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The Getting Started Guide
The Getting Started Guide Introduction
ProPartner ProgramVeeam® provides Availability for the Always-On Enterpriseby leveraging virtualization, storage, and cloud technologies to deliver recovery time and point objectives (RTPO™) of less than 15 minutes for all data and applications. Our solutions enable the Always-On Business™ with high-speed recovery, data loss avoidance, verified protection, leveraged data and complete visibility. Veeam sees partners as an extension of its own sales team and realize that the investments in building its channel are just as important as the investments in building a superior product.
The Veeam ProPartner Program affirms Veeam’s commitment to its partners to help expand their reach in the market by giving access to the tools and resources necessary to differentiate their business so they may become more profitable.
Program Benefits Include:Veeam-delivered technical and sales enablement training, including accreditations through Veeam University and the Veeam Certified Engineer (VMCE) certification.
Veeam ProPartner Portal—A dedicated partner resource website that includes sales tools and other information to help you qualify and drive business.
Marketing support from Veeam, including funds for joint activities.
Direct access to customer care and support for technical inquiries.
Ability to increase margins based on tier partner levels and participation in the Deal Registration Program.
Program Requirements
For more information about the benefits and requirements of being a Veeam ProPartner, please review the ProPartner Program Guide .
Your success in Veeam’s ProPartner Program will be based on achieving an annual revenue target, earning Veeam certifications and more.
Introduction
The Getting Started Guide Getting Started
Getting Started Getting started with Veeam is easy! Just follow these steps and you’ll be on your way to easy selling and higher margins.
StepChoose Your Veeam Distributor
1
Confirm that you have an account set up with one of Veeam’s preferred distributors to streamline Veeam product purchases. Veeam distributors include:
ArrowPhone: (303) 790-2330E-mail: [email protected]: (480) 794-6029E-mail: [email protected] Micro Inc. Phone: (716) 633-3600 x76582E-mail: [email protected] Distribution, Inc. Phone: 732-389-0037 x7202E-mail: [email protected] Promark TechnologiesPhone: (800) 634-0255E-mail: [email protected] Phone: (703) 639-1899 E-mail: [email protected]
StepBecome a ProPartner
2
Visit http://www.veeam.com/propartner and click “Apply now.”
Complete the form in its entirety.
After you submit the form, a Veeam Partner Manager will contact you to discuss the ProPartner Program in detail including requirements for membership levels and your enablement training plan.
StepMake Money!
3
Once you’ve been approved in the ProPartner Program you’ll have access to the tools you need to become a trusted advisor to customers and gain a long-term competitive advantage in your VMware vSphere and Microsoft Hyper-V virtualization practice.
Getting Started
The Getting Started Guide Veeam Contacts
Veeam Contacts
Find out more about Veeam Software.
Regional Veeam Representatives
Veeam Software is headquartered in Baar, Switzerland
with North American Headquarters in Columbus, Ohio USA
You have a team dedicated to your success! Familiarize yourself with all your Veeam contacts and reach out to them with questions regarding Veeam or the ProPartner Program.
Veeam Software was founded in
Marketing Contacts
Sales Contacts
Technical Support
2006.
Veeam Contacts
The Getting Started Guide ProPartner Portal Access
ProPartner Portal AccessAfter you have registered to become a Veeam ProPartner, you will have access to a wealth of information including program benefits and requirements, sales/marketing tools and other related resources in the Veeam ProPartner Portal.
A range of information for current and prospective partners is available on our public website at http://www.veeam.com/propartner, including information about the Veeam ProPartner Program, becoming a partner, access to the ProPartner Portal and other important information.
Once you are a registered Veeam ProPartner, you will be asked to sign the click-through agreement which explains the Terms and Conditions of being a partner of Veeam. If you have any questions regarding the program, please reach out to your Veeam sales representative for clarification.
Available on the ProPartner PortalWorkplaceThe Workplace section of the ProPartner Portal is where you can make things happen! • Register a deal • Get pricing information • Request a quote, • Even contact a distributor who sells • Request NFR keys Veeam products in your region
Deal RegistrationsThe Veeam Deal Registration Program aims to protect and incentivize partners actively selling and promoting Veeam technology. Depending on your partner membership level, partners can earn additional margin by registering their interest and participation in deals involving Veeam products.
Register a deal and add additional margin on qualified opportunities right from the ProPartner Portal.
RenewalsVeeam offers ProPartners the opportunity to earn revenue on the same deals that they closed by selling Veeam support contract renewals. Find out how.
ProPartner Portal Access
The Getting Started Guide Licensing & Purchasing
Licensing & Purchasing
Pricing Information
As a Veeam ProPartner, you can easily access Veeam’s solution pricing and request a quote. Based on your partner level and any special promotions that are available, your margins will be calculated accordingly.
Veeam Software EULAThe Veeam Software End-user license agreement is available for all partners and end-users to review. This is a legally binding agreement for anyone who wishes to use Veeam products.
Veeam Licensing Guide
Take a look at the how-to guide about Veeam licensing made exclusively for Veeam ProPartners and distributors.
Award-winning Customer Support
Veeam offers two support response programs (Standard and Premium) to our customers and one program (Evaluation) for 60 days if you are evaluating our software.
Customer Support Portal
Our Customer Support Portal is a great resource for you and your customers to:
Manage your support cases
Request “one click update”
Attach logs to existing cases
Obtain product downloads and patches
Support Program Product Updates
Product Upgrades
Technical Support Availability
Evaluation Support N/A N/A Phone/web Mon - Fri 8 a.m. – 5 p.m.
Standard Support Yes Yes Phone/web Mon - Fri 8 a.m. - 8 p.m.
Premium Support Yes Yes Phone/web 24x7x365
Licensing & Purchasing
The Getting Started Guide ProPartner Technical Support
Technical CenterThe Technical Center is a section of the ProPartner Portal that is dedicated to helping the technical sales team at your organization better understand Veeam solutions in order to pitch the solutions more effectively to a more technical audience. Not all sales tools are created equal, and this section on the portal gives those technical folks access to:
Veeam Systems Engineers
latest industry trends
demo resources
selling tools
promotions
technical education & certifications
and more!
As a Veeam ProPartner, you’ll have access to system engineers who have a deep technical understanding of all Veeam solutions.
They’ll help you with:
technical enablement
product demos
technical trainings
and more!
ProPartner Technical Support
ProPartner Technical
Support
The Getting Started Guide Training & Certifications
Training & Certifications
Veeam Certified Engineer (VMCE)
The VMCE Certification is documented proof you possess the necessary level of expertise to correctly architect, implement and configure your customers’ Veeam environment. This certification is a great investment for an IT professional looking to increase productivity, reduce operating costs, propel personal career advancement and achieve industry recognition. For more information, please visit http://www.veeam.com/vmce.html.
Veeam University
Veeam University is an online, self-paced sales and technical training center that offers various modules focused on core Veeam products and technologies.
Veeam University offers two accreditation paths, one for sales and one for technical sales. Once you have registered as a Veeam ProPartner, in order to be promoted to the next membership level (Silver, Gold or Platinum), keeping these certifications up-to-date with the latest release of Veeam products is mandatory.
Veeam Sales Professional (VMSP)Veeam Sales Professionals are Veeam ambassadors who are ready to address customers’ data protection needs with Veeam solutions.
Veeam Technical Sales Professional (VMTSP)Veeam Technical Sales Professionals can easily support customers with architecture planning and deployment to provide the best data protection available on the market.
Training & Certifications
The Getting Started Guide Sales & Marketing Resources
Selling ToolsFor every product sold at Veeam, we offer cheat sheets, call scripts and pre-built PowerPoint presentations that provide you with features, benefits, objection handling, prospecting questions and competitive differentiators.
Sales & Marketing ResourcesVeeam looks at its partner community as an extension of its own sales, marketing and technical teams. Veeam wants to help you better understand the virtualization market, create demand with your customers and be a part of the Veeam success. The following resources are offered to help you better understand your customers’ pains and in turn, increase your Veeam sales.
Marketing Tools
Veeam MarketReach is an exciting FREE tool that automates email marketing campaigns with co-branded emails and lead-generation options—with no additional software or skills required!
Veeam offers you pre-built “campaigns in-a-box.” These tools and resources can help you promote your company, services and relationship with Veeam—all in one place! Depending on your needs, now you can simply grab the “tools” you need and build your customized Veeam campaigns.
Veeam MarketReach
Marketing Toolbox
Interested in learning more about our sales & marketing resources? Check out the Campaigns-in-a-box and other joint marketing options.
Sales & Marketing Resources
The Getting Started Guide Product Information
Product InformationVeeam enables the Always-On by providing solutions that deliver Availability for Always-On Enterprise.
With Veeam’s award-winning products in your sales bag, you can easily turn conversations about virtualization into Veeam opportunities.Veeam recognizes the challenges in keeping
a business up and running at all times and addresses them with solutions that provide:
• high-speed recovery
• data-loss avoidance
• verified recoverability
• leveraged data
• and complete visibilityProduct
Information
The Getting Started Guide Product Information . continued
For Small Businesses with Less Than 250 EmployeesVeeam Backup Essentials™ delivers the same reliable benefits of Veeam Availability Suite but is specially priced for small businesses at a savings of up to 60% or more. Veeam Backup Essentials combines Veeam Backup & Replication™ with Veeam ONE™, providing complete enterprise-level data protection for small businesses with virtual environments of up to six CPU sockets.
Veeam ONE is a powerful monitoring, reporting and capacity planning tool for VMware vSphere, Microsoft Hyper-V and the Veeam backup infrastructure. It provides complete visibility of the IT environment to detect issues before operational impact.
Veeam ONE also offers a FREE version of the same tool. Now everyone can experience the benefits of 24x7 monitoring and management reporting.
For Enterprises and Medium Businesses Veeam Availability Suite™ combines the industry-leading backup, restore and replication capabilities of Veeam Backup & Replication™ with the advanced monitoring, reporting and capacity planning functionality of Veeam ONE™. Veeam Availability Suite delivers everything your customers need to reliably ensure and manage their VMware vSphere and Microsoft Hyper-V environments.
Veeam Backup & Replication is a powerful, easy-to-use and affordable backup and availability solution. It provides fast, flexible and reliable recovery of virtualized applications and data, bringing virtual machine backup and replication together in a single software solution with award-winning support for VMware vSphere and Microsoft Hyper-V virtual environments. Veeam Backup & Replication also offers a FREE version of the same tool. The free version, Veeam Backup™ Free Edition, provides a subset of the functionality in the paid editions of the product.
Veeam Management Pack™ for Microsoft System Center (MP) is the most comprehensive and intuitive System Center extension for app-to-metal management of VMware vSphere, Microsoft Hyper-V and Veeam Backup & Replication™. Veeam MP drives better IT decision making for the Always-On Enterprise™, with relevant and timely data in monitoring dashboards, reporting, and on-premises and hybrid-cloud capacity planning.
Veeam Product PortfolioWant to know the business value of ALL Veeam solutions “at-a-glance?”
Check out this one-page overview that depicts the business value, product benefits, features and more for each Veeam product.
Product Information
The Getting Started Guide Global Alliance Partners
Veeam complements Cisco UCS platforms by providing cutting-edge solutions for next generation data centers, all while helping customers minimize risk, decrease downtime, reduce cost and streamline management.
Global Alliance Partners
Selected as the 2013 Alliance One Partner of the Year in the Converged Storage category, Veeam views Hewlett Packard Enterprise as a vital strategic partner. Veeam and HPE offer a truly integrated, end-to-end storage and data protection solution optimized for virtual environments.
Veeam and Microsoft provide the most complete modern data protection, infrastructure management and capacity planning for virtual environments. With the growing adoption of Microsoft Cloud OS, Veeam is focused on creating solutions that address all of the key pillars: Windows Server 2012 with Hyper-V (R2), System Center 2012 and Microsoft Azure.
VMware and Veeam are helping customers virtualize with confidence by providing the most comprehensive virtualization management and data protection solutions for businesses of all sizes.
Veeam and NetApp offer flexible solutions with high-speed, granular recovery options for customers who need to address the evolving requirements of an Always On business.
Veeam looks at our Global Alliance Partners as a way to provide an all-encompassing solution for virtualization management and data protection. Selling Veeam jointly with Veeam Alliance Partners gives your customers the opportunity to take advantage of this collaborative effort between industry-leading hardware and software providers to provide the best of the best including hypervisor technology, storage innovations, backup, replication and virtualization management.
Global Alliance Partners
Together, the combination of Veeam and EMC saves your customers time and money, and reduces risk. This joint offering helps companies avoid data loss by enabling low recovery point objectives (RPOs) and facilitating offsite data protection.
The Getting Started Guide Rewards Program
ProPartner Responsibilities
Keep your information up-to-dateYour company information and contact information must be kept current so that Veeam can contact you about your membership in the Veeam ProPartner Program and keep you up-to-date with programs, benefits or promotions for which you are eligible.
Sign the click-through agreementOnce you are a registered Veeam ProPartner, you will be asked to sign the click-through agreement which explains the Terms and Conditions of being a partner of Veeam. If you have any questions regarding the program, please reach out to your Veeam sales representative for clarification.
Rewards ProgramVeeam ProPartner Rewards
Veeam ProPartner Rewards is an incentive program sponsored by Veeam® Software through which ProPartner sales, technical and marketing reps can earn points by completing activities such as selling Veeam, bringing awareness to Veeam, earning Veeam certifications and more. Once points are earned, they can be redeemed for cash, online eGift codes or merchandise.
For more information, check out the Rewards page on the ProPartner Portal.
ProPartner Responsibilities
RewardsProgram
The Getting Started Guide Next Steps
Next StepsWelcome to the Veeam ProPartner Program! Here is a list of the top 10 tasks to complete first:
Checkout this one-page overview to familiarize yourself with the products and solutions Veeam offers.
1 Veeam Product Portfolio
Take a look at the sales & marketing section of the ProPartner Portal and begin strategizing your Veeam sales/marketing plan today!
2 Sales & Marketing Resources
Earn additional margin by registering your interest and participation in deals involving Veeam products.
3 Deal Registration
Learn how to sell Veeam solutions with these easy to understand 10-minute whiteboard selling videos.
5 Veeam Whiteboard Selling
Meet your assigned Veeam Sales team!
6 Veeam Selling Support
Participate in joint planning and quarterly business reviews with the Veeam sales team. Reach out to your Veeam sales representative for details.
7 Joint Business Reviews
Find out who your Veeam Marketing Manager is and start planning your next event!
8 Veeam Regional Marketing Teams
Gain access to online training through the ProPartner Portal’s Learning Center. The resources in the Learning Center were designed to give you comprehensive knowledge of Veeam so you’re better equipped to sell Veeam products.
4 Learning Center
Checkout the Co-op/MDF program. Veeam Software will co-fund activities and programs such as advertising, direct marketing, trade shows, seminars, training, promotional literature and more!
9 Co-op/MDF
Execute co-branded campaigns and generate leads with Campaign In-a-Box!
10 Campaign In-a-Box
If you have questions, please reach out to your Veeam Sales Rep.