Welcome back to our Command the Expand series! In this second installment, we’ll explore how Veeam Data Cloud unlocks new cross-sell opportunities to drive customer value and accelerate partner growth. To learn more about Command the Expand, what it is, and why partners should lean into it, read this blog post.
The shift to cloud and SaaS is undeniable. Customers want flexible, scalable, and secure solutions to protect their data without the burden of managing backup infrastructure. Veeam Data Cloud delivers backup as a service for Microsoft 365, Azure, Salesforce, and more, giving partners a powerful portfolio to address evolving customer needs.
There are two key scenarios that are top of mind for 2026: Moving Veeam Backup for Microsoft 365 customers to Veeam Data Cloud for Microsoft 365 and selling Veeam Data Cloud workloads to your Veeam Data Platform customers.
Top Triggers for Expansion
For these two scenarios, here are some triggers that may indicate a customer is open to a needs-based conversation: Deployment of new applications or workloads, migration of workloads to the public cloud, or consolidation initiatives.
During these conversations, you may uncover budgeting concerns and attempts to shift more resources towards operational expenditures. These signals should open the door to these expansion opportunities.
Making the Switch
For customers already experiencing the industry-leading data protection of Veeam Backup for Microsoft 365, your talk track here is about simplicity. Veeam Data Cloud for Microsoft 365 removes the infrastructure management burden from customers. Veeam Data Cloud is a seamless, secure way to protect Outlook, OneDrive, SharePoint, and Teams data, all fully managed and in the cloud. The pricing is predictable and the service is guaranteed.
What’s in it for partners? Veeam Data Cloud for Microsoft 365, on average, drives twice the revenue and three-times the expansion of renewals. This is an easy strategy to execute with your existing Veeam Backup for Microsoft 365 base.
Cross-Selling Veeam Data Platform Customers
For your Veeam customer base, you are likely to have several customers only leveraging Veeam Data Platform or other standalone solutions. Looking at the broader portfolio of Veeam Data Cloud offerings, you can easily go after additional workloads for expanded share of wallet or simplify their existing data protection services to one platform. The result is a stronger, long-term customer relationship and a more durable footprint in the account.
Microsoft 365 and Entra ID Protection
For organizations who need comprehensive Microsoft 365 and Entra data protection,
Veeam Data Cloud for Microsoft 365 is a unified, SaaS backup solution that allows them to safeguard critical data in Microsoft 365 and Entra ID. The result will not only address operational
Recovery, driven by compliance or small data loss incidents, but also implement disaster
recovery in the event of a ransomware attack. Veeam Data Cloud provides single platform simplicity, cost control, high backup productivity, and data portability (exit strategy). For customers not protecting Microsoft SaaS data today, this is a great reason to have a conversation.
Another targeted motion is for clients who have Microsoft 365 data protection but not Entra ID. With over 600 million daily attacks, threat actors know the fastest way to bring an organization to its knees is by targeting Entra ID.
Looking beyond cybersecurity threats, organizations also face challenges with complex compliance requirements, recycle bin limits, accidental deletions, and policy misconfigurations. As identity becomes the backbone of cloud security, Veeam Data Cloud enables backup and recovery of Entra ID configurations, users, and policies.
As the trusted advisor, it’s important to reiterate that protecting these SaaS platforms is critical to ensure worker productivity and meet rising compliance pressure. In turn, this creates more value for your end-customer and your business.
Azure Workload Protection
Public cloud workloads are subject to the shared responsibility model (just like Microsoft 365 data). The data is not the hypervisor’s responsibility; it’s the organization’s responsibility. Ensure your customers extend their data protection to Azure VMs and databases. As data sprawl continues and strategies shift from on-premises to cloud-based, or somewhere in between, ensuring data resilience across the data estate is important. Veeam Data Cloud for Azure offers cloud-native backup, fast recovery, and ransomware protection.
Salesforce Backup
The same story applies here: Your data, your responsibility. However, Salesforce users face unique risks around data loss and corruption: Human error, integration errors, accidental data corruption, or poor data hygiene. With this business-critical application, protecting this data is a non-starter. With Veeam Data Cloud for Salesforce, partners can deliver automated, reliable backups for CRM data and metadata to help reduce downtime and mitigate risk.
Partner Opportunity
Cross-selling these workloads not only increases wallet share but also helps cement your position as a strategic advisor. As part of a unified platform, Veeam Data Cloud makes it easy to make this a reality within the same user interface. And as new workloads become available, they appear in the console. There are no learning curves and no additional portals required.
Ready to command your own expansion? Here are some resources to get you started:
In our final article in this series, we’ll look at how Veeam Data Platform edition upsell and Veeam Data Cloud Vault can further expand your business while keeping your customer’s business running.