Veeam banks upon govt initiatives, enterprise modernisation to drive business

Shaun McLagan, Senior Vice President – Asia Pacific & Japan, Veeam

With organisations looking to modernise their IT infrastructure, Veeam has identified an array of business opportunities in India with its strength in virtualisation and HyperConvergence. Veeam is also bullish in the government space

In the Asia Pacific and Japan market, India is one of the fastest growing regions for Veeam, having grown by 148 per cent year-on-year in Q1 2019. In APJ region overall, last year the company marked 36 per cent growth; whereas, in Q1 this year, Veeam has grown by 42 per cent year-on-year, According to Shaun McLagan, Senior Vice President – Asia Pacific & Japan, Veeam, huge appetite for technology is an enabler for government for projects and differentiation for the BFSI sector in India. To tap these emerging opportunities, Veeam has also grown its India team three-fold in the last few months.

Speaking on the opportunities created by several government initiatives such as the Smart City project and Digital India, McLagan says, “We are working strongly with governments. Factors like Smart Cities, advent of 5G technology, increase in velocity of data movement are good differentiators for our company. As we are a pure-play independent software company, which partners with infrastructure providers and cloud providers, we see great opportunity in this market. As India continues to proliferate data across the country, there is a good opportunity for Veeam to protect that data, move it around and keep services available.”

Veeam categorises its business into SMB, commercial and enterprise segments, wherein the company looks for vertical strengths. Every quarter, Veeam has been seeing growth across different verticals.

“Based on our interaction with companies across verticals such as BFSI, construction, BFSI, etc, we have observed that many enterprises struggle with modernisation of infrastructure, which is a key in today’s hybrid cloud and highly data focused world. All organisations, today, understand the value of data. They are looking to drive operational costs out of legacy systems; they are looking at technologies such as virtualisation and HyperConverged – the strength areas for Veeam,” states McLagan.

Channel focus
Veeam’s partner ecosystem in India consists of more than 375 partners. The company has a partner program named Veeam ProPartner, which is designed to help Veeam’s partners take advantage of opportunities presented by the needs of an Available Enterprise, to grow their business quicker and make it more profitable. Veeam equips its partners with exclusive access to extensive sales and marketing resources that will drive both license and service business, close deals faster and gain a long-term competitive advantage in their VMware and Hyper-V virtualisation practice. With this focus, Veeam can enable and empower its ProPartners across all market segments – from SMBs to the enterprise companies.

McLagan informs, “As we expand our ecosystem, adding new channel partners and forming alliances, we have the best chance to become a leader in the cloud data management space. In terms of channel expansion, we are also looking at onboarding partners from Tier 2 and Tier 3 cities in India. Given the opportunies formed by intitiatives such as the Smart City mission, it will be essential for us to find expertise in these areas. We are a 100 per cent channel-driven company and we don’t compete with our channel ecosystem.”

Key thrust areas
All customers, regardless of the industry or the organisation’s size, are looking to modernise. This is where technologies like hybrid cloud, HyperConverged play a key role for Veeam, allowing the company to cater to these demands. “In the next nine months, we will be further setting up ourselves in the market. We are investing to win; in the APAC market, we have hired over 100 people. Whereas, in the SAARC and India market, we have tripled our team. We also onboarded US$500 million investment in the company. Our focus is on winning new customers and ensure that they look to us, as they move on their cloud journey. Globally, we add 4000 net new customers a month,” he says.


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