The Be the Hero series is designed for Veeam partners to learn about Backup as a Service (BaaS) and Disaster Recovery as a Service (DRaaS), the Veeam Platform, and how partners can deliver the business outcomes customers need today. This post is the second part of a four-part series, so please stay tuned to the Veeam blog:
- The Veeamazing BaaS and DRaaS
- Win the Battle of the 3-2-1 Rule With Off-site Backup
- DRaaS: The Offense to Shield Your Customers From Threats
- Veeam-powered BaaS & DRaaS and Partner-to-Partner Opportunities
The gold standard of backup, the 3-2-1 Rule, is nothing new. Veeam has taken it a step further with the 3-2-1-1-0 Rule. This adds a one-two punch to ensure customer data survives any potential threat — whether intentional or not. The 3-2-1-1-0 Rule helps combat data loss due to hardware and software failures, accidental deletion and cyberthreats like ransomware.
This gold standard should be addressed in data protection strategies, and offering an off-site backup solution is one way to ensure compliance.
Building your off-site backup offering
Off-site backup for virtual or physical workloads can be achieved with the Veeam Platform. To build your Veeam-powered offering, you’ll need:
- Veeam Backup & Replication
- Veeam Agents for Microsoft Windows and Linux
- Veeam Cloud Connect
- Veeam Service Provider Console
- Veeam ONE
To understand how these products integrate for a seamless solution, check out our Off-site Backup Partner Success Kit on the ProPartner portal. Included is a Quick Start Guide which outlines step-by-step instructions from day zero.
Veeam Cloud Connect for Service Providers
Veeam Cloud Connect is the secret weapon that makes delivering Backup as a Service (BaaS) scalable, safe and secure. It is the plumbing that makes sending backup copy jobs to an off-site repository easy for your customers and your team. You can access a 30-day free trial to get started.
Veeam ONE provides monitoring and analytics for Veeam Cloud Connect to help your team manage Veeam Cloud Connect workloads proactively. Veeam ONE provides information about Veeam Cloud Connect infrastructure, including user quota usage, capacity planning for cloud repositories and configuration data for cloud gateways and repositories. To learn more about these reporting capabilities, access the Veeam ONE Reporting Guide.
Veeam ONE can also provide powerful monitoring and analytics for Veeam Backup & Replication protected infrastructure and workloads. This can be an additional service you provide to customers to support a proactive monitoring as a service offering.
Define your go-to market approach
Offering managed backup is a great entry point into new accounts. As part of your customer acquisition strategy, this service probably isn’t the most profitable on your line card. Ensuring a strong customer success motion with growth and transformation discussions will lead to customer loyalty alongside expansion of services. Based on our Data Protection-as-a-Service Report, once a customer has picked a service provider, they are generally satisfied.
There are two approaches that you may consider. Both support adding new customers:
Target existing Veeam customers
Existing Veeam Backup & Replication customers already have access to Veeam Cloud Connect. It is included as a feature of Veeam Backup & Replication with no additional licensing requirements for customers! Leading with the 3-2-1-1-0 Rule, having an off-site copy of data is critical for data survivability. Your new customer needs to activate Veeam Cloud Connect, enter in proper credentials provided by you and start sending backup copy jobs to the off-site repository. You charge a service fee accordingly for storage and management plus any other value-add services.
Find net new prospects
Promoting the 3-2-1-1-0 Rule and a free data protection assessment is a great way to evaluate if a prospect’s data would survive a disaster. Asking the right questions and establishing manageable steps to a sound data protection strategy, including an off-site backup copy, would be a great way to start with new clients.
This is only the starting point. Add-on services like monitoring and analytics can increase customer loyalty and help differentiate you from a competitor.
The VCSP partner program
The partner opportunity with Veeam is front and center. Veeam is no competition to partners. Our strategy centers around partners delivering Veeam-powered services. In fact, with our Veeam Cloud & Service Provider (VCSP) Competency program and Partner Directory (customer facing and Reseller Ready), we help to promote your businesses to help solve customer challenges.
The VCSP program was designed specifically for service providers to help scale and manage their business including access to the right licensing model and management tools. With a pay-as-you-grow licensing model, you report monthly usages via a self-service portal. There are partner discount tiers along the way for better pricing. The program also provides additional revenue opportunities by helping VARs and MSPs access our global network of service providers with referral, resale and white-label options. Regardless of your business model, you can build your reoccurring revenue business with Veeam-powered BaaS.
In the next Issue
Stay tuned for our future articles in the Be the Hero series where we deep dive into DRaaS, the partner-to-partner opportunity and how to become part of the VCSP partner universe with a BaaS and DRaaS competency. To continue your learning journey, here are some resources to get you started:
Learn more about becoming a VCSP partner here.
Access the Off-site Backup Partner Success Kit on the ProPartner portal
Start your Veeam Cloud Connect free trial
Get Certified: Powering Cloud Services with Veeam (VMXP)
