well as support will be turned off. Customers can choose to purchase a new subscription license at the then-current rate to continue use. Check out Veeam Licensing FAQ

18 Veeam s powerful ecosystem

19 VMware & Veeam Elevator pitch Veeam solutions leverage virtualization, modern storage and cloud technologies to deliver Availability for the Always-On Enterprise. As a VMware Ready solution and strong ecosystem partner, Veeam works hand-in-hand with VMware to innovate, design and optimize solutions specifically for the VMware platform. Together, Veeam and VMware provide a 1+1=3 effect that multiplies the effect of our individual solutions. Business value Respond to business needs quicker and run business-critical applications with confidence Reduce the risk of downtime by deploying an integrated, highly-efficient and costeffective Availability solution that guarantees access to data Improve customer satisfaction by avoiding data loss and ensuring customers Technical benefits: Consistent support on latest versions of vsphere including Virtual Volumes (VVOLs), Virtual SAN (VSAN), Storage Policy-Based Management (SPBM) and more Continued development and leverage of vsphere APIs and SPBM policy backups and restores A hypervisor-converged, flash-optimized storage architecture where performance and capacity can be scaled to maintain the Availability requirements facing the Always-On Enterprise

20 Microsoft & Veeam Elevator pitch When combined with Microsoft s architecture, Veeam provides a tightly-integrated environment developed specifically for virtualization, delivering the industry s #1 VM Backup for Microsoft Hyper-V and VMware vsphere. Veeam solutions help customers of all sizes ensure Availability for the Always-On Enterprise with on-site recovery of VMs, applications and data and extends these recovery options to the Microsoft Azure cloud. And now Veeam also allows you to extend this protection to Office 365 subscriptions. Business value Enhance data Availability by helping customers keep three copies of their backups on two different media types, with one copy stored off-site in Azure Improve SLAs through on-site data protection and extending recovery options from backups into Microsoft Azure hybrid cloud Keeps the business protected and productive through Hyper-V backup and protection Full data protection policy that includes Office 365 mailboxes Technical benefits: Safely test and troubleshoot updates, patches and new application deployments Fast backup, granular recovery and automatic transfer of backup data to and from Microsoft Azure Recover a failed VM in as little as two minutes Data protection and item level recovery of Office 365 mailboxes

21 HPE & Veeam Elevator pitch Together, Veeam and Hewlett Packard Enterprise (HPE) have teamed up to offer tightly-integrated solutions for storage and data protection optimized for virtualized environments to deliver Availability for the Always-On Enterprise. Adding intelligence to storage snapshots on HPE 3PAR StoreServ and HPE StoreVirtual platforms with Veeam Backup & Replication organizations are able to meet and exceed RTOs and RPOs. Business value Improve ROI by maximizing storage efficiency Enhance business stability by leveraging Veeam s deep integration with HPE storage snapshots to improve RPOs and ensure Availability of data Meet the stringent SLA demands for recovery of any IT service, data and applications within minutes Technical benefits: RTPO < 15 minutes for all applications by leveraging 3PAR and StoreVirtual storage snapshots Enhanced backup and restore performance with advanced data deduplication using HPE StoreOnce Catalyst Non-disruptive, application-consistent backups from 3PAR StoreServ and StoreVirtual storage snapshots

22 NetApp & Veeam Elevator pitch Veeam s deep integration with NetApp snapshots helps you build high-value solutions for your customers to allow them to leverage their NetApp investments and achieve even higher ROIs. With a Veeam Availability solutions built on NetApp s ultra-efficient storage, your customers can orchestrate snapshot copies and backups from Data ONTAP with flexible recovery options for their NetApp Data Fabric. Business value Improve ROI by maximizing storage efficiency Veeam and NetApp enable costefficient secondary storage and reduce capacity usage Enhance customer and employee confidence by improving RPOs and ensuring Availability of data Meet the stringent SLA demands for recovery of any IT service, data and applications within minutes Technical benefits: Veeam simplifies the management of NetApp snapshot copies across the entire infrastructure High-speed item- or virtual machine (VM)-level recovery from NetApp SnapVault and SnapMirror Quickly create replicas of your production environment for development and testing from primary and secondary storage snapshots Extend to the cloud(s) with NetApp Altavault

23 Cisco & Veeam Elevator pitch Cisco and Veeam enable Availability for the Always-On Enterprise with RTPO of < 15 minutes for ALL applications and data. By combining Veeam and Cisco UCS, your customers eliminate data loss and increase speed of recovery, helping them minimize risk and downtime to meet the most-stringent recovery time and point objectives. Business value Enhance business continuity by leveraging IT investments in server virtualization, modern storage and the cloud to ensure data is available Benefit from fast, simple deployment and the management efficiencies of a Veeam solution powered by Cisco UCS Meet the stringent SLA demands for recovery of any IT service, data and applications within minutes Technical benefits: Jointly developed and certified architecture on Cisco UCS for fast deployment and unified management Fast recovery from Cisco UCS S3260 and C240 high-density storage for Veeam backup repositories Efficient data protection with replication and high-speed recovery with Cisco HyperFlex

24 ProPartner Program 2018 Requirements One (1) VMCE-Advanced: Design & Optimization certified engineer Two (2) VMCE certified engineers Four (4) accredited engineers VMTSP Four (4) accredited sales professionals VMSP $700,000 annual revenue MSRP ($170,000 in Zone B; $100,000 in Zone C*) Quarterly business plan Completed and regularly updated Company Profile at ProPartner Portal Syndicated or regularly updated information about Veeam on reseller s website Dedicated Veeam champion One (1) VMCE certified engineer One (1) VMCE-Advanced: Design & Optimization certification recommended Two (2) accredited engineers VMTSP Two (2) accredited sales professionals VMSP $100,000 MSRP revenue semi-annually or $64,000 MSRP revenue via 20 or more deals semi-annually ($30,000 and $15,000 via min. 10 deals for Zone B; $22,000 and $9,000 via min. six deals for Zone C) Completed and regularly updated Company Profile at ProPartner Portal Syndicated or regularly updated information about Veeam on reseller s website Dedicated Veeam champion One (1) accredited engineer VMTSP One (1) accredited sales professional VMSP Minimum of two orders per financial half-year Completed and regularly updated Company Profile at ProPartner Portal Syndicated or regularly updated information about Veeam on reseller s website Dedicated Veeam champion Benefits Access to ProPartner Portal ProPartner Logo Inclusion on Veeam ProPartner Finder NFR keys Internal Use Licenses Qualified sales leads from Veeam Assigned Veeam manager Access to promotions and incentives Marketing Menu Partner Marketing Development Funds Deal Registration program Quarterly Rewards program Recognition as a Veeam expert Access to ProPartner Portal ProPartner Logo Inclusion on Veeam ProPartner Finder NFR keys Internal Use Licenses Qualified sales leads from Veeam Assigned Veeam manager Access to promotions and incentives Marketing Menu Partner Marketing Development Funds Deal Registration program Access to ProPartner Portal ProPartner Logo Inclusion on Veeam ProPartner Finder NFR keys Internal Use Licenses Access to promotions and incentives Marketing Menu Deal Registration program Useful Resources: ProPartner Program Guide Sales Guide

25 Deal Registration Program 2018 Discount percentages vary by ProPartner Program Level ProPartner Program Level Deal Size Thresholds Discount 12% 10% Territories Currency Minimum Maximum Any country if not listed below USD Euro Zone countries (incl. Poland, Czech. Republic) EUR United Kingdom GBR Switzerland CHF Norway NOK Sweden SEK Denmark, Greenland DKK Eastern Europe (excl. Poland, Czech. Republic) EUR MEA (Middle East, Africa, India, SAARC) USD Russia & CIS USD % Products Eligibility Eligible products Eligible opportunities are defined as opportunities that include Veeam Software licenses purchased either per socket or per VM subscription, excluding non-eligible products. Financial stimulation through the program is only available if the opportunity is fulfilled through an Authorized Veeam Distributor. Useful Resources Deal Reg Program 2018 Non-eligible products Discounted products under Enterprise License Agreement (ELA) Special pricing (non-standard discounting) Internal Use License Veeam Backup Essentials Products (any edition) Standard edition of any Veeam product Hosting SKUs Combined with existing Veeam promotion (unless approved in promotion s conditions)

26 Veeam Cloud & Service Provider Program 2018 Why join the VCSP program? Expand your offerings: Sell perpetual licenses as you do now following the reseller business model, offer Veeam-powered services following the VCSP program business model, or provide a mix of both. As a VCSP partner, you can take advantage of the awareness and demand for Veeam solutions by using Veeam in your hosting environment or by offering Veeam-powered backup and disaster recovery services. Build recurring revenue: Adding Veeam-powered services and/or leveraging Veeam to protect hosted VMs will quickly grow your monthly profits. You can make sales via a recurring-revenue model and use this to handle the monthly billing to your customers. Reach out to your existing Veeam customer base and offer them Veeam-powered services it s an easy way to turn one-time revenue into a continuous flow of income. Deployment flexibility: VCSP Partners have the ability to deploy Veeam solutions onsite at the customer location or within your hosted environment. We grow together: As you increase your commitments to the partnership, we do as well we begin investing in your organization so we can grow together. The more VMs you protect or manage with Veeam, the more you ll move up in the VCSP program. With each higher tier, you ll receive additional benefits that are intended to help you grow your services business.

27 Veeam Cloud & Service Provider Program 2018 Requirements Customer machines protected or managed with Veeam: 4,000+ (EMEA-1) 1,000+ (all other regions) VMCEs : 2+, including 1 VMCA (EMEA-1) 1+ (all other regions) VMTSPs: 6+ (EMEA-1) 4+ (all other regions) Business plan for Veeam-related offerings Promotional marketing activities for Veeam-related offerings Veeam on website Named contacts License commitment (volume rental agreement or active perpetual licenses) Partner success story Customer success story Customer machines protected or managed with Veeam: 1,000+ (EMEA-1) 500+ (all other regions) VMCEs: 1+ (EMEA-1) Recommended (all other regions) VMTSPs: 4+ (EMEA-1) 2+ (all other regions) Business plan for Veeam-related offerings: Required (EMEA-1) Recommended (all other regions) Veeam on website Named contacts License commitment (volume rental agreement or active perpetual licenses) Customer machines protected or managed with Veeam: 1+ VMCEs: Recommended VMTSPs: 1+ Business plan for Veeam-related offerings: Recommended Promotional marketing activities for Veeam related offerings: Recommended Veeam on website: Recommended Named contacts License commitment (volume rental agreement or active perpetual licenses): No Benefits Eligible to acquire VCSP licenses Access to the VCSP Forum (subject to approval) VCSP partner briefings 24/7 Production support Solution design support Discounted VCSP internal-use licenses (subject to approval) Free Not for Resale (NFR) license keys (subject to approval) RESTful API for Veeam Backup & Replication Early (RTM) access to new Veeam product releases, as available Use of marketing platform (free) Free listings in the Veeam-powered services directory: Top Tier Extended marketing opportunities Eligible to acquire VCSP licenses Access to the VCSP Forum (subject to approval) VCSP partner briefings 24/7 Production support Solution design support - Eligible to apply Discounted VCSP internal-use licenses (subject to approval) Free Not for Resale (NFR) license keys (subject to approval) RESTful API for Veeam Backup & Replication Early (RTM) access to new Veeam product releases, as available Use of marketing platform (free) Extended marketing opportunities Eligible to acquire VCSP licenses Access to the VCSP Forum (subject to approval) VCSP partner briefings 24/7 Production support Discounted VCSP internal-use licenses ( subject to approval ) Free Not for Resale (NFR) license keys ( subject to approval ) RESTful API for Veeam Backup & Replication Early (RTM) access to new Veeam product releases, as available Use of marketing platform (free) Free listings in the Veeam powered services directory Cloud Connect services only Useful Resources: VCSP Program Guide VCSP Licensing Guide

28 Six common use cases for Availability across your multi-cloud environment Cloud data protection, archival and disaster recovery Data protection for IaaS and SaaS Cross-cloud data protection and migration Cloud backup Avoid data loss by sending your data offsite with a seamless cloud solution that helps you improve RTOs, lower cost and eliminate tape IaaS data protection Your data, your responsibility store a copy of your IaaS data anywhere helping you maintain control with file and granular level recovery Cloud-native replication Avoid cloud lock-in by replicating and migrating applications and data across clouds. Ensure business continuity through cross-cloud replication Disaster recovery Avoid downtime and ensure your data and apps are always available to drive innovation, business agility, competitive advantage and protect your overall brand. SaaS data protection Your data, your responsibility mitigate risk by storing a copy of your SaaS data anywhere, in the cloud or on-premises Cloud-native backup Create a hybrid cloud environment by backing up data across clouds, getting the most out of your infrastructure investments Managed services and expertise provided by Veeam Cloud & Service Provider (VCSP) partners

29 Veeam vs Competition Availability vs. Legacy Backup Innovation vs. Status Quo Growth vs. Uncertain Future Simplicity vs. Complexity Veeam is a solution that was specifically designed for the modern, highly virtualized hybrid cloud world. It allows you to meet aggressive SLAs for IT service recovery that can be measured in seconds and minutes versus the hours and days often required by legacy technologies. Veeam is an innovation leader with a proven history of being first to deliver market-defining capabilities, support of the latest platforms and the most comprehensive and forward-looking cloud vision in the industry. Veeam is one of the fastest growing enterprise software companies today. It is a privately held rocket ship on target to reach $1 billion in yearly sales by 2018 with freedom to innovate. Recognized by IDC and Ovum as a top choice among data protection and Availability solutions, Veeam s forward momentum is in stark contrast with the lagging innovation and in many cases, the declining market share of legacy backup providers. Veeam s straightforward approach to licensing combined with a near-effortless scalable architecture and deployment gets you up and running in minutes. With no agents to protect virtual workloads or applications, two out of three Veeam customers spend 35% less time managing their Availability infrastructure which frees them up for more productive tasks. Powerful Capabilities vs. Lack of Important Features Reliability vs. Guess Work Customer Satisfaction vs. Frustration With industry-leading features such as instant, agentless recovery for tier-1 Microsoft applications, built-in WAN acceleration, secure end-to-end encryption, an innovative Scale-out Backup Repository, deep integration with leading primary and deduplication storage arrays and advanced replication capabilities that enable near-continuous data Availability, Veeam s capabilities are unrivaled by legacy backup solutions. It just works that is the feedback from Veeam customers. Veeam customers report substantially less downtime and fewer backup and replication failures than with legacy backup solutions. In fact, it s the #1 reason enterprises select Veeam! Veeam s customers are overwhelmingly satisfied with our product features and functionality, ease of use, technical support and sales effectiveness. With a Net Promoter Score (NPS) of 2x the industry average, 9 out of 10 Veeam customers WOULD recommend Veeam to their peers. Useful Resources: Veeam vs Competitors Page

30 Veeam Marketing Menu Campaign-in-a-box With the Campaign-in-a-box tool, you can launch a co-branded campaign with Veeam, which comes with a set of resources to support your marketing efforts with the same message for offline and online events, web marketing and telemarketing. Connect and attract: NEW Veeam MarketReach Your new marketing engine: Go full throttle with Veeam! This FREE tool allows you to launch customizable, integrated marketing campaigns that cover key Veeam solutions with no additional software or skills required Web-in-a-box: Place information about Veeam products on your website in one click Banner and LP generator: Banner advertising is the perfect way to achieve the goal to drive more traffic to your web page Interact: Webinar-in-a-box Webinar-in-a-box is an online seminar on Veeam platform with our sales engineers or performed by your trained employees. Seminar-in-a-box: Use this pre-built marketing tool to present Veeam solutions, get immediate feedback and identify opportunities. Call-out-in-a-box: Complex telemarketing activity including training, sales materials, scripts to drive new opportunities and up-/cross-sell on your existing or potential customer base all included in a Veeam call-out day.

31 Veeam Major Events 2018 VeeamON VeeamON 2018 is the must-attend data center Availability event. Join Veeam in Chicago and be on the cutting-edge. With technical, business and end user tracks, endless networking opportunities and much more. Join Veeam in Chicago for VeeamON 2018 on May 14 16! This conference focuses on connecting the world s leading IT experts and visionaries and ensuring Availability for the Always-On Enterprise. Experience an event filled with innovation, inspiration, education and networking opportunities. VeeamON Tour VeeamON Tour Virtual is when a group of IT professionals and decision makers meet, communicate, learn and engage online in real time for a common reason and for a specific amount of time. Virtual events are conducted by utilizing an online software platform that facilitates the ease of use of achieving the above-mentioned activities. VeeamON Forum We are revolutionizing the way enterprises deliver Always-On Cloud Availability and how they operate in multi-cloud environments and at VeeamON Forum 2018, you will experience this firsthand. Partner Summit With over 51,000 partners over the world, Veeam are 100% channel-engaged, supporting our partners to grow their future business. The Veeam Partner Summit will provide our partners with the knowledge and insight to move ahead of the competition achieve more and win even bigger in Half-day event including business sessions delivered by Veeam Regional Management team, awards ceremony, dinner and entertainment program. Check out the upcoming events from your Events Calendar

32 Thank you